‘Supercharge Your Career and Business Results By Getting Exactly What You Want From Your Negotiations.’
Negotiation Skills Best Practice
Training
Click On The Images Below To See Copies Of Feedback Forms From Previous Participants
Investment Cost:
£ 1,250.00 excluding taxes or 3 monthly payments of £ 430.00. Next Course:
LONDON
26-27 MAY, 2010 (Fully Booked)
15-16 SEPTEMBER, 2010
24-25 NOVEMBER, 2010
Dear Reader,
This is your invitation to the Negotiation Skills Best Practice Workshop - 2 days that have the power to transform the direction of your business life. Negotiating successfully is no longer a luxury, it has become a necessity to survive, let alone thrive.
An increased focus on rationalisation and costs savings has made the business landscape much more competitive. This is what makes the Negotiation Skills Best Practice Workshop a 'must attend' workshop. A few years ago, becoming excellent at Negotiation was just an option for most business people. Now, it is key to survival.
***FREE OFFER***
Enter your First Name and Email Address in the form below and we'll send you instant access to the ‘Supercharge Your Negotiation Results’ 5 Day eCourse, the ‘30 High Power Negotiation Tactics' Manual and the Organisational Negotiation Capability Report - for FREE!
What is the Negotiation Skills Best Practice Workshop?
For 2 days you will be immersed in leading edge knowledge, strategies and tools covering ALL the essential elements for successful business negotiations. From the results of the latest research to breakthrough negotiation techniques, strategies and tactics, the Negotiation Skills Best Practice Workshop will equip you with everything you need to not just survive - but thrive in the business world.
Will You Benefit From Attending?
It's my experience that most business people do not think and act like Negotiators. The dictionary defines a Negotiator as:
"anyone who confers, bargains or discusses with a view to reaching agreement".
- That means that you will benefit from attending if you need to get other people’s support for your ideas.
- It means that you will benefit from attending if you need to interview for a new position or would like a salary increase.
- It means that you will benefit from attending if you are a professional buyer or seller of products, services or solutions.
- It also means that you will benefit from attending if you need to convince other people to follow your recommendations – in any environment.
Gone are the days where negotiation is regarded as a contract or dispute resolution related activity. You negotiate every day, whether it be for a place on the project team, an increase in budget, an internal relationship issue...negotiation is a form of communication. One that requires an investment of your time and attention to ensure that you achieve your goals.
What You Will Learn
1. Vision - How to Use Strategy to Achieve Your Objectives
Most people approach Negotiation from a tactical perspective without considering the ‘bigger picture’. Here are just some of the leading edge tools and strategies you'll discover:
1. Learn how to understand & anticipate your counterparts' behaviour.
2. Discover the 5 fundamental negotiation strategies and the 3 criteria for selecting the most effective strategy.
3. The 30 most often used commercial negotiation tactics and how to use them in support of your selected strategy.
4. Understanding and adapting your own preferred negotiation style. Your current negotiation style may be preventing you from being successful.
2. Value - How to Set Objectives for Your NegotiationFACT: When most people have finished their preparation for a negotiation they have only covered 50% of what needs to be covered. You will learn:
1. How to determine the Zone of Possible Agreement.
2. How to set specific objectives for negotiation.
3. How to plan your concessions.
4. How to create leverage & power in your negotiations.3. Process - How to Prepare for Negotiation in a Structured Way
The greatest untapped opportunity I see in negotiations every day is the lack of thorough and structured preparation. During the workshop I will show you how to:
1. Use the BNS negotiation preparation check list to ensure that you are better prepared than 99% of negotiators that you will encounter.
2. Ask questions in such a way that you will be able to expose the interests of your counterparty(ies).
3. Control any negotiation that you’re involved in through the use of framing.
4. Learn how to track and communicate the detail of all discussions and documents to avoid misunderstandings.4. Relationships - How to Establish and Nurture Long Lasting Relationships
Drawing on the latest research in social sciences, you will learn how to:
1. Create an effective climate for negotiation.
2. Apply the 6 principles of persuasion to increase the likeliness of your counterparty agreeing to your requests.
3. Identify and use body language to your benefit.
4. Establish rapport and reach agreement with even the most challenging personalities.
The Workshop Format
Open to a maximum of 14 participants, the Negotiation Skills Best Practice Workshop is a predominantly practical workshop.
You will take part in 5 negotiation simulations of which one is videotaped and debriefed collectively. In addition, you will complete an individual negotiation preference profile which will be debriefed collectively during the training engagement. You will receive your own hard copy of the BNS Negotiation System specifically designed to assist you in the practical preparation for negotiations once you are back at your place of work.
The Negotiation Skills Best Practice Workshop is relaxed and informal but also a powerful experience designed to transform your negotiation skills. Gone are the days where we sit poker faced across the table from one another, reluctant to share information or crack a smile. This ‘tough negotiator’ facade can restrict opportunities, hinder relationships and extend negotiation timelines.
