THE
BUSINESS NEGOTIATION MASTERCLASS Creating Master Business Negotiators
“The fastest way to change yourself is to hang out with people who are already where you want to be” – Reid Hoffman, LinkedIn
WELCOME
Reid Hoffman, LinkedIn
Outline Agenda Wednesday 16th November 2016 0900-1230 Individually Filmed Negotiation Simulation Characteristics of Master Business Negotiators
1330-1730 Moving from Negotiating by Default to Negotiating by Design
1830
Group Activity Followed by Dinner
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.
0700–0830 Breakfast 0900-1230 Creating an Elite Level Negotiation Organisation Handling High Pressure Negotiations
A key objective of The Masterclass is to ensure we actively restore honour and integrity to the marketplace. The erosion of trust has had an adverse impact on the art and science of negotiations, and it is our responsibility as global business professionals to lead with integrity. Another key outcome is to ensure that you are deploying the six characteristics that define ‘The Master Business Negotiator’, without which you are absolutely leaving value on the table.
1230-1330 Lunch 1330-1730 Individual Filmed Negotiation Debriefings Globalisation
and Negotiation
1930
Networking Dinner
So join us as we bring global business expertise across a broad range of cultures, industries and functional disciplines into the room, specifically to equip you as a Master Business Negotiator. I look forward to negotiating with you!
Friday 18th November 2016 0700–0830 Breakfast 0900-1230 The Art and Science of Persuasive Communications
Creativity in Deal Making – Breaking Deadlocks
1230-1330 Lunch 1330-1630 Individually Filmed Negotiation Simulations and
2
Debriefings Negotiation Analysis and Strategy
Determination
1630
End of Masterclass
I have had the privilege of leading the design and delivery or organisational negotiation capability solutions for global business leaders across 58 countries to date. Part of the value of personally delivering this particular event is that I learn something new every time.
This event is by invitation only, to ensure that delegates work alongside confident, experienced negotiators whose existing expertise will enhance their learning experience.
Thursday 17th November 2016
I am particularly passionate about The Business Negotiation Masterclass. This is where businessmen and women come together to be equipped with leading practice, world class negotiation strategies, tactics and tools.
The Masterclass draws specifically 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. A key objective of this event is to provide you with highly personalised, one-on-one coaching feedback that will provide the launching pad for you to move to the next level.
1230-1330 Lunch
Elite Level Individual and Corporate Negotiation Performance
So it is my pleasure to invite you to attend this Masterclass, designed specifically to separate you from the 98% of experienced, successful negotiators, and lead you into the 2% Master Business Negotiator bracket which is 100% results driven.
0700–0830 Breakfast
Dear
‘When I met Jan, I found him to be very knowledgeable and skilful and easy to work with. We have very specific requirements for working with external parties and someone who can adjust to our needs. Jan showed he had this capability to the fullest .’ Claus-Peter Mayer, Adidas
To Register visit www.bizneg.com/masterclass or call +44 (0) 845 474 0036
Yours sincerely
Jan Potgieter Founder & Lead Consultant The Business Negotiation Masterclass 3
WHY SHOULD
YOU ATTEND?
“The day after the course finished two of our employees told me that they had just saved thousands of pounds on deal that they hadn’t been confident enough or realised that there was room to negotiate before” Laura Baker, Saudi Aramco
The Business Negotiation Master Class offers an elite-level engagement for experienced negotiators. 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 techniques
The decision support tools to help you manage complex, multi-party, and high-value transactions Benchmarked, highly detailed, and intensive personal feedback on your negotiation style, approach, and behaviour The tools you need to coach and instil an industry-leading business negotiation capability within your team, division, and/or organisation
Previous participants include: CXO level negotiators from both the private and public sectors Procurement Directors Sales Directors Commercial Managers Executive Project & Programme Managers
Business owners Investors M&A negotiators Lawyers Experienced commercial negotiators Negotiation Trainers
Results Aimed at experienced and professional negotiators, the Business Negotiation Masterclass is an invitation only event targeting the top 2% of the business negotiation community. Participating will equip you with the: Our 100% no quibble money back guarantee speaks to the confidence and track record of this event!
