Negotiations in the Digital Age
Everybody can negotiate. But not everyone does it well.
Don‘t be one of those managers who unknowingly leave big stakes on the table and who make costly negotiation mistakes without recognizing them. Competence in negotiation is developed in practice and with timely, personal feedback. The 3,5 day seminar in small groups will give you both a solid base in negotiation theory and sufficient practical exercise to take your negotiation skills to the next level. In addition, this program includes the unique opportunity to receive 2 hours of individual coaching and/or negotiation support on one of your own live business cases, within 12 months of the program.
We will answer these questions and more:
- What will make me a better negotiator than the average practitioner out there?
- Who has the power in negotiations and how do I get what I want?
- How can I analyze my counterpart and anticipate negotiation moves or deal with difficult people?
- How can I become a more reflective, analytic and effective negotiator?
- Handling negotiations online: what changes when we're not meeting in person?
- What can I take advantage of in digital negotiations?
Our 3-day certification program will not only give you the background to the latest negotiation theory. In this hands-on course, you will put learnings right into practice and negotiate to get what you want. Unique to GBS, a post-program one-on-one negotiation coaching and the ½ -day online refresher will support your behavioral changes and provide value beyond the classroom, addressing your actual business challenges.
Overview
Practice power, status, persuasion and neotiation tactics and strategies in a 3-day interactive program designed around mini exercises, discussion, and live negotiation practice. Both Harvard cases and cases prepared by lecturer Stephan Jansen will be used to develop conceptual frameworks for better negotiation analysis. This program will enable you to become a more effective and reflective negotiator, both online and in person. Every negotiation is different and so are the people involved in it. Yet, there are methods that work and things to avoid - and in today's digital age, even how we negotiate is having to adapt to new communication techniques where we may not be looking our counterpart in the eye. While the latter may be basic textbook insights, the real dynamics in a negotiation can only be experienced in the moment. We will prepare, execute and analyze to give you timely feedback on what went well and what can be improved. There is no better way to learn than this.
The program takes place over 3 Fridays, giving you time to reflect between sessions. In addition to the 3-day curriculum, participants will benefit from the opportunity to have a 2-hour, one-on-one coaching session with our professional trainer anytime in a 12-month period after the program. This provides participants with the opportunity to apply their new skills, and get expert advise directly related to their own, real-life negotiations. A half-day refresher course will be offered 6 months post-program.
Program Curriculum:
- The basics in a nutshell: From BATNA to integrative negotiation
- Understanding your personal negotiation profile and experience its effects
- Prepare your negotiation like a professional
- Negotiation Case 1
During day 1 we will quickly align all participants and provide a common vocabulary and understanding of basics, refreshing common negotiation theory. Participants will evaluate their own negotiation profile in advance, and we will discuss implications and meaning of the profiles for the dynamics of negotiation and the likely impacts on the results. In a one-on-one negotiation case, participants will practice their preparation and execution and discover how their profiles shape the negotiation outcomes.
- Why Win-Win does not work and when it can
- Psychological effects and methods that do work
- Status and Power in Negotiations
- Dealing with difficult people
- Negotiation Case 2
Day 2 will answer the question if win-win is possible and how to best negotiate for maximum results. Status, Power and Psychology are amongst the most influential parameters in any negotiation. Participants will learn to become aware of social cues and use them to get what they want. Role-plays during day 2 will focus on difficult scenarios and the usage of status and power.
- Dirty tricks and how to counter them
- Dealing with group dynamics
- Dealing with auctions
- Negotiation Case 3
- Certification test
During Day 3 we will focus on group dynamics in negotiation preparation and analysis, as well as on dirty tricks and counters. A role play case with 6 parties will give participants the opportunity to experience complex negotiations with multi-party agendas. The day will end with a multiple-choice certification test.
Faculty
Stephan Jansen is the founder and managing director of Beyond the Deal GmbH, an internationally active M&A boutique based in Germany with offices in Frankfurt am Main, Paris and Sao Paulo. Before Stephan became a consultant in 2014, he worked with large listed companies (SAP, F.Hoffmann-La Roche and Fresenius) in the IT, healthcare and life-sciences sector. His experiences in operating management range from production to supply-chain, regulatory and launch-management. After an MBA in strategy and finance, Stephan moved to Business Development and M&A. In a deal at the beginning of his M&A career, Stephan felt taken advantage of by the negotiators of a private equity firm. Together with his senior colleague at Roche, he visited his first negotiation course and was hooked on the topic ever since. This was in the early 2000s. Today, Stephan has applied his negotiation expertise in numerous M&A transactions worldwide - some as small as 5 Million EUR, others exceeding billion-dollar amounts. He teaches negotiation at Goethe University and supports corporations and business executives with negotiation trainings and negotiation execution in critical projects.
