Note: Consultants accredited in the Effective Negotiation Services program will conduct this course. Course Overview This practical hands-on course will enhance your general effectiveness in negotiation and influencing. It will help develop strategic thinking and negotiation and influencing process management skills in difficult scenarios. Day One will cover the fundamentals of the Effective Negotiation Services model, for those who have not been exposed to the approach, or as a refresher to those who have previously attended an ENS course. Days Two and Three will apply the tools in more detail. Designed For People engaged in managerial, business or professional negotiations who wish to extend their capability in this area. This course is suitable for people who have previously completed an introductory negotiation skills course, or have had some past experience in conducting negotiations. Content In-depth needs analysis – the advanced negotiator’s key skill Style consciousness outside of your comfort zone Controlling the mood including charged ‘atmospherics’ Formulating positive strategies in complex contexts Managing the power balance – utilising tough or soft tactics How the advanced negotiator prepares – content and process Advanced verbal and nonverbal language skills to create cooperation Advanced concession making – conditional offer exchanges Creatively breaking deadlocks before they occur Strategies for challenges participants expect to face Mentoring and rehearsal sessions with critique Learning Outcomes Appreciate more fully and control more deliberately the underlying negotiation and influencing process Identify aspirational outcomes and be able to prepare more effectively to achieve them Formulate negotiation strategies in more complex scenarios and manage the whole negotiating sequence purposefully Identify personal strengths and weaknesses and establish a future development program Course Presenter David CromwellDavid has worked as a consultant, coach and trainer for twenty years, specialising in influencing and negotiation skills, organisational change, professional sales, executive coaching and leadership development. He is in demand locally and globally, with current clients including manufacturers, service-based industries, State and Federal governments and educational institutions.
Course Overview This practical hands-on course will enhance your general effectiveness in negotiation and influencing. It will help develop strategic thinking and negotiation and influencing process management skills in difficult scenarios. Day One will cover the fundamentals of the Effective Negotiation Services model, for those who have not been exposed to the approach, or as a refresher to those who have previously attended an ENS course. Days Two and Three will apply the tools in more detail. Designed For People engaged in managerial, business or professional negotiations who wish to extend their capability in this area. This course is suitable for people who have previously completed an introductory negotiation skills course, or have had some past experience in conducting negotiations. Content In-depth needs analysis – the advanced negotiator’s key skill Style consciousness outside of your comfort zone Controlling the mood including charged ‘atmospherics’ Formulating positive strategies in complex contexts Managing the power balance – utilising tough or soft tactics How the advanced negotiator prepares – content and process Advanced verbal and nonverbal language skills to create cooperation Advanced concession making – conditional offer exchanges Creatively breaking deadlocks before they occur Strategies for challenges participants expect to face Mentoring and rehearsal sessions with critique Learning Outcomes Appreciate more fully and control more deliberately the underlying negotiation and influencing process Identify aspirational outcomes and be able to prepare more effectively to achieve them Formulate negotiation strategies in more complex scenarios and manage the whole negotiating sequence purposefully Identify personal strengths and weaknesses and establish a future development program Course Presenter David CromwellDavid has worked as a consultant, coach and trainer for twenty years, specialising in influencing and negotiation skills, organisational change, professional sales, executive coaching and leadership development. He is in demand locally and globally, with current clients including manufacturers, service-based industries, State and Federal governments and educational institutions.
Designed For People engaged in managerial, business or professional negotiations who wish to extend their capability in this area. This course is suitable for people who have previously completed an introductory negotiation skills course, or have had some past experience in conducting negotiations. Content In-depth needs analysis – the advanced negotiator’s key skill Style consciousness outside of your comfort zone Controlling the mood including charged ‘atmospherics’ Formulating positive strategies in complex contexts Managing the power balance – utilising tough or soft tactics How the advanced negotiator prepares – content and process Advanced verbal and nonverbal language skills to create cooperation Advanced concession making – conditional offer exchanges Creatively breaking deadlocks before they occur Strategies for challenges participants expect to face Mentoring and rehearsal sessions with critique Learning Outcomes Appreciate more fully and control more deliberately the underlying negotiation and influencing process Identify aspirational outcomes and be able to prepare more effectively to achieve them Formulate negotiation strategies in more complex scenarios and manage the whole negotiating sequence purposefully Identify personal strengths and weaknesses and establish a future development program Course Presenter David CromwellDavid has worked as a consultant, coach and trainer for twenty years, specialising in influencing and negotiation skills, organisational change, professional sales, executive coaching and leadership development. He is in demand locally and globally, with current clients including manufacturers, service-based industries, State and Federal governments and educational institutions.
Content In-depth needs analysis – the advanced negotiator’s key skill Style consciousness outside of your comfort zone Controlling the mood including charged ‘atmospherics’ Formulating positive strategies in complex contexts Managing the power balance – utilising tough or soft tactics How the advanced negotiator prepares – content and process Advanced verbal and nonverbal language skills to create cooperation Advanced concession making – conditional offer exchanges Creatively breaking deadlocks before they occur Strategies for challenges participants expect to face Mentoring and rehearsal sessions with critique Learning Outcomes Appreciate more fully and control more deliberately the underlying negotiation and influencing process Identify aspirational outcomes and be able to prepare more effectively to achieve them Formulate negotiation strategies in more complex scenarios and manage the whole negotiating sequence purposefully Identify personal strengths and weaknesses and establish a future development program Course Presenter David CromwellDavid has worked as a consultant, coach and trainer for twenty years, specialising in influencing and negotiation skills, organisational change, professional sales, executive coaching and leadership development. He is in demand locally and globally, with current clients including manufacturers, service-based industries, State and Federal governments and educational institutions.
Learning Outcomes Appreciate more fully and control more deliberately the underlying negotiation and influencing process Identify aspirational outcomes and be able to prepare more effectively to achieve them Formulate negotiation strategies in more complex scenarios and manage the whole negotiating sequence purposefully Identify personal strengths and weaknesses and establish a future development program Course Presenter David CromwellDavid has worked as a consultant, coach and trainer for twenty years, specialising in influencing and negotiation skills, organisational change, professional sales, executive coaching and leadership development. He is in demand locally and globally, with current clients including manufacturers, service-based industries, State and Federal governments and educational institutions.
Course Presenter David CromwellDavid has worked as a consultant, coach and trainer for twenty years, specialising in influencing and negotiation skills, organisational change, professional sales, executive coaching and leadership development. He is in demand locally and globally, with current clients including manufacturers, service-based industries, State and Federal governments and educational institutions.
