International Negotiation for Profit

Purpose of the workshop:
To ensure delegates can effectively and competently negotiate international deals, whether buying and selling, to achieve maximum profitability.

Workshop overview:
Successful negotiation, whether you are buying or selling, leads to improved profitability, productivity and cash flow. This highly practical course will deal with different aspects and methods of reaching a positive win-win conclusion, from a formal high pressure business negotiation, to day-to-day business transactions.

To be effective, negotiation needs to be intuitive; with this course the route to intuition will begin.

It is widely thought that negotiation is a conflict or battle of wills; learning and practicing the essential elements of negotiation will dispel any concerns. You will be introduced to the principles of negotiation, understand what is negotiable and participate in practical sessions taken from real examples, as buyers and sellers, to ensure that you are confident and effective in all aspects of this essential skill.

You will be shown how all parts of the buying and selling process, from the opening stages, incorporating vital details that must be understood, are leveraged and negotiated to a profitable outcome, whether you are working in the domestic or international arena.

The course culminates in delegates working through a case study, as buyers and sellers, to develop their own strategy for negotiation through implementing the taught theory.

Once the preparation is complete, the attendees negotiate with each other, as a team, to a win-win conclusion.

Profitable negation requires:

• An understanding of the negotiation agendas, both hidden and open, to maximise room for manoeuvre and to strengthen the negotiator’s position.
• Knowledge of the costs and types of concessions and how to trade them to ensure that your deal is more profitable.
• Ability to identify the different styles of a negotiator and how to adapt your own style to take and stay in control.

Who should attend:
Buyers and sellers, working within the international arena, who are seeking to master this key to profitability. As this course takes a fresh look at the entire negotiation process, those new to business negotiation and others who have more experience will benefit from the approaches, information and practical sessions this course offers.

Workshop style and format:
Facilitator led discussion, debate and instruction with individual and group exercises. During the workshop, delegates prepare and undertake a team negotiation based on a real-life business case, which applies the course material to a practical situation and develops the delegate’s confidence and knowledge in negotiation of complex international deals.

Workshop duration:One day

Maximum number of delegates: 15 (minimum 6)

Workshop content:
Delegates will cover main elements that develop the essential skills when negotiating for profit in the international arena:

• The buying and selling process; preparation and reviewing
• Preparing for negotiation
• Negotiation objectives
• The negotiation agenda
• The rules of negotiation
• The practical side to negotiation
• Negotiating strategies and tactics
• Styles of a negotiator       
• Practical exercise: Team negotiation
• The negotiation process, hints and tips
• Redressing the power balance