Far more effective is an approach that creates opportunities, shares interests, and builds positive, potentially long term relations. There is a way to do this without compromising your position, so you can expect the format of this workshop to put you into various situations that will help you to experience a different way of negotiating thereby guaranteeing you more successful outcomes.
The business landscape has changed radically. The rules of negotiation have changed. That's not a problem IF you understand how they've changed and are willing to quickly learn the new rules. By the end of your two days at the Negotiation Skills Best Practice Workshop, you will have everything you need to not only adapt to negotiating in the new economy, but grasp the many opportunities offered.
Your £10,000 Guarantee We believe that these 2 days are so important to you and your business that we are willing to offer you the following, very unusual guarantee: If, six months after your attendance, you are not convinced that the Negotiation Skills Best Practice Training workshop was worth at least £10,000 to you and/or your business - we will give you a complete refund - no questions asked. We are willing to put ourselves on the line with this Guarantee because it's essential that we convey to you that you can only make money from coming to this event.  |
Your Workshop Leader: Linda Potgieter
'A Leading Authority on Negotiation Success'
If you're new to Business Negotiation Solutions Limited and our work, here's what you need to know:Business Negotiation Solutions Limited is Europe's leading provider of negotiation information to business negotiators. Every year, we assist thousands of business negotiators to save money, increase their profits, free up their time, transform their negotiation approach and radically shift their thinking about negotiation specifically and communications generally.
Linda Potgieter is a globally experienced negotiator who has been independently recognised for her negotiation success. She was awarded the Institute of Sales & Marketing Management (UK)’s National Sales Award in 2006 for ‘The Best New Sales Professional In Britain’ and has closed and delivered successful negotiation skills development projects for organisations including the World Bank, IBM, Adidas, Schlumberger, Nycomed and the Royal Academy of Engineers.
Linda is regarded internationally as an expert on the interpersonal dimensions of negotiation and is considered a thought leader in presentation strategies and techniques. Linda cites the privilege of being invited onto President Nelson Mandela’s project PR team during 1998 as one of her career highlights. Here's what a couple of her clients have to say:
| "Not only has Linda given me ideas, suggestions and skills that I've already started to successfully implement (a 100% increase on my closing rate, cutting the average time of our sales cycle to name but a few) but I have information and knowledge that I know for a fact that will last me a lifetime. For anyone still not sure if working with Business Negotiation Solutions is right for you then I urge you to just do it. I know for a fact you will be amazed with the results." Sue Macaskill, Beds & Mattresses Direct Ltd Compared to more theoretical courses available in the market place, I found the training an invaluable tool rather than interesting theory that we all forget sooner or later. Before the training, I considered myself somewhat competent in the communicating and inter-personal areas, but was surprised to learn how much I had taken for granted and much more there is to the negotiation process in its entirety. Business Negotiation Solutions’ training has improved both my personal & professional relationships, by way of their holistic approach to rewarding, long standing relationships. I feel an increased level of confidence since attending their course, which has a major impact on my performance as a whole. The training was utterly professional yet relaxed and informal, an ideal environment in which to learn. The business benefit has been real and quantifiable – I am further impressed by their high standards of customer service, both before and after the training. |
What the Negotiation Skills Best Practice Workshop will do for You
For Inexperienced or Beginner Negotiators
If you are one of those who have not previously thought of yourself as a negotiator then the Negotiation Skills Best Practice Workshop will give you the most effective, proven strategies and techniques to build your confidence. Most people use only a fraction of the capacity for negotiation that they possess. This is a shocking waste. It means that you could be losing out on significant amounts of money, not to mention the fulfilling and mutually beneficial relationships that accompany the application of negotiation best practices.
For Sales & Purchasing Negotiators
If you are in a sales role (new business development, key account management, retail sales, any role that requires the selling of a service, product or concept), you probably know that most of the sales training out there focuses only on ONE side of the table: yours. Whilst it’s critical to understand key account management, customer relationship management, sales and service ethics, etc. -- that only covers 50% of your role.
Crucial to your sales success is your understanding of your buyer’s needs and challenges. Stephen Covey said: “Seek first to understand, then to be understood.” This communication principle is critically important in sales negotiations. You simply cannot sell anything without first understanding your buyer’s environment – and that should not be confined to budget alone, as that merely restricts your opportunity to haggling on price.
Similarly, if you are in a buying role (and bear in mind you don’t have to hold the official title of Procurement Manager or Sales Negotiator to be buying or selling something), the same applies. The perception of power that many buyers walk into a meeting with based on the fact that they hold the purse strings, belongs to the ice ages. If you are still entering your negotiations with that approach, I guarantee you as you sit here reading this, that you are losing money.
The successful, experienced negotiator understands that the more they know about their counterparty’s objectives and issues, the more successful the outcome is likely to be. Often buyers expertly state their positions, over and over, in 4 or 5 different ways but are still esentially saying the same thing. There is little or NO exploration into the sales professional’s needs where, if they could be accommodated by the buyer, all manner of positive outcomes could be realised.
