Presented by
Management Forum

Powerful Negotiation Skills

This two-day workshop is for those new to negotiations or for those who wish to refresh and/or enhance their existing negotiation skills.

Find out more

  • Format: Bespoke training
  • CPD: 12 hours for your records (depending on your requirements)
  • Certificate of completion

Course overview

This two-day workshop is for those who wish to refresh and/or enhance their existing negotiation skills and anyone new to negotiation. The workshop will be highly interactive and will include a mix of presentations, exercises and case study scenarios. The programme will cover how to reach win/win solutions where all parties feel the outcome is fair and help you understand not only the process of negotiation but also how to prepare and how and when to use different negotiating styles, strategies and tactics. By the end of the course you will have gained the confidence to be a successful negotiator.

Benefits of attending:

  • Identify your own existing negotiation style and discover some alternative strategies
  • Understand the prerequisites for a successful negotiation n Learn how to plan for an effective negotiation
  • Discuss the phases of the negotiation process
  • Gain an overview of the model of principled negotiation
  • Discover how to use your interpersonal and communication skills to enhance your success in negotiations

Who should attend?

This course will be suitable for anyone involved in negotiation who wishes to improve their current skills. The skills covered during the workshop will be relevant to those who negotiate externally with clients and suppliers as well as those who negotiate with internal colleagues and other departments.

Programme

Objectives of the course

Discussion of the two major prerequisites for a successful negotiation

  • Shared needs – both sides need something from the other
  • The right to say ‘no’

What is your current negotiation style?

  • Understand your habits, beliefs and strategies that govern your existing attitudes to negotiation
  • Discuss which strategies can help or hinder in our work negotiations and alternative strategies to help achieve negotiation

Win/win does not mean give in

  • What are the preconceptions about win/win?
  • How do we pursue a true win/win strategy?
  • How to meet and protect our own needs as well as respect the needs of the other party
  • Explore win/win through a demonstration of the psychology with which people approach a negotiation

Negotiation planning

  • Strengths and weaknesses matrix
  • Concession patterns
  • Exploration of options
  • Objectives
  • The importance of the long-term perspective

Understand the phases of a negotiation

A brief outline of the model of principled negotiation

  • Uncovering interests
  • Creating options
  • The human factor
  • Objective standards
  • Alternatives
  • Closure

Case study – role play of a negotiation scenario

Feedback of results and outcomes of each negotiation

Closing remarks including individual learning points from the course

Geoff Marsh

Geoff is the Managing Director of Dansam Ltd, a training company that began in September 1999. 

Geoff Marsh started his career as a presenter in 1986 as on the Lloyds Bank's 'Customer First' Programme. This was one of the largest series of roadshow workshops in the world at that time. The programme was seen by approximately 70,000 staff.

Geoff has presented courses with Management Forum for nearly 20 years.

In addition he has delivered training and coaching programmes for Robert Bosch Ltd, London Underground, Scottish and Newcastle Breweries, Rohm and Haas, Serono Pharmaceuticals, Domino Printing UK Ltd, Kall Kwik Printing, The Engineering and Physical Sciences Research Councils, Linton Lubricants, Halliburton, Interserve Project Services, The Midlands Co-op Funeral Division and many others.

Geoff has particular expertise in the financial services sector and his clients include organisations such as Coutts, Acin, Barclays Wealth, Lombard Odier, Lloyds Bank IPB,  JP Morgan, Citibank, Bank Of Vietnam, Bank Of Singapore, Siam Commerce Bank, Bank of Georgia, Caledonia Investments,  Unigestion,  Taib Securities, , Asquith, Cheviot Asset Management, Ernst & Young, Nationwide, Fleming Family and Partners and Rothschilds.   His work for these organisations has ranged from management and leadership skills, teambuilding, communication, presentation skills, front line sales and negotiation training as well as dealing with demanding clients, cold calling and asking for referrals. 

As a trainer and presenter, Geoff has been involved with conferences, seminars and roadshows for organisations such as Kall Kwik, The Color Company, Alphagraphics,  Regus, Great Western Railways, Wessex Water., Vision Box, Viapath and The Zoological Society Of London,

Geoff is an international trainer and presenter and has worked outside the UK for organisations such as United Airlines, American airlines, Qatar Airways, BNP Paribas, HSBC, OCBC, Maybank and Unichem

He has been a visiting lecturer on the Swiss Finance Institute executive IWEMBA (International Wealth Management Executive MBA) programme. He has been a guest lecturer with the IE Business school in Madrid and has worked with the Singapore Wealth Management Institute (WMI) and the Singapore Management University for more than 14 years on their Masters in Finance programme (in conjunction with the Singapore Management University and the Nanyang University of Technology

In addition Geoff is also much sought after as a presenter and after-dinner speaker. He has had his own weekly radio shows on Swindon FM and Swindon 105.5. 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. 

More details

We don't have any currently scheduled dates for this course but we can customise it to your requirements and deliver it on an in-house basis for any number of your staff or colleagues.

See below or contact us to discuss yor requirements.

Reviews of IPI's Powerful Negotiation Skills training course


The speaker was terrific, and the content was relevant and useful.

Nov 27 2017

Victor Khvesenya
Chief Legal Officer, Sollers PJSC

Nov 27 2017

Geoff is very nice and interesting to listen to

Sophie Ledant
Clinical Project Leader, Estetra SPRL

Switzerland

  • Alexion Pharma EMEA GmbH
  • BASF Schweiz AG
  • CSL Behring

Belgium

  • Estetra SPRL
  • Mithra Pharmaceuticals

Germany

  • 3-S-Pharmacological Consultation & Research GmbH
  • European Patent Office

UK

  • AeroThermal
  • GlaxoSmithKline

Malta

  • Polarized Ltd

Russia

  • Sollers PJSC

Multiple colleagues?
Talk to one of our training experts to discuss how to:

Run this course conveniently and cost-effectively in-house for your staff and colleagues

Aleksandra BEER
Training expert

+44 (0)20 7749 4749

inhouse@ipi.academy