The opportunity to become JPA certified as a Business Negotiation Coach Skills to both facilitate the negotiation preparation of complex teams, and effectively lead teams involved in complex, high-value commercial transactions
4
Knowledge, tools and templates to integrate business negotiation best practices into your organization’s existing purchasing, sales and other functional strategies and processes Ability to confidently overcome the most challenging global negotiation situations and personalities
To Register visit www.bizneg.com/masterclass or call +44 (0) 845 474 0036
WEDNESDAY
NOVEMBER 16TH 2016 0900-1030 Individually Filmed Negotiation Simulation with a Professional Negotiator 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 during the seminar and will deliver unparalleled, detailed insights into your negotiation capability benchmarked against the six characteristics of elite level negotiators. 1030-1045 Networking Coffee Break 1045-1230 The ‘Six’ Characteristics of Elite Level Negotiators, Led by Jan Potgieter You will gain exclusive insight into the results of more than 16 years’ worth of research coupled with real world experience, creating a benchmark for elite level negotiation performance. Led by Jan Potgieter, this session will equip you with the cutting edge knowledge that you will need to direct your personal and organisational skills development towards establishing a truly exceptional negotiation capability. You will explore each of the characteristics – People Skills, Heightened Ambition, Teachability, Consistency, Courage and Fun in detail and be presented with a personal development plan which will outline your journey to the summit of negotiation capability.
1230-1330 Networking Lunch 1330-1500 ‘Moving from Negotiating by default to by design – Part 1 led by Linda Potgieter. Your preferences are the best predictors of your behaviours. This session will address the impact of your preferences on the negotiation process and will identify your default negotiation behaviours in a three dimensional perspective. Becoming aware of your preferences and competencies during each step of the negotiation process will allow you to no longer rely on default approaches. It will equip you to approach every negotiation with the strategies, tactics and techniques required to be successful given the specific circumstances surrounding that negotiation. This practical, exercise based session is supported by three personal profiles providing an unmatched depth of understanding of your individual negotiation capability. 1500-1545 Networking Coffee Break 1545-1730 Moving from Negotiating by default to by design – Part 2 led by Jan Potgieter You will have the opportunity to try out new negotiation strategies, tactics and techniques in a group based roleplay exercise. You will then see a video allowing you to compare your approaches to the approaches used by other experienced negotiators. 1830
Team Based Networking (Fun) Exercise followed by Dinner
“Feedback after both video shoots was invaluable! Loved the course, I can apply learning to many areas, not just negotiation.“ D. Davies Vodafone
To Register visit www.bizneg.com/masterclass or call +44 (0) 845 474 0036
5
THURSDAY
NOVEMBER 17TH 2016 0900-1030 Creating an Elite Level Negotiating Organisation - Led by Jan Potgieter Creating an organisational capability in negotiation means that your organisation becomes less dependent on the skills of individuals as it adopts negotiation best and leading practices into standard operating procedures. Establishing an organisational negotiation capability that will provide competitive differentiation is a three step process. First, you have to Discover what the status quo is by performing an audit of the organisation’s current buying, selling or other engagement processes to see how negotiation best practices are either incorporated or omitted from each step of the relevant processes. Next, you have to Set Goals. Last but not least, you have to equip resources with both the skills and the supporting tools they need to implement a sustained elite level negotiation capability.
1500-1545 Networking Coffee Break 1545-1730 Globalisation & Negotiation – Led by Jan Potgieter Mono cultural, linear approaches to negotiation do not stand up to the new globalised market place. How can you make sure that you’re ready to deal with not only the present status quo but the increased complexities presented by rapidly emerging markets like China, India and Africa? In this session we explore the body of knowledge that supports best practice in cross cultural negotiation exchanges. You will be equipped with a toolkit that will allow you to confidently handle yourself in negotiations within any cultural context. This session is supported by a practical negotiation exercise. 1930
Networking Dinner
1030-1045 Networking Coffee Break 1045-1230 Handling High Pressure Negotiations – Presented by a Special Guest Speaker Our surprise guest is a specialist in dealing with high pressure, high stakes negotiations and will reveal the approaches that can be used when thinking on your feet and responding in a considered way to high pressure situations is paramount. 1230-1330 Networking Lunch 1330-1500 Individually Filmed Negotiation Simulation Debriefings – Led by Jan Potgieter and supported by the JPA Faculty The footage from your individually filmed negotiation simulation with a professional negotiator on day one is debriefed with you individually. You will receive benchmarked feedback giving you perspective on your negotiation strengths and weaknesses compared to the six characteristics of elite level negotiators. 6
“Jan is probably the best trainer I’ve been taught by at TFL” Christian Peake, Transport for London
FRIDAY
NOVEMBER 18TH 2016 0900-1030 The Art and Science of Persuasive Communication – Led by Jan Potgieter Obtaining great negotiation results depends in no small part on your ability to persuade your internal stakeholders to sign off on your negotiation mandate in addition to persuading your counterparts to move in your direction towards striking an agreement. In this session we will examine the latest research in the area of persuasive communication and equip you with the techniques, tools and templates you need to present your arguments in the most compelling manner possible. This session is supported by a practical persuasive communication exercise.