For this reason, the Negotiation Skills Best Practice Workshop addresses both sides of the table. Whether you are a Sales Manager, Property Developer, Office Manager, Financial Consultant, Media Professional, Engineering Professional, Professional Buyer, whatever your current professional designation – if you are serious about becoming an excellent negotiator, you simply have to invest in understanding your counterparty’s world.
In this workshop, you will be taken out of your typical negotiating role and be fully immersed into the other side – this is where hands on, performance impacting change happens. This is where lives and careers are catapulted into greater depths of wealth, happiness and success.
And rather than limit this skill to the business world, have you considered the possibilities that these new communication techniques might bring to personal relationships? As an award winning sales professional, it pains me to share with you that 100% of the negotiation workshops I have delivered globally over the past 6 years have all produced the exact same problem between buyers and sellers. This potentially life changing course shows you – through video, simulation, profiling and role play learning – what that common problem is and just how easy it is to fix thereby differentiating yourself from your colleagues, competitors and even your social circle.
10 Reasons Why You Should Participate in the Negotiation Skills Best Practice Workshop
| 1. | Get insights into the results of the latest research into business negotiation success. |
| 2. | Dozens of new negotiation tactics & strategies, any one of which could bring a significant return to you. |
| 3. | How to find opportunities to gain concessions from your counterparts. |
| 4. | Immersion - You will be immersed for two days in the most powerful strategies available for creating Negotiation Success. Our experience has been that this type of focus - away from your normal environment - is a VITAL part of skills growth. |
| 5. | Our £10,000 Guarantee. If it's not worth at least £10,000 you don't pay a penny. That means you can only make money by coming to the Practitioner Negotiation Workshop. |
| 6. | Get to know your negotiation strengths & weaknesses. You will walk away with the ability to mitigate your weaknesses and capitalise on your strengths. |
| 7. | Meet other negotiators. The other negotiators present might just be able to provide you with insights from the other side of the table. |
| 8. | Learn how to be more persuasive in all your communications. |
| 9. | Learn how to apply negotiation best practices when preparing for negotiations using the Business Negotiation Solutions check list. |
| 10. | You will receive your own personal copy of The BNS Negotiation System - the world’s first complete practical business negotiation support tool. |
Who Else Will Be Attending The Workshop?
This event is for you whether you run a one person business or are part of a much larger business or organisation. Whilst it may be the first time that some delegates participate in a negotiation training workshop, most attendees will have at least 5 - 10 years of business experience under the belt.
The negotiation strategies that we cover at the Negotiation Skills Best Practice Workshop are applicable to organisations and businesses of all sizes, whether you buy or sell products, services or solutions - and whether you negotiate with consumers or businesses. We have worked with just about every industry and saved or made them significant amounts of money.
The size of your organisation does not matter. You can be a one person business, a multi-national or a public sector department. What does matter is your willingness to think differently from the masses of negotiators who struggle and are caught up in out dated, ineffective approaches to negotiation.
IMPORTANT: Why you should bring your Colleagues
It is important that your colleagues in your business understand the strategies that you're going to be experiencing at the Negotiation Skills Best Practice Workshop. They will play a key element in the fast implementation that will maximise your success. It's also important that they understand your mindset and thinking.
Many negotiators complain that it's hard to motivate team members. The best way to motivate is to have everyone share in the thinking that drives your negotiation strategy. So having your colleagues come with you to the workshop and share this experience is very important. There is a significant discount available for colleagues After you have secured your booking, you will be provided with a promotional code that can be used by your colleagues to claim a significant discount on the workshop fee.
| Your £10,000 Guarantee We believe that these two days are so important to you and your business that we are willing to offer you the following, very unusual guarantee: If, six months after yoru attendance, you are not convinced that the Negotiation Skills Best Practice Training workshop was worth at least £10,000 to you and/or your business - we will give you a complete refund - no questions asked. We are willing to put ourselves on the line with this Guarantee because it's essential that we convey to you that you can only make money from coming to this event. |
One Final Thought...
'Do not miss out' is an over-used phrase in business. But in this case, I am deadly serious in saying 'do not miss out.' If you do not attend the Negotiation Skills Best Practice Workshop, you will miss out on what I firmly believe will be 2 of the most important days of your business life.
You will miss strategies for improving your negotiation results which will stun you with their simplicity and power. You will miss dozens of negotiation techniques that will assist you in saving time, reducing expenses and increasing profits. And you'll miss the power of spending 2 days immersed in the leading edge of negotiation excellence with myself and other like minded negotiators.
So don't miss out. This event will get fully booked fast so click on the link below and bring you and your colleagues to the most important negotiation workshop you've ever attended.I hope for the opportunity to negotiate with you!
See you in London.
Best wishes
Linda Potgieter
