The Certified Master Negotiator Training Course
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INTRODUCTION
Knowing how to negotiate effectively, and with confidence, is a skill that will change everything. It will make your home life easier, give you more control over your career, and increase your happiness and well-being. Whether it’s buying a new car, or handling contracts for your business, mastering negotiation will have a huge impact on every area of your life.
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COURSE OBJECTIVES
By the end of the course, you‘ll be able to:
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Communicate clearly with the negotiating party.
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Control the verbal and non-verbal signals.
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Become assertive during the negotiations.
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Build a good relationship with the negotiating party.
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Learn to reject an offer elegantly.
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Successfully negotiate a salary raise.
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Learn about the dirty tricks used during the negotiations.
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Read and control body language.
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COURSE AUDIENCE
This course is made for:
- Beginners and Experts
- Anyone wanting to be richer in their personal and professional life.
- Those looking to get great prices both buying and selling
- People wanting to improve their confidence in negotiating, or hone existing skills
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COURSE OUTLINE
DAY ONE:
Introduction to Negotiation & The Future of Lawyering
- Legal Practice is undergoing significant change and the skills you need to succeed as a legal practitioner these days go far beyond the legal skills acquired at university. In this introduction to the future of your work and career, we look at
- what crucial role do negotiation skills play in daily legal work
- how the landscape of lawyering is changing and how it changes the requirements for successful lawyers
- how today’s Dispute Resolution Processes are all structured around negotiation skills
- what value negotiation-savvy lawyers can add to their clients
- what it takes to become a top lawyer in our generation
- what major mindset shift and what skills this course will bring to you
DAY TWO:
From Traditional Bargaining to Interest-Based Negotiation
- We focus on how lawyers and anyone can use interest-based negotiation to turn traditional, adversarial bargaining and lawyering into a negotiation style that increases the value and satisfaction for both sides. Using examples and tips, you will explore:
- How to use a win-win strategy (the Harvard method)
- How to create value by focusing on interests rather than positions
- How to separate the people from the problems
- How to create multiple options for value-added negotiation outcomes
- How to use objective criteria for a more effective negotiation
DAY THREE:
Your Negotiation Style
- There is no one right way to negotiate. What is the best approach for you depends on your personal style and the style of the other side. Are you a competitor or an avoider? Do you tend to create value or split it in half? We will find out with a negotiation-style experiment and cover:
- What negotiation style makes the most effective negotiator
- How to deal with the dynamics between the various negotiation styles you, your client, and your partner bring to the table
- How to increase your repertoire of negotiation styles to get the maximum out of every situation
- How to combine assertiveness and receptiveness in your style and – How that can give you the best negotiation outcomes
DAY FOUR:
Claiming Value in Your Negotiations
- After you have created value in your negotiation – how do you secure the biggest piece? In this module, you will learn the science behind getting a good deal for yourself including:
- What numbers do you need to prepare
- Whether you should make the first offer
- How high you should start
- What is the best way to make concessions
- Where to set your price goal
- What it means to “anchor” the other side
- The difference between an optimistic v. an outrageous offer and how to react to it
Effective Communication
- Effective communication is the basis for you to achieve any goals. And it entails much more than just your spoken words listening, questioning, non-verbal, and verbal communication all play together. In this module, you will test how good your listening skills actually are and then learn how to maximize your impact by:
- Speaking with a purpose
- Asking great questions to lead the conversation
- Using your non-verbal communication to support your goal
- Following the rules skilled negotiators use when it comes to listening actively and acquiring information
DAY FIVE:
Preparing Like the Pros
- 80% of your negotiation outcome is determined by your preparation so we give you the full drill on how to be efficient in preparing and maximize your impact by the time you hit the table. With the help of the Negotiation Academy Prepsheet, you will get a firm handle on how to
- Analyze your and their interests for 4x more effective negotiations
- Set and prioritize your goals
- Create multiple options for the best outcome
- Device what information you will share and plan to acquire from them
- Assess and improve your bargaining power
- Plan and structure your key figures
Psychology and Strategy
- Debunking the myth of the rational human being who makes decisions solely based on prudent analytics, this chapter will give you an overview of which psychological phenomena you need to take into account for your work with clients, other negotiators, and, not least, your own self. You will learn how:
- The perception of fairness influences the reaction of your negotiation partner
- Your ability to manage the satisfaction of your client or opponent matters more than the actual outcome & how to do it!
- Positive or negative framing will induce people to make completely opposite decisions & how that can play out with your clients
- Cognitive barriers make coming to an agreement in a negotiation more difficult
- And, of course, how you can overcome and USE these psychological insights to improve your negotiation success and guard yourself against other people using them on you
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