1545-1630 Negotiation Analysis and Strategy Determination – Led by Jan Potgieter The move from default to design is rooted in being able to recognise the negotiation strategies, tactics and techniques that are being used in negotiations. Being able to correctly identify the behaviours, strategies, tactics and techniques deployed by our counterparts enable you to move from reacting to responding appropriately and harnessing the power of reciprocity to advance the achievement of your goals. During this session, we will view video footage of negotiations and participants will be called upon in a scoreable exercise to analyse the negotiations supported by the JPA Negotiation Assessment Check List.
1030-1045 Networking Coffee Break
1630
1045-1230 Creativity in Negotiation and Breaking Deadlocks. To be successful at the negotiation table you need to be able to think on your feet. Creativity under pressure is not something that comes naturally to all. During this session you will be equipped with the knowledge and strategies that you can deploy to invent options for mutual gain when it seems as if all options have been exhausted. Supported by practical creativity in negotiation exercise.
End of Seminar
”Excellent, one of the best I’ve attended and I’m a qualified trainer” Darren Chamberlain, Airwave Solutions
1230-1330 Networking Lunch 1330-1500 Individually Filmed Negotiation Simulations – Round 2 You will be given the opportunity to deploy your new skills and tools in a second filmed negotiation simulation with a professional negotiator. Your results will be debriefed with you immediately after your negotiation and you will receive final benchmarked feedback on your strengths and weaknesses
well spent. One of the better courses I have attended.’ - Simon
“The best course in my career at Pfizer.” - Joachim Alexandersson, Pfizer Sweden
To Register visit www.bizneg.com/masterclass or call +44 (0) 845 474 0036
‘Interesting, informative and engaging. Really good, time
1500-1545 Networking Coffee Break
Wright, Adidas
To Register visit www.bizneg.com/masterclass or call +44 (0) 845 474 0036
7
MEET 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 Chief Executive As founder and driver of JPA’s unique methodology, Jan is a leading proponent of a best practice approach to negotiations, and has proven instrumental in integrating an approach to negotiation that seeks to create a corporate negotiation capability that provides demonstrable competitive differentiation within international organisations such as Vodafone, Nokia, Pfizer, IBM, Adidas, RBS, Network Rail, TFL, The NHS, Schlumberger, Victrex, Motorola, Altana AG, The Hilton Group and others.
Linda’s key strength is her passion to see people constantly learning and developing to unleash their talent and achieve major successes. She has an inherent understanding of the impact of human nature on business performance, and is driven by helping people to find satisfaction as well as success in their work. Responsible for the development of new business on a global scale, Linda has the rare ability to
Jan has conducted assignments globally (over 50 countries) and has lived in Europe, America and Africa. He has a particular interest in complex M&A and crosscultural negotiations involving the deployment of teams for optimal value creation and effectiveness. Jan brings a considerable specialisation in applying strategic negotiation best practice to the executive domain.
connect with individuals across cultures & functional
Jan gained an MBA specialising in Negotiation Skills and has been formally recognized for his innovative approach to delivering real business benefit. Jan is the proud past winner of the World of Learning Award for ‘Best Instructor Led Training in the United Kingdom’ (Advanced Negotiation Training).
Amongst Linda’s achievements rank the privilege of serving on former President Nelson Mandela’s PR team in 1998 and being a former winner of a national sales award from the Institute of Sales & Marketing Management (UK) (ISMM) for ‘Best New Sales Professional in Britain’ and as a sales professional, Linda understands the professional buying environment intimately, bringing current, relevant business experience to the boardroom and the training room.
Jan is a Business Negotiation Thought Leader, Author, Trainer, Speaker & Consultant When he is not pioneering new ways to negotiate better deals, Jan enjoys being at home with his wife and children, and can be found enjoying a cold beer and a good game of rugby. 8
Linda Potgieter Co-Founder and Director
disciplines within organisations. She is highly regarded internationally as an expert on the interpersonal dimensions of negotiation, and invests heavily in her own personal development to maintain her hunger for growth and teachability.
On a personal note, Linda has a passion for fashion, sky diving, bungee jumping, and travel.
To Register visit www.bizneg.com/masterclass or call +44 (0) 845 474 0036
We aim to be the highest quality business negotiation training provider in the world Simon Jackson Senior Consultant Simon is a highly regarded business performance coach and mentor. He has over 19-years’ experience and a proven track record of achievement in sales leadership and sales development.
