Benefits:
- Up to 20% off training courses
- Free annual seminar and mediation theatre
- Free events and priority booking
Programme Outline
The CEDR Certificate in Advanced Negotiation
This course is built around three separate modules spaced over four months. It helps to ensure guided learning, and greater reflection and re-examination of real world negotiations outside the programme.
MODULE ONE: Essential skills for the negotiator’s toolkit
Module one is designed to build a core knowledge base, and let you explore, practise and receive feedback on a wide range of approaches, skills and strategies that together represent the essential toolkit for the effective negotiator.
Key components
- The three Ps – Positional, Principled and Pragmatic negotiation
- Approaches to negotiation
- Phases of negotiation
- Dealing with deadlock
- Integrating negotiation skills
MODULE TWO: Dealing with the human factor
Module two deals with the human factors that affect the negotiation process, including individual communication styles, personality types, approaches to conflict, emotions and persuasion. The module explores how to work with the emotional and cognitive landscape of negotiation.
Key components
- Negotiation style and strategy
- Dealing with emotion
- Reciprocity and influence
- Neurobiology of decision making
- Using creativity to enhance negotiation
MODULE THREE: The bigger picture - adding layers of complexity
Module three positions negotiation in the wider landscape, recognising that effective negotiation is not just about what happens across the negotiating table but also about longer-term relationships in a business context, and what happens outside the room both before and after.
Key components
- Team, group and multi-party negotiation
- Building consensus and coalitions
- Use of facilitators
- Cultural influence on negotiation
- Stakeholder or power brokers
- Crisis & critical decision making
- Deadlines & concession