Advanced Negotiation Workshop

Advanced Negotiation Skills is a breakthrough in negotiation skills training. Huthwaite spent several years researching actual contract negotiations to determine what ultimately separates skilled negotiators from average negotiators. The results showed three key areas of difference: activities, strategies and behaviours. Advanced Negotiation Skills provides participants with clear and measurable models in all three of these areas.

A core part of the program is behaviour analysis, or, observing what negotiators do every step of the way. Behaviour Analysts provide clear and accurate feedback to participants on their behaviours during planning and negotiation sessions. This measured feedback allows participants to reflect on their own skills, and make necessary changes. Participants can chart the progress of their own behavioural profile against the profile of highly skilled negotiators at each feedback checkpoint.

The program is designed for groups of 8, 12 or 16, and uses an instructor-to-student ratio of 1:4 (one Instructor or Behaviour Analyst for every four participants).

Program Objectives:

By the end of the course, participants will be able to:

• Learn and use the behaviours of skilled negotiators
• Achieve greater awareness of their own behaviours - and those they are negotiating with - to negotiate better outcomes
• Learn and apply the phases involved in a typical complex negotiation
• Prepare and plan for negotiations in a systematic, flexible and effective way
• Face their next major negotiation with confidence using skills and strategies learned in the program

Business Outcomes:

Advanced Negotiation Skills provides participants with the behaviours, strategies, processes and tools to produce positive, intentional business outcomes, such as:

• True Win-Win outcomes
• Higher satisfaction levels
• Sustainable, implementable agreements
• More predictable results
• Significant cost savings
• Alignment of internal processes with business strategy

Seeking Information:

Highly effective people are aware of their behaviours. Advanced Negotiation Skills teaches participants 11 key behaviours of skilled negotiators. Participants are observed and given feedback throughout the program in order to understand their behaviours, and make the necessary changes to improve their results.

In the example below, participants are shown feedback on their use of ‘Seeking Information.’ Approximately 21% of all behaviours of skilled negotiators is “Seeking Information” whereas average negotiators tend to use the behaviour less than 10%.