Negotiation

"The ability of our European sales team to successfully close negotiations in difficult trading conditions has increased noticeably. We've noticed how many people rely on Leornian's six preparation steps and also how many meetings are preceded with a valuable rehearsal. The approach is a powerful tool for us"

Pat Gardiner, global training manager, Tyco Electronics

Many organisations find they don't optimise the outcomes from their negotiations. Problems include:

Spending expensive management time re-visiting terms that turn out to be impractical.
Having to renegotiate extra aspects overlooked during the negotiation.
Finding that compromise stopped them finding a real gain/gain outcome.
Damaged relationships as a result of the negotiation.

Benefits

Our clients invariably find that the benefits soon reimburse the investment made. You will:

Increase awareness of opportunities and confidence to negotiate.
Improve your chances of every deal delivering the expected outcomes.
Enhance the relationships with your key clients and suppliers.
Make sure you identify and pursue all options.

Delegates report that the most beneficial aspect of our courses and consultancy is preparing for a real negotiation and then being coached on it.

Approach

Our approach is based on the inescapable fact that both parties need each other. The key to success, we believe, is working out a way in which both sets of competing interests can be met.

We offer a number of training programmes, dependent upon your situation and needs. However, all our programmes, from basic to advanced, cover four major topics, all featuring skill development exercises:

Defining negotiation.
Preparation and planning.
The life cycle of a negotiation.
Effective negotiating behaviours.

How we work with you

Every company is different and every employee is an individual. To reflect this, we tailor all training to the specific needs and culture of your organisation. We can work with you to build a programme for your staff or, if you have already identified your training needs, we can provide workshops which meet those needs exactly.

Logistics

Our negotiation skills training typically takes two to four days, working with groups of six to twelve individuals.

Last updated: 04 August 2006