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Negotiation – Advanced

Course Summary

Advanced Negotiation training assumes a strong foundation in negotiation fundamentals and focuses on elevating skills to handle complex, high-stakes, and multi-party negotiations. The agenda emphasizes advanced tactics, frameworks, communication strategies, and ethical considerations in negotiation scenarios, providing participants with practical tools to excel in intricate negotiation landscapes. This training course will be more focused on real world case studies and drive participants to tune their approach towards a career in negotiation.

Course Objectives

Understand and Learn

  • Key concepts and elements of developing a Category Strategy
  • How to use and apply the Procurement Handbook and the Lever Selection Tool Bull’s Eye
  • How to manage and address all spend within Procurement Categories
  1. Advanced Negotiation Strategies
  • Recap of Negotiation Fundamentals from the Pre-requisite Course
  • Leveraging Behavioral Psychology in Negotiation: Advanced Cognitive Biases
  • Sophisticated Tactics: Framing, Anchoring, and Counteracting Tactics
  • Workshop: Role-Playing Complex Negotiation Scenarios
  1. Advanced Negotiation Frameworks
  • Review of BATNA, ZOPA, and Harvard Method in Complex Negotiations
  • Strategic Use of Power Dynamics and Influence in Negotiations
  • Multi-Party Negotiations and Coalition Building Strategies
  • Case Studies: Analyzing Complex Negotiation Frameworks
  1. High-Stakes Negotiation Preparation
  • Deep Dive into Pre-Negotiation Planning: Strategy Formulation and Analysis
  • Game Theory and Advanced Decision Trees in High-Stakes Negotiations
  • Navigating Cross-Cultural and International Negotiations
  • Simulation Exercises: Preparing for High-Stakes Negotiation Scenarios
  1. Tactical Communication and Relationship Building
  • Advanced Communication Techniques: Active Listening and Questioning Skills
  • Negotiation Across Various Platforms: Virtual and Remote Negotiation Skills
  • Advanced Emotional Intelligence and Managing Emotional Responses
  • Workshop: Improving Tactical Communication Skills in Negotiation
  1. Advanced Negotiation Applications and Mastery
  • Ethical Considerations in Complex Negotiations
  • Negotiation Mastery: Reflections on Learning and Personal Development
  • Real-Time Simulation: Applying Advanced Negotiation Skills
  • Course Review, Feedback, and Closing Remarks

Pre-requisites: Negotiation Basic Training

Target Audience

  • Category Managers
  • Other employees working within Category Management
  • Employees with an active role in the Plan-to-Strategy process

A pre-requisite for attending the course is ownership of a specific category or spend area.

Course Duration

2 Days

Facilitator

Ctrlpsend Procurement Employees

Course Fee

$600

Place

Classroom/Virtual upon request

Cancellation policy

Deadline for cancellation free of charge is 4 weeks prior to each course. In case of a cancellation later than that, the employee’s department will be charged the full course fee. The departments/business units are allowed to replace their participants.

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