Overview

Developing High-Impact Negotiators that Achieve Winning Results

To master the art of negotiation, leaders need to know how to plan and conduct complex bargaining processes in a skillful manner. Being able to negotiate well is a critical skill for a successful leader, especially in a dynamic environment where different stakeholders have different goals and expectations. A good negotiator can balance the needs and interests of all parties and find a mutually beneficial solution that satisfies everyone. You must be willing to explore different options and scenarios, and to make concessions when necessary. The SCHSBM’s Negotiations and Persuasion Masterclass for Senior Executives will show you how to make your counterparts an offer they cannot refuse. This programme will guide you in your transition from a competent dealmaker to a skilled negotiator, and you will discover how to add value to yourself and your organisation. Rather than focusing on basic negotiation tactics, this programme will explore strategic planning and the systematic thinking that characterises expert negotiators. Whether you are signing a high-stakes deal for your organisation, recruiting a key player or participating in multi-party negotiations, you will learn how to achieve success as a negotiator.

Build your negotiating and persuasion skills with practical learning modules including case analysis, role-playing, simulations, and peer feedback. You will learn from real-world examples and practise with professionals from diverse backgrounds and industries. Through exploration of the three-dimensional architecture of negotiations (strategic, creative, and tactical), you will discover how to navigate these dimensions simultaneously.

This programme will enable you to look objectively at different negotiations and assess what is important to you and your counterpart to gain a competitive edge. As cognitive biases can distort your perception of reality and affect your ability to negotiate effectively, this programme will also help you to identify your cognitive biases and others, allowing you to challenge these assumptions, seek feedback, and consider alternative perspectives.

Programme Goals

The programme will allow you to:

• Negotiate with confidence and maximise value.
• Shift from an adversarial approach to negotiations to a more collaborative approach.

Learning Objectives

On completion of the programme, leaders will be able to:

• Establish a positive and respectful relationship with the other party.
• Use active listening, empathy, and open-ended questions to demonstrate understanding of the other party’s perspective and to show that you are mindful of their interests.
•  Exert influence with and without authority.
•  Predict and influence your counterpart’s behaviour in negotiations.
•  Apply practical influencing tactics and negotiation strategies to increase your impact and efficacy in one-to-one and multi-party negotiations.
•  Structure and execute complex negotiations.
•  Manage difficult negotiation tactics from other parties.