LONDON JULY 21 ST AND 22 ND DAY INTENSIVE SEMINAR NEGOTIATIONS ON THE EDGE

Transcription

1 LONDON JULY 21 ST AND 22 ND DAY INTENSIVE SEMINAR NEGOTIATIONS ON THE EDGE

2 Making the Difference 1 WHEN NEGOTIATIONS GET TOUGH We assume that our customers know how to lead 95 percent of their negotiations successfully. Our institute focuses on the remaining 5 percent difficult negotiations where reason will not lead to success. We support our clients before, during, and after the most difficult negotiations. With our seminars, conferences, and workshops we tailor our contents to every level of management. Upon successful completion of our programs, our participants receive their negotiation certificates. We use our proprietary Negotiation Scorecard to implement a proven negotiation strategy in companies. This helps to train not only individual managers, but the entire company will be able to follow one negotiation strategy. This implementation provides sustainable safety for all difficult situations. 2 FACULTY Our network includes all capabilities necessary to cover the entire negotiation process, and we have an expert ready for any negotiation situation even the most difficult one. This network is unique on the international stage, and it pays close attention to inter-cultural differences. 4 SUSTAINABILITY It is especially in difficult situations that a company needs clear guidelines. The negotiation strategy that we implement defines these clear guidelines, and all managers involved know exactly what needs to be done. This ensures that behaviors are solidified and used over the long term. 6 MODERN TECHNOLOGY We work with state-of-the-art technology, and our seminar participants will be able to access all data online. Certification participants receive access to e-learning and to all seminar contents. Through social media we reach all channels to provide successful career development and constant communication. 3 CERTIFICATION PROGRAMS We not only offer individual building blocks, but interconnected modules. With our Qualified Negotiator, Certified Negotiator, Advanced Negotiator, and Chief Negotiation Officer courses, we offer custom-tailored modules for all levels of management. 5 GLOBAL MINDSET Our customers face global challenges. We maintain an international focus for our network and our programs to ensure that we can represent all intercultural characteristics. 7 FOCUS We focus on leading difficult negotiations. This is why we do not offer any other topics and seminars. Our focus is clear: To train you to become a professional negotiator. 2 3

3 Our Experience The SNI Schranner Negotiation Institute is the leading consulting firm when it comes to support difficult negotiations worldwide. FACTS & FIGURES ALUMNI MEMBERS 5 CERTIFICATION PROGRAMS 72 NATIONALITIES JOINING SNI SEMINARS EACH YEAR 25 SEMINARS AND WORKSHOPS FOCUSING ON DIFFICULT NEGOTIATIONS PARTICIPANTS GLOBALLY PER YEAR 40 EXPERTS IN OUR FACULTY TOP NEGOTIATORS WORLDWIDE FOLLOWING OUR APPROACH We provide clarity and stability in critical moments. Numerous Fortune 500 companies use our Negotiation Scorecard for support. We analyze power positions, internal and external relationship management and design a stable and proven negotiation process. We train all managers involved to become professional negotiators and we implement new strategies in the enterprise. I learned a tremendous amount and it will impact my approach going forward 20 % USA 25 % GERMANY 5 % UNITED KINGDOM 20 % SWITZER- LAND 10 % AUSTRIA 5 % MIDDLE EAST 10 % CHINA 5 % SINGAPORE JIM HESS I Americas Regional Sales Director I Microsoft Global Accounts 4 5

