SA Open Program | Imperium Global Nego

THE ADVANCED NEGOTIATION ACADEMY

29 February - 1 March 2024

SANDTON CONVENTION CENTRE, JOHANNESBURG

Who is this for?

The Advanced Negotiation Academy is specifically designed to equip business people with the negotiation strategies, tactics, techniques, and supporting tools that they need to go toe-to-toe confidently with the best negotiators in the world. Most of our past participants come from sales, procurement, or executive environments within businesses of all sizes. We have successfully delivered negotiation skills development interventions in almost all major industries in 65 countries over the past 21 years. While you will learn advanced negotiation strategies and approaches, it is not necessary for you to be an experienced negotiator to attend. It is, however, recommended that participants have at least five years of business experience before attending.

What is the format?

The Advanced Negotiation Academy is a blended program made up of a group-based 1.5-day face-to-face training intervention followed by remote one-on-one simulations and coaching calls with a professional negotiator. After completing the BootCamp part of the Advanced Negotiation Academy, participants gain access to the Imperium Negotiation Gym for 12 months, where they have the opportunity to continue to hone their skills. The first day starts at 8:30 am and finishes at 5 pm, and the second day starts at 8:30 am and finishes at 1 pm. Details will be provided on how to access the remote and self-paced components of the program during the face-to-face workshop.

What will I learn?

The Advanced Negotiation Academy has been designed to equip participants with both the skills and the behaviors to:

Understand the 4 pillars of best practice business negotiation.
Set clear objectives for business negotiations.
Confidently deal with price negotiations.
Use the IMPERIUM Negotiation Preparation Check List to prepare for negotiations.
Use questioning to accurately uncover negotiation interests and overcome objections.
Manage and deploy the most effective negotiation climate, including understanding and interpreting body language within the context of business negotiations.
Understand, deploy, and counter the five fundamental negotiation strategies.
Understand, deploy, and counter the thirty most common commercial negotiation tactics.
Understand the drivers behind individual and organizational decision-making.
Gain an in-depth and detailed understanding of their individual business negotiation strengths and weaknesses.
Deploy creativity in support of reaching agreements.
Understand, deploy, and counter the six universal principles of influence.

After attending the Advanced Negotiation Academy, you will be able to:

Shorten the negotiation cycle through the application of business negotiation best practices at each stage of the negotiation process.
Reduce the average level of concessions made to close agreements through effective management of the entire negotiation process, including the appropriate use of framing.
Improve the quality of relationships with both internal and external stakeholders as a result of being able to more accurately identify, understand and satisfy their interests.
Effectively handle price negotiations.
Follow your personal development plan to establish a world-class negotiation competence.
Effectively influence stakeholders through the deployment of best practice principles of influence.
Deploy creativity as a tool to maximize TCO by inventing options for mutual gain.
Decrease the risks associated with pursuing default approaches to negotiation by deploying fit-for-purpose negotiation strategies & tactics.

What is the refund policy?

We offer a 100% money back guarantee. If you attend the program and believe that there has been no benefit to you, simply tell us and we'll refund your investment fee, no quibble, no fine print.

Your course leader...

FOUNDER & MANAGING DIRECTOR

Jan Potgieter is the Managing Director of Imperium Negotiation Solutions. Jan is the creator of the Imperium negotiation methodology, which enables the new class of elite business negotiators to confidently and immediately start saving time and money, increasing their earnings, and building mutually rewarding, long-term relationships.

A leading proponent of a best practice approach to negotiations, Jan has proven instrumental in integrating an approach to negotiation that seeks to create a corporate negotiation capability that provides demonstrable competitive differentiation within international client organizations. After gaining a thorough understanding of the client's organizational reality, Jan can bridge the gap between organizational imperatives and the status quo by designing or redesigning a negotiation strategy supported by processes that seamlessly integrate with the client organization's existing sales, purchasing or executive infrastructure to unlock bottom line value immediately.

Jan gained an MBA specializing in Negotiation Skills under the leadership of Professor Manie Spoelstra. A corporate architect, Jan's entrepreneurial spirit was ignited through the market need for a principle-centered, best practice-based negotiation consulting and training approach that creates an enduring organizational negotiation capability.

Jan relentlessly focuses on creating rapid bottom-line results and strengthening client relationships and market reputation. Jan began his career in the financial services industry as a Certified Financial Planner and a Broker Consultant. Excelling in several different roles for leading organizations, he consistently outperformed his growth objectives. He has exhibited a particular flair for gaining a foothold in mature, competitive markets.

The next challenge for Jan was the Information Technology (IT) sector. Starting as a District Sales Manager in a complex enterprise software application environment, he soon graduated to be named General Manager and Public Sector Sales Director for a global systems integrator. As a result of his corporate background, Jan managed to gain extensive experience in both the private and public sector environments.

During his career in the corporate sector, Jan consistently outperformed his growth objectives. His negotiation skills and experience were shaped by the multi-million dollar deals successfully closed and managed on a day-to-day basis. To date, Jan has been involved in negotiating or consulting to commercial deals totaling more than $ 4 billion.

Jan has conducted assignments globally and has lived in Europe, America, and Africa. He is particularly interested in complex M&A and cross-cultural negotiations involving the deployment of teams for optimal value creation and effectiveness. Jan brings a considerable specialization in applying strategic negotiation best practices to the executive domain. In addition to conducting negotiation workshops worldwide (he has delivered assignments in 65 countries to date), Jan regularly consults with leading organizations internationally on negotiation strategies and best practice processes.

Jan has significant experience in high value, cross-industry, and cross-cultural negotiations, which he has gained while on assignment with global organizations such as Vodafone, Telefonica, Pfizer, IBM, Adidas, Macquarie Bank, RBS, Network Rail, TFL, The NHS, Schlumberger, Victrex, Motorola, Nycomed, Altana AG, The Hilton Group and others.

Author of Negotiation: Your Hottest Currency, Jan enjoys frequent invitations to speak at local and global seminars and has lectured at universities and business schools as far away as Poland, Germany, Ireland, and South Korea.

Jan has deployed innovation as a critical driver to the market positioning of Imperium Negotiation Solutions. To obtain different results from competitors, he advocates that organizations must design and deploy innovative and challenging strategies and supporting processes that clearly distinguish them from their competitors. He is passionate about deploying constant innovation in negotiation as a critical differentiator to unlock competitive advantage.

Founder and driver of Imperium's unique methodology, Jan has been formally recognized for his innovative approach to delivering real business benefits. Jan is the proud winner of the World of Learning Award for 'Best Instructor-Led Training in the United Kingdom.

ABOUT

Imperium excels in elevating business negotiation skills for both individuals and organizations. Catering to a diverse range of industries across 65 countries, we have trained over 13,000 professionals in small-group formats, focusing on enhancing negotiation capabilities at every level. Our programs are tailored to meet the unique challenges of dynamic business environments, ensuring individual skill development and fostering a culture of effective negotiation that drives success and growth.

THE TEAM

At the heart of the Imperium Business Negotiation Gym is a team of seasoned professionals, each bringing a unique blend of expertise, experience, and passion to the table. These individuals are not just trainers; they are mentors, guides, and leaders in their own right, dedicated to helping you master the intricacies of business negotiation.