He began in engineering before moving into sales management with BT. Simon then moved to management consultancy firm Accenture where, as a senior consultant, he worked with leading global brands on transformation initiatives focusing predominately on leadership development and strategic change programmes. Simon then moved to Vodafone and was responsible for leading the creation and full integration of a worldclass programme of development and training, focusing on the capability, skill and knowledge requirements. It was endorsed by the Institute of Sales & Marketing Management and rolled out to over 650 sales people, including sales management and leadership development. More recently Simon has worked with a number of small and medium businesses supporting them in the expansion of their business development plans and sales engagement strategies. Simon is a member of The British Psychological Society and the NeuroLeadership Institute. As a member of the Association for Coaching, Simon adheres at all times to the essential elements of ethical, competent and effective practice as set out in the Code of Ethics and Good Practice. He is also a Founding Fellow of The Chartered Institute of Marketing’s Sales Leadership Alliance.
Martyn Sumners Operations Director Martyn has supported the delivery of training engagements in a number of industries and geographies and his coaching style is described by clients as insightful, professional, warm and highly effective in assisting participants in training workshops to move their negotiation results to the next level. As an experienced executive negotiator, Martyn has assumed responsibility for delivering profits in a number of entrepreneurial ventures and his background in negotiations on both the buy and sell side enables him to provide unique insights enabling clients to optimize the results from trade related negotiations. His primary background is within the Travel and Tourism sector where he has held roles as a Director of Sales, Marketing, Product and Commercial in Tour Operating and as a CEO of a Trade Association for seven years. Martyn then embarked on his management consultancy career where he offers advice on marketing, product development and event management before joining JPA as Operations Director. Martyn negotiates regularly with his wife and two daughters who careers in Sales, Buying and Customer Service keep him on his toes. Not only is he a business coach, but he also turns his hand to coaching academy age group rugby and likes to travel to explore different cultures.
Simon is married, with three children and when not ferrying them around is a keen road cyclist, claiming that he likes the hills and tries to do as many organised 100 mile rides as possible. He also like to widen his business knowledge reading related books and autobiographies as well as enjoying cooking.
To Register visit www.bizneg.com/masterclass or call +44 (0) 845 474 0036
9
“Tell me and I’ll forget, show may and I may remember, involve me and I’ll understand” Confucius
BENEFITS OF ATTENDANCE
REGISTER
Visit www.bizneg.com/masterclass 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 and what’s included £3,495 €4,395 $4,895
Attending this pioneering and proven seminar will equip you with: A commanding grasp of the best practices that underpin business negotiations on a global scale so that you will be the go-to resource within your organisation for negotiation leadership A comprehensive understanding of all the latest negotiation strategies, tactics, techniques and supporting tools to allow you to operate at an elite level of competence putting you ahead of your competitors and counterparts alike A dashboard view of everything The Master Business Negotiator needs to succeed
All prices are exclusive of local taxes
Three days of intensive personalised coaching with one of the world’s leading business negotiators Two nights accommodation on a bed & breakfast basis Lunch on all days Dinner on Wednesday and Thursday evening Three personalised negotiation profiles: Preference, Competency and Behavioural The Master Business Negotiator Executive Toolkit
Purposeful and beneficial relationships forged with other Master Business Negotiators Cutting insights into your own negotiation strengths and weaknesses and the opportunity to discuss these with Jan Potgieter and the supporting faculty so that you can solidify your influence and leadership skills Participation in ‘The Master Business Negotiator’ discussion forums and webinars, ensuring that you maintain that newly developed Master Level skill The Master Business Negotiator can expect to walk away with the confidence of a global leader, the 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! Our 100% no quibble money back guarantee speaks to the confidence and track record of this event!
“Expected blah blah blah, but not that at all. Experiential learning approach is excellent, simple, executable tools given that can be used. Passionate, good communicators and excellent quality of subject matter.” Tim Herr, Victrex USA 10
HOW TO
To Register visit www.bizneg.com/masterclass or call +44 (0) 845 474 0036
By Invitation only Due to highly personalized feedback and peer level engagement, the Master Class is limited to 16 participants. Participants will have a minimum of ten years of negotiation experience and have undertaken previous negotiation skills training. The Master Class has been specifically designed to cater to the needs of high performing negotiators who:
Are in senior leadership roles or
have been identified for senior leadership roles and,
Wish to establish and maintain an elite level of negotiation performance.
If you have questions about your eligibility, please contact martyn@bizneg.com
Venue The Business Negotiation Masterclass will take place at the Millennium Hotel, London Mayfair Overlooking Grosvenor Square and situated in the heart of fashionable Mayfair, the Millennium Hotel London Mayfair combines traditional charm and luxury. Although you will be deeply immersed in the Masterclass, if you get a spare moment you may wish to visit the designer boutiques of Bond Street and try to negotiate yourself a good deal! Guest rooms are spacious and the hotel boasts a selection of excellent amenities including a gym for that early morning workout. 11
THE
BUSINESS NEGOTIATION MASTERCLASS Creating Master Business Negotiators
Jan Potgieter & 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