4 ELEMENT 1 THE 7 PRINCIPLES ELEMENT 2 > STRATEGY & > COSTLY > TACTIC ELEMENT 3 MISTAKES The program for experienced leaders and managers WHO SHOULD ATTEND? The Advanced Negotiator certification course gives you the ability to control difficult negotiation processes, to deliberately create deadlocks, and to lead strategically and tactically difficult negotiations. This program is intended for experienced leaders and managers tasked with leading high-stake negotiations. You will be prepared for the role of the Commander and Decision Maker based on the FBI model. YOU WILL LEARN > To control even desperate situations > To analyse yourself and your negotiation partner > To create a deadlock deliberately > To define a successful strategy > To negotiate tactically and consistentl CONTENT > ELEMENT 1: The 7 Principles > ELEMENT 2: Strategy & Tactic > ELEMENT 3: Costly Mistakes INSTRUCTOR (The support in between the modules is provided by a negotiation expert from the institute) Negotiation professionals at the level of Mr. Schranner are rare in the industry. Even very experienced negotiation leaders can learn from him. The principles of negotiation in extreme situations are, in most cases, applicable to the industrial environment as well. DR. ULRICH PIEPEL, RWE SERVICE GMBH DURATION > 6 days of classroom instruction (2 days per module) > Support in between the modules > Individual preparation and follow-up SEQUENCE 1. Analysing your goals and expectations 2. Participation in the three seminar modules 3. Support 4. Final exam 5. Certification 6. Membership in the alumni network INVESTITION EUR 12,000 (plus applicable value added tax) Included are 1. Participation in all three modules (6 classroom instruction days) 2. E-learning access with your individual documentation and tests 3. Support before, between, and after the seminars 4. Final examination, including examination fees 5. Certificate Learning Model Your path to become an Advanced Negotiator The Advanced Negotiator certification consists of three modules that build on one another. Before attending the first module, you will take an online test to analyze your negotiation profile. This profile forms the basis for your development guideline for difficult negotiations. This guideline provides you with a solid departure point for your learning goals. Between the individual seminars you will undergo some testing to analyze your strengths and potentials. Based on the individual test results, we will develop your individual negotiation guideline and specify it during the classroom phases. Coordinated learning partnerships allow you to build best-practice sharing and the direct application in the upcoming difficult negotiations. The modules are offered in Zurich, Munich, Vienna, London, New York, and Hong Kong. ADVANCED NEGOTIATOR 7 Reasons 1. Clear focus: Difficult negotiations 2. For experienced managers only 3. Use of state-of-the-art technology 4. Instructor: 5. International cooperations 6. Learning within a network 7. Exclusive access to alumni membership The individual seminar modules will be taught interactively, with both reality-based role play including video analysis and the use of state-of-the-art learning technologies to ensure high-yield learning before, during and after the Advanced Negotiator certification. Your personal e-learning access will be your constant companion during the certification process. You always have access to all relevant information and are in direct contact with our Institute. Together with you we will ensure that the transferred knowledge can be applied directly and successfully in your own negotiations. You benefit from the current results of our research activity and from our mentoring difficult negotiation cases. 6 7

5 ELEMENT 1 THE 7 PRINCIPLES Negotiations on the Edge The 7 Principles Very interesting and informative. Full of practical examples, the seminar provided me with a completely new perspective, which I will be able to use for my difficult negotiations in the future. NEW YORK I LONDON I ZURICH I MUNICH I VIENNA I HONG KONG DAVID HUGHES In this seminar, Negotiations on the edge the 7 principles describes proven successful negotiation techniques which you will be able to implement immediately in your business dealings. Many practical examples illustrate the appropriate approaches for purchasing, sale, price, and contract negotiations, with particular focus on difficult situations. OBJECTIVE You will learn the principles of difficult negotiation and know how to control yourself and your negotiation partner. CONTENT GOAL STRATEGY TACTIC > Defining objectives for difficult negotiations > Strategic vs. intuitive negotiation > Successful negotiation tactics ENTRY > The affective phase at the beginning of the negotiation > Handling unjustified demands > What should you do with threats? ANALYSING THE NEGOTIATION PARTNER > Analyse the motives behind the positions > Police and FBI negotiation tactics > Why your negotiation partner must win WHO SHOULD ATTEND? Managers responsible for high-stakes negotiations INSTRUCTOR You will receive a copy of the book Negotiations on the Edge LEADING THE NEGOTIATION > Negotiating with irrational partners > Proper behaviour in a stress situation > Stabilise the negotiation partner TEAM > Set up your own team following FBI rules > Negotiating with