THE
ADVANCED
BUSINESS NEGOTIATION
ACADEMY Best Selling Course for 15 consecutive years
In business as in life, you don’t get what you deserve, you get what you negotiate – Dr. Chester L. Karass Reid Hoffman, LinkedIn
WELCOME Outline Agenda Day One 0900-0915 Introduction and Course Objectives 0915-1030 Individually Filmed Negotiation 1045-1130 It’s A People Game – Part 1: Team Based
Practical Exercise
1130-1230 It’s A People Game Part 2: Understanding Your
Communication and Negotiation Preferences
1230-1330 Networking Lunch 1330-1415 Determining the right Negotiation Strategy and Tactics 1415-1530 Setting Objectives for Negotiation and Concession
Strategy Planning
1545-1730 Best Practice Negotiation Preparation Day Two 0830-1015 Team Based Filmed Negotiation Simulation 1030-1100 Using and Countering Negotiation Tactics 1100-1230 Individually Filmed Negotiation Debriefings
‘Superb. Best training on negotiation I have ever had. A real benefit to me and with valuable techniques and methods.’ Darryn Welsh, Vodafone
1230-1330 Networking Lunch 1330-1500 Team Based Negotiation Simulation 1515-1545 The Six Principles of Persuasion 1545-1630 Framing and Questioning Best Practice 1630
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Summary and Close
To Register visit www.bizneg.com/advanced or call +44 (0) 845 474 0036
Dear Colleague, The World’s Most Advanced Business Negotiation Strategies The Advanced Business Negotiation Academy has been specifically designed to empower you with not only the latest and most advanced business negotiation strategies, but also the supporting negotiation tactics, techniques, templates and tools to equip you to blast past right past your objectives. The Advanced Business Negotiation Academy is built on the accumulation on 24 years’ worth of commercial negotiation experience, detailed analysis, research, individual camera based negotiating coaching with 3,500 business professionals, and consulting to multi-billion dollar commercial transactions. I’ve invested literally hundreds of thousands of dollars into my education on the topics of negotiation, influence, persuasive communication, cross cultural communication, psychology, presentation skills, leadership development, marketing and personal development. For you to gain access to the information, strategies, techniques and tactics covered in the Advanced Business Negotiation Academy would mean that you would have to attend several seminars and programs of study, let alone the commitment of time, travel and investment in understanding the impact of human nature on the negotiation process from a cultural or functional perspective you will have to make. Participating in the Advanced Business Negotiation Academy will give you access to all the skills, knowledge and tools that you could possibly need to move you into the top league of global business negotiators. During the seminar, you can expect to be fully immersed in practical negotiation simulations with your peers both one-on-one and in group format, as well as individual filmed negotiations with a JPA Senior Consultant. Your participation will quite literally give you the edge in negotiations with over 80% of those who will be facing you. This seminar just might be the breakthrough that will change everything in your professional life and career. We look forward to negotiating with you! Yours sincerely
Jan Potgieter, Founder and Lead Consultant, The Advanced Business Negotiation Academy
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Advanced Business Negotiation Academy
THE Only those who will risk going too far can possibly find out how far one can go. T.S. Eliot ‘Overall very pleased. The trainer’s commitment, knowledge and style was excellent.’ Claus Marten, Adidas
Offers access to advanced negotiation strategies, tactics, techniques, templates and tools for commercial negotiators looking to take their skills to the next level. This highly interactive program features: Personalised negotiation challenges, assessments and development plans Dynamic, technology-enabled simulations Real-world case studies Advanced negotiation concepts and strategies Networking opportunities with your peers and business negotiation experts Application and refinement of advanced negotiation strategies, tactics and techniques
Previous participants include: Professional buyers Professional sellers Commercial managers Human resources professionals Independent consultants Public sector negotiators Project and Programme Managers Business owners Investors M&A negotiators Lawyers Commercial negotiators Negotiation trainers and consultants
Results Aimed at all types of negotiators in the business world, your participation in the Advanced Business Negotiation Academy will equip you to:
Our 100% no quibble money back guarantee speaks to the confidence and track record of this event!
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Improve your earnings. The only way to increase your value to the market is to increase your own skill levels. Significantly increase your ability to influence those around you by using Dr Cialdini's six principles of persuasion consistently and predictably. Restore integrity, dignity, honour and respect to your business relationships. Make tremendous savings in the time required to reach agreement through thorough preparation using the proven JPA Negotiation Navigator. Make significant savings in expenditure by getting increased value and reduced prices from your suppliers by consistently using the JPA Negotiation Navigator to manage your negotiations with suppliers. Achieve significant increases in both the revenues and average margins of your sales transactions. Creatively maximise your ROI by inventing options for mutual gain. Benchmark your business negotiation skills against our database of buy side, sell side and executive negotiation best practices. Deploy fit-for-purpose negotiation strategies and tactics allowing you to decrease the risks associated with pursuing default approaches to negotiation.
To Register visit www.bizneg.com/advanced or call +44 (0) 845 474 0036
DAY ONE 0900-0915 Introduction and Course Objectives
1230-1330 Networking Lunch
0915-1030 Individually Filmed Negotiation You will participate in a challenging one on one filmed negotiation simulation with a professional business negotiator. The footage filmed during your simulated negotiation will be personally debriefed with you on Day Two. This will be conducted alongside a simultaneous negotiation exercise.
1330-1415 Determining the right Negotiation Strategy and Supporting Tactics The key determinants of negotiation strategy are explored. Delegates are empowered with the means to determine the most appropriate negotiation strategy and supporting tactics to pursue based on the opportunity at hand and focusing on both internal as well as external negotiations. Each delegate will receive a copy of their own Negotiation Style Preference Profile.
1030-1045 Networking Coffee Break 1045-1130 It’s A People Game – Part 1: Team Based Practical Exercise This highly interactive exercise provides the ideal platform for a mix of experienced and inexperienced business negotiators to work together in taking decisions regarding options for game play and negotiation. The game is ideal to demonstrate key negotiation principles including the importance of goal setting, interests, exploration, trust, visibility and flexibility in negotiation. 1130-1230 It’s A People Game Part 2: Understanding Your Communication Preferences Your preferences are the best predictors of your behaviour. This session will address the impact of your preferences on the negotiation process and will identify your default negotiation behaviours. Becoming aware of your preferences during the negotiation process will allow you to no longer rely on default approaches. This practical session is supported by your personal communication profile which will help you to recognise the different interests represented by people and the impact of those individual preferences (rather than their competencies) on their negotiation behaviour with both internal as well as external stakeholders.
1415-1530 Setting Objectives for Negotiation and Concession Strategy Planning Participants engage in a One on One negotiation with a colleague and the results achieved are recorded and analysed with a specific emphasis on the impact of objective setting on the results achieved from negotiations. Concepts of ‘Aspiration Base’, ‘Real Base’, Zone of Possible Agreement and Best Alternatives To A Negotiated Agreement are explored during the debrief with reference to the results achieved by participants in their negotiations. 1530-1545 Networking Coffee Break 1545-1730 Best Practice Negotiation Preparation Preparing properly for any negotiation is absolutely key and even more so when entering into a negotiation as part of a team. Delegates are introduced to the JPA Negotiation Preparation Checklist to be used in preparation for a team-based negotiation simulation. The JPA Negotiation Preparation Checklist is a structured preparation assistance tool and serves as a reference guide to ensure thorough and consistent application of negotiation best and leading practices. You will prepare for your negotiation in your allocated teams ready to undertake your negotiation first thing on the Day Two.
‘I really enjoyed the two days and even for an old sceptic like me I really did take some valuable lessons away with me! Very in depth course, but set at the right level. No assumptions were made and we were free to question and debate.’ Clare McKnight, Vodafone 5
DAY
TWO
0830-1015 Team Based Filmed Negotiation Simulation and Debriefing Delegates will undertake the previously prepared filmed negotiation simulation which will be debriefed in detail in the context of best practices using the JPA Negotiation Preparation Check List as a guide.
1500-1515 Networking Coffee Break 1515-1545 The Six Principles of Persuasion Participants are introduced to Dr Cialdini’s Six principles of persuasive communication: Liking, Authority, Commitment and Consistency, Reciprocity, Scarcity and Social Proof.
1015-1030 Networking Coffee Break 1030-1100 Using and Countering Negotiation Tactics We take a deeper look at how to use and counter the 30 most commonly used commercial negotiation tactics. Supported by practical examples. 1100-1230 Individually Filmed Negotiation Debriefs Each delegate will receive an individual and confidential debriefing of their filmed negotiation simulation. Delegates receive individual feedback regarding their strengths and weaknesses in the context of achieving their objectives, Framing, Questioning, Negotiation Strategy and Concession Handling. Simultaneously delegates who are not being debriefed use the time to prepare for and participate in a second team based negotiation simulation.
