We'll help you put the pieces together to be a world-class negotiator
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Workshop: Predictable Success® Negotiation
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The need for effective negotiation skills increases with every step on the organizational ladder.
Whether it's formal, set-piece negotiations or informal, on-the-fly encounters, whether with external customers and suppliers, or internally with colleagues, peers and direct reports, whether for high-risk, game-changing stakes, or simply trying to 'get stuff done', in today's world, every executive needs a high level of negotiation skills.
Predictable Success® Negotiation equips you with exactly that - the toolkit you need to feel confident in any negotiation - large or small, internal or external, formal or informal.
Workshop Goal
Our goal is to ensure that you leave Predictable Success® Negotiation fully equipped to negotiate at any level, whether the negotiation is:
- Formal or informal;
- Internal to the organization or external;
- Conducted by you as an individual or in a team,
- Mission-critical or 'day-to-day', and
- From a position of power, or a position of weakness.
You will finish this workshop intuitively understanding a simple 5-step process that will revolutionize how you negotiate in every circumstance, and which will give you complete confidence in any negotiating situation.
Workshop Benefits
In this entertaining, interactive workshop you will learn how to:
- Know when - and when not - to negotiate
- Develop an effective plan and strategy for any negotiation
- Know what behavior to adapt at each stage of the negotiation
- Adjust your communication style to achieve desired results
- Successfully apply the principles of persuasion to any negotiation situation
- Effectively negotiate face-to-face, on the phone or through e-mail and other media
- Recognize and counter the most common negotiating ploys
- Move your negotiation from 'no' to 'maybe' to 'yes'
Workshop Content
This content is based on a one-and-a-half-day session (our recommendation). The length of the session (and the specific content elements) can be altered to suit your needs - see the section below on customization.
Day 1 [Full day]
Introduction to the Negotiation Process:
- The importance of taking a win-win
approach to negotiation.
- Learn the key influences on the negotiation process.
Planning the Content of Your Negotiation:
- How to determine alternatives to a settlement before
negotiating.
- The importance of using a negotiation
planning guide.
Negotiation Stages:
- Chart the course of a negotiation through the five
key stages to a successful conclusion.
- Identify the causes of resistance you may face during
the negotiation process and how to overcome them.
Communication Styles:
- Determine your own style of communication.
- Learn how to adjust your style to get the results you
want.
Persuasion:
- Apply the Predictable Success&174; persuasion model to
improve your negotiation success
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Day 2 [AM only]
Planning a Strategy for Negotiation:
- Understand the key dynamics that impact the
negotiation process.
- Learn how to use space, time and environment to
optimize the outcome of your negotiations
Negotiating with a Team
- Learn how to organize, control, manage and effectively
participate in a negotiation team.
- Learn what to expect when faced with a team on the
other side of the negotiation, and how to best
interact with their team
Negotiation Tips, Tactics and Case Studies:
- We will use detailed case studies and actual
negotiations to allow you to practice all the course
content
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Workshop format
Workshop presentation
The workshop is conducted by Les McKeown, President & CEO of Predictable Success®. Les is renowned as an entertaining, informative, results-oriented trainer, coach and consultant. This session is exceptionally interactive, with much of the workshop consisting of group and individual exercises.
The teaching elements of the workshop content are presented in an engaging, person-to-person, hands-on, practical manner - Les does not use Powerpoint or other 'point and read' teaching methods.
Timing
The recommended format of the workshop is one-and-a-half days in length (although we can amend the timing to suit your needs - see the section below on customization), with day one running from 8am to 4pm, and day 2 from 8am until noon.
Location
The workshop is run either on your premises or at an offsite location arranged by you. After registering for the workshop, we will provide you (or your event organizer, if you have one) with a simple checklist of room requirements for the session.
Number of participants
For maximum benefit, we recommend a minimum of six participants, and a maximum of 25. (Although the workshop can be run for groups larger than 25, the degree of individual coaching that can be provided drops significantly.)
Materials
We provide you with an electronic master copy of all materials ahead of the session, with instructions for reproducing copies for each participant. There is no 'per participant' fee for the reproduction of materials.
Who's it for?
Executives, managers, salespeople and dealmakers who are responsible for negotiating externally (with suppliers or customers, for example), or internally (with employees or other departments).
Teams and groups who work closely together will particularly benefit by taking this workshop, as you and your colleagues will develop a shared vocabulary, share expectations and build mutual commitments to accountability that will radically increase the post-workshop benefits.
Workshop customization
We recognize that no two organizations are identical, and every group faces different challenges and has differing needs.
Once you have registered for the workshop, Les will personally contact you (or someone you nominate) to ensure that the entire agenda is suited to your specific needs. The content and timing can be varied according to your requirements.
While we strongly recommend a one-and-a-half day format, we can adjust the running time to meet your availability. Simply use the query form below to let us know what you have in mind and we can give you a quote accordingly.
Fees and Costs
The one-and-a-half day version of this workshop (which we recommend) costs $15,000, plus travel (from Logan Airport, Boston) and accommodation for 2 nights for the workshop facilitator, Les McKeown. This fee is for a maximum of 25 attendees. We can give you a quote for larger numbers.
Other costs you may incur
You will need to have access to a suitable room for the workshop - if you do not have a suitable facility onsite, a local Marriott Courtyard (or similar) can provide you with a quote for a conference room. We will provide you with a specification sheet detailing the room requirements.
We will provide you with a master copy of the workshop materials, from which you will need to make copies for each participant. (We do not levy a 'per-participant' fee for materials, but you will incur copying costs.)
Tell a colleague
Got a colleague who might be interested in this workshop? Need someone else's buy-in to register?
No problem, just click the link below and a pop-up window will allow you to send them a message, and a link to this page will be automatically embedded.
Got Questions?
If you have any pre-registration questions whatsoever - price, location, content, format - whatever - we'ld love to answer them for you: and remember the old adage - there's no such thing as a dumb question!
Just complete this simple form and we'll get back to right away:
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The simplest way to begin is for you to complete and submit the form below - we'll get right back in touch with you to work out the details and secure a date for the workshop.
Prefer the 'Phone?
If you prefer the good 'ol telephone, you can get us on 1 800 446 9706 (outside the US, +1 201 467 4781).
We look forward to working with you!
| Registration Inquiry: Predictable Success® Negotiation |
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 A personal message from Les McKeown:
My Predictable Success® Workshops are the culmination of over 20 years teaching, writing and consulting on the subject of business growth and development.
They also draw on my personal experience of launching and managing over 40 companies, as well as advising many hundreds more.
My commitment to you is to customize this Workshop to ensure it meets your specific needs. In our pre-Workshop discussions, I'll work with you to adjust the agenda, so that it's appropriate to your organizational needs.
Les McKeown President & CEO, Predictable Success®
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