This two-day workshop is for those new to negotiations or for those who wish to refresh and/or enhance their existing negotiation skills. The workshop will be highly interactive and will operate through a mix of lectures, exercises and case study scenarios.
The intention of this workshop is to familiarise you with the essential components of effective negotiation skills. By the end of the workshop you will be able to:
This course will be suitable for anyone involved in negotiation, who wishes to enhance or refresh their current negotiation skills. The skills covered during the workshop will be relevant to those who do external negotiations with clients and suppliers as well as those who negotiate with internal colleagues and other departments.
Objectives of the course
Discussion of the two major pre-requisites for a successful negotiation
What is your current negotiation style?
Win/win does not mean give in
Understand the phases of a negotiation
A brief outline of the negotiation model of principled negotiation
Case study – role play of a negotiation scenario
Feedback of results and outcomes of each negotiation
Closing remarks including major learning points from the day
Geoff Marsh is Managing Director of Dansam Ltd, a training company, that started in September 1999. As a trainer and presenter, with a particular expertise in the financial services sector, he has been involved with conferences, seminars and road shows for organisations such as BNP Paribas, HSBC, Barclays Wealth, Lloyds Bank IPB, Macquairie, Unigestion, Taib Securities, Coutts, Asquith, Cheviot Asset Management, Ernst & Young, Nationwide, Fleming Family and Partners and Rothschilds. He has also worked with Robert Bosch Ltd, Wessex Water, Sun Microsystems, Scottish & Newcastle Breweries, London Underground, Forte Hotels, The Engineering and Physical Sciences Research Councils (EPSRC), The Zoological Society Of London, Interserve Project Services Ltd and outside of the UK with United Airlines, Qatar Airways, Rohm & Haas, Serono Pharmaceuticals, Union Bancaire Privee and Unichem and the Bank of Georgia He has been a visiting lecturer on the Swiss Banking School’s (Now Swiss Finance Institute) executive IWEMBA (International Wealth Management Executive MBA) programme. He has also worked with the Financial Times on their Wealth Management Academy Series.
He is the author and co-author of several books including, A Sixty Minute Guide to Powerful Presentations, A Sixty Minute Guide to Developing Key Accounts, A Sixty Minute Guide To Franchising, A Sixty Minute Guide to Direct Mail, all for the Sixty Minute Business Book Company.