1545-1630 Framing and Questioning Participants are introduced to the JPA Objection Handling Framework and participate in a practical exercise targeting their real world negotiation objectives. Participants now implement framing, questioning and objection handling techniques in their specific negotiation scenarios supported by the Six Principles of Persuasion. 1630
Summary and Close
‘Simulations and exercises were really good. Games led impact. Role play and video feedback excellent.’ David Farnworth, Pfizer UK
1230-1330 Networking Lunch 1330-1500 Team Based Negotiation Simulation You will prepare and undertake a second team based negotiation simulation which will then be debriefed in detail in the context of best practices and the most commonly used commercial negotiation tactics and using the JPA Negotiation Preparation Check List as a guide. Your specific focus during the second team based negotiation simulation is to apply newly learned advanced negotiation strategies, tactics and techniques by design to pro-actively influence negotiation outcomes.
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‘Fantastic! The course has not only given me the tools necessary to negotiate, but the tactics to use immediately to generate results! You provided me with a plan and a structure to be confident.’ Shane Ferguson, Victrex USA
To Register visit www.bizneg.com/advanced or call +44 (0) 845 474 0036
BENEFITS OF
ATTENDANCE If I listen, I have the advantage, if I speak others have it Confucius
Attending this best selling seminar will equip you with: A commanding grasp of the best and leading practices that underpin business negotiations on a global scale. A comprehensive understanding of all the latest negotiation strategies, tactics, techniques and supporting tools to allow you to operate at an advanced level of competence putting you ahead of your competitors and counterparts alike. A dashboard view of everything The Advanced Business Negotiator needs to succeed. Insights into your own negotiation strengths and weaknesses and the opportunity to discuss these with the JPA team. The Advanced Business Negotiator can expect to walk away with more confidence, a comprehensive toolkit that will support all negotiations, the ability to connect with all types of personalities, and even a return to the fun factor of negotiating!
‘The fact that we (as a group) were all actively discussing the content and techniques, even after our prompt dispersal on Tuesday evening, is testament to the fact that the training was viewed as being substantially beneficial to us…the delivery was absolutely perfect.’ Bob Rhodes, Network Rail
Our 100% no quibble money back guarantee speaks to the confidence and track record of this event!
To Register visit www.bizneg.com/advanced or call +44 (0) 845 474 0036
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We aim to be the highest quality business negotiation training provider in the world MEET KEY MEMBERS OF THE JPA TEAM Our handpicked team consists of globally experienced negotiators. These are not trainers. These are passionate, highly experienced business negotiators who negotiate and coach. We are strong advocates for restoring honour and integrity to the marketplace, and we have a global track record of success spanning almost all major industries across nearly 60 countries. Jan Potgieter Founder and Managing Director of JPA. Jan has personally trained more than 9,000 people face to face in 58 countries and he has negotiated one on one with more than 3,500 people on camera. Jan’s book, The Heart of Business Negotiation, is scheduled for release in late 2016. Linda Potgieter Co-Founder and Business Development Director. Linda has extensive experience delivering customised training to our clients in more than 18 countries. Linda gained some of her most valuable interpersonal skills while serving on Nelson Mandela’s project team early on in her career. Simon Jackson Senior Consultant. Simon is a highly regarded business performance coach and mentor with over 20 years global business experience in corporate sales. He is also a member The Association of Coaching and a Founding Fellow of The Chartered Institute of Marketing’s Sales Leadership Alliance. Martyn Sumners Operations Director. Martyn’s primary background is within the Travel Industry and he is an experienced executive negotiator on both the buy and sell side. He has coached in 12 countries providing unique insights to our clients.
HOW TO REGISTER Visit www.bizneg.com/advanced Call +44 (0) 845 474 0036 between 0900 and 1800 GMT – Monday to Friday If you have any questions please feel free to email us at martyn@bizneg.com
Registration Fees / What’s Included £1,450 €1,750 $1,895 R 19,500 Prices exclusive of local taxes For latest prices and special offers check www.bizneg.com/advanced
Two days of intensive personalised coaching Lunch on both days Two personalised negotiation profiles: Preference and Behavioural The Advanced Business Negotiator Toolkit
Jan Potgieter and Associates Limited. Suite 3, Wey House, 15 Church Street, Weybridge, KT13 8NA, Surrey, UK Tel: +44(0)845 474 0036; www.bizneg.com Reg. No. 08091662; VAT Reg. No. 137 4630 15