Learning Methods

Our courses are structured around realistic simulations which are videoed for feedback.

Interactive methods and mini-practices give you the confidence to implement the skills in your own job.

A flexible schedule enables focus on the topics that have most impact on your business.

A fun, flexible philosophy

Small groups of eight to twelve allow participants to practise new skills in a safe environment and to receive individual feedback on their style and behaviour.

The style of our course tutors is fast, direct and fun.

Flexibility is part of the package. There is no rigid daily timetable. Key concepts and skills are detailed in The Complete Negotiator, the course manual. But the syllabus is covered in a way that reflects participants' needs and experience and picks up on the learning points that arise out of each simulation or discussion.

Negotiation exercises

Simulated negotiations are the main learning vehicle, together with discussions, group tasks and other interactive procedures. Video playback of the negotiation exercises is used
  • to introduce key concepts and techniques
  • and to give feedback to individuals on their performance.
We have an extensive suite of negotiation exercises. Examples include:
  • a one-on-one fee negotiation between a service provider and a potential new client, with time pressure, a competing incumbent supplier and the possibility of significant future business
  • a ‘negoti-auction’ where a short-listed bidder for a major international supply contract has been invited to the table, is under price pressure, but has the opportunity to improve the ‘shape’ of the deal in several ways.  The bidder faces the classic danger in a negoti-auction: negotiating against yourself!  Conducted in teams.
We select from our ‘library’ the exercises that are most relevant to a client’s needs.

Implementation

Implementation is a major theme. Participants prepare action plans for building on their strengths and tackling weaknesses; and they identify specific steps to be taken in their relationships with key negotiating partners / upcoming deals.

To help them put their learning into action, participants also receive a portable, ring-bound set of laminated reminder cards, The Pocket Negotiator.

Follow-up and reinforcement are available in the form of a one day ‘Booster’ course.

Results are measured using our Implementation Checkout questionnaire, which typically demonstrates impressively large financial savings and gains as well as improvements in confidence and professionalism.