FAQs

The CEDR Certificate in Advanced Negotiation

- arming you with the skills and strategies needed to maximise negotiation outcomes and minimise risk.

1.What is this programme and why should I do it?

2. What is the content and structure of the programme?

3. What makes this course unique?

4. What does successful completion of the course give you?

5. External accreditation and CPD

6. Who else is on the programme?

7. Who are the guest lecturers?

8. What does it cost?

9. If I can't complete each session what happens?

10. How does it differ from CEDR's Mediator Skills Training programme?

11. When is the next course if I can’t make this one?

1. What is this programme and why should I do it?

Are you explicitly involved in complex negotiations (e.g. a deal maker, dispute professional, procurement manager, HR specialist)?  Is negotiation a simple reality of daily life (e.g. are you an executive with a leadership role in a unit, department or business, a senior civil servantor in another role in which you have to satisfy a range of stakeholder groups)?

This programme has been developed to ensure that you are armed with the skills and strategies you need to maximise negotiation outcomes and minimise risk through conflict.

The programme covers the following major components:

·         negotiation principles

·         negotiation positions

·         negotiating pragmatically

·         the psychology of influence and persuasion

·         dealing with deadlock

·         multi-party negotiations

·         complex negotiations

·         inter-organisational negotiations

·         cross-culture (organisation and culture)

·         electronic negotiations

Training focuses on supporting you to apply new and enhanced skills to your own business interactions, benefitting you, your organisation and your clients.  This programme is essential for any negotiator who wants to “raise their game”.

2. What is the content and structure of the programme?

Module 1 provides an overall structure of negotiation, providing a thorough overview of the framework and process of how to engage in a negotiation.  It aims to develop a firm foundation of knowledge.

In addition to the theoretical frameworks there are a series of negotiation role plays to highlight various difficulties and deadlocks that arise in general negotiation.

Module 2 looks at the negotiator as a person and how individuals deal with conflict. For example, what style of strategic approach do you have in dealing with conflict and negotiation?

Using a variety of instruments including Myers Briggs (MBTI) and Kilman (Conflict Instrument tool designed to measure an individual's behavior in situations of conflict), individuals will be able to identify and understand their approach and how this affects and should be used to manage interaction with others.  Numerous role plays are used to challenge individuals dealing with different types of conflict situations. 

Module 3 applies negotiation skills to different settings.  Negotiating in the wider context – cross cultural negotiation, multi party, alternative forms of negotiation (e.g. electronic negotiation, telephone negotiation etc).   Module 3 provides an opportunity to participate in a ‘super’ case study whereby delegates will be given a variety of instructions throughout the day to challenge skills and strategy.

Through each module delegates are required to embed the learning through reflective learning and are provided with support from faculty and peers – guest lecturers feature throughout from different sectors / settings to further enhance learning from different perspectives.

3. What makes this course unique?

The potential for conflict is inevitable in any business negotiation. The programme is delivered by the leaders in conflict resolution and prevention, who have an inherent understanding of the negative impact of conflict on business relationships and understand the destructive nature of unresolved conflict. Faculty have extensive experience assisting parties to get their negotiations back on track.

The programme combines leading theory inputs with practice and feedback, blending the fruits of practical experience with the latest academic learning.

Unlike other courses on the market this course is not just about theory or quick fix skills. This is the only course on the market which offers the opportunity for reflective learning and support and coaching from lecturers and other peers throughout. The aim of this is to thoroughly embed learning as delegates can apply learning within their own business setting and reflect and then discuss the impact with leading negotiation experts and other senior business professionals.

4. What does successful completion of the course give you?

Award of the CEDR Certificate in Advanced Negotiation provides recognition that you have successfully demonstrated (via a written essay) that you have understood what you have learnt and embedded it in to your negotiation practice.   

5. External accreditation and CPD

The programme is not currently externally accredited although we hope to achieve external accreditation shortly.  Our leading Mediator Skills Training programme is accredited by the Institute of Leadership Management and we would hope to replicate that accreditation with this programme.

CPD points will be available from the Law Society and Bar Council – hours are to be confirmed shortly but will be in the region of 50 hours from each, and apportioned across 2009 and 2010.

6. Who else is on the programme?

Currently delegates have booked or expressed serious interest from banking, insurance, sport, the law, and business consultancy.

7. Who are the guest lecturers?

We are currently in discussion with a number of potential guest lecturers from a range of backgrounds and will confirm as soon as possible.

8. What does it cost?

The full price is £4,750 plus VAT, inclusive of seven days training and six nights full board in a four star hotel.  However, there are a number of possible opportunities for individuals and businesses to benefit from reduced prices via early booking discounts and multiple purchases.  For more information contact Daria Viola on 020 7536 6081 or by email at dviola@cedr.com.

9.  If I can’t complete each session what happens?

You can miss no more than one day throughout the programme.  If you do miss a day then materials will be provided after the scheduled date and you will have access to the faculty and course programme director to discuss if you have any questions to make sure you don’t fall behind.

Each session will be recorded and there will be an opportunity to view any session missed.

10.   How does it differ from CEDR’s Mediator Skills Training programme?

The Mediator Skills Training programme is the leading course designed to train delegates in the skills needed to mediate. This course aims to repeat that reputation but unlike learning a new profession it focuses on maximising skills and strategy in negotiation - embedding this learning through practice to ensure you achieve impact on business negotiations.  

11. When is the next course if I can’t make this one?

The next programme is scheduled for the start of 2010 but dates have yet to be confirmed.

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