Advanced Negotiation Skills
The Advanced Negotiation Skills programme is CEDR’s flagship negotiation training for individuals.
Building on 25 years of experience as experts in the fields of negotiation, mediation and business, CEDR has developed a course designed to enable individuals to handle any negotiation with skill and confidence. CEDR’s practical programme is particularly distinctive because it is taught by trainers who are all practising negotiators, facilitators and coaches and has a high level of participant coaching.
The Advanced Negotiation Skills programme can be completed in two ways, by either taking the First Module on its own to gain a strong grounding in negotiation, or to fully unlock the individual’s potential as a negotiator, by taking both the First and Second Modules.
This 3-day course gives you detailed practical insight into the process and skills to negotiate effectively.
During the course, delegates will learn:
- A framework for handling every negotiation
- Communication skills for negotiation
- How to make and respond to offers
- Styles and personalities of different negotiators and how to handle them
- How to create effective negotiation strategies
- How to deal with tricks, ploys and negotiation challenges
- How to handle stress and emotion in a negotiation
- Ways of breaking deadlock
For those who wish to go on to focus in more detail on their individual performance in a negotiation either as a sole negotiator or as part of a team, Module 2 offers increased focus on intense coaching and one-to-one feedback. Module 2 must be taken after completion of Module 1.
This two-day course builds on the learning of Module 1 and is designed around detailed coaching and one-to-one feedback from performance on three negotiations based around real-life cases.
On this module, participants will:
- Be able to bring their own personality and style effectively into a negotiation
- Devise solutions to a negotiation and enhance positive outcomes
- Work under pressure to negotiate effective outcomes
- Develop the ability to handle value and numbers in a negotiation
- Understand team dynamics and how to negotiate in and against teams
- Develop their negotiation style
- Receive coaching and one-to-one feedback through a negotiation role play based on CEDR’s negotiation competencies
- Receive one-to-one coaching focussing on their own personal negotiation issue.
CEDR has a number of Faculty that it works with in delivering Negotiation Training.
Felicity Steadman (Modules 1 and 2)
Felicity is a full-time negotiator, mediator, facilitator and trainer in dispute resolution skills. She developed her negotiation experience over 25 years in extensive labour relations negotiation in South Africa as it transitioned to its new political democracy post-apartheid. Felicity has trained hundreds of professionals in dispute resolution skills in dozens of jurisdictions around the world.
Chula Rupasinha (Module 1)
As a senior police officer, Chula was the UK’s longest serving hostage negotiator, successfully resolving sieges and kidnaps of Britons held overseas. He led significant change management projects and was twice seconded to Government specialising in negotiations with the Ministry of Defence ultimately leading the team to integrate the military’s support for the London Olympic Games. Chula is a full-time mediator and qualified trainer with extensive international experience.
James South (Module 2)
James is CEDR’s Director of Training and has over 20 years’ experience as a mediator, negotiator and dispute resolution professional. A barrister and solicitor of the High Court of New Zealand, James worked for the New Zealand Ministry of Justice, where he mediated over 500 cases before relocating to the UK. As CEDR’s Director of Training, James has trained thousands of delegates in dispute resolution skills around the world.
Andy Grossman (Module 2)
Andy is a highly accomplished and seasoned facilitator, conflict specialist and trainer. He is experienced in handling multi-party/multi-person conflict within both the public and corporate sector. One of CEDR’s senior negotiation trainers, Andy has trained over 2,000 mediators globally and worked with international development agencies and development banks.
Susanne Schuler (Coach)
Susanne is CEDR’s Assistant Director of Training and a highly experienced business and intercultural facilitator, negotiator, conflict mediator and coach with more than 15 years of experience. Her legal knowledge, business experience and work in diversity combine effectively in her negotiation, mediation and consultancy role. Fluent in five languages, she has masterminded change and conflict projects for several international organisations.
Who should attend
The programme is aimed at individuals with responsibility for negotiation from professional, corporate and public sector backgrounds. We have identified a pressing need for a comprehensive programme that is not about “quick-fix skills” - it is about ensuring you reach your full potential as a negotiator to enable you to deliver results for you, your clients and your organisation.
It is suitable both for those who are explicitly involved in complex negotiations (e.g. deal makers, dispute professionals, procurement managers, HR specialists) and for those for whom negotiation is a simple reality of daily life (e.g. executives with a leadership role in a unit, department or business, senior civil servants or others who have to satisfy a range of stakeholder groups).
Course Dates & Cost
For more information or to book a place, contact CEDR Skills on:
Tel: +44 (0)20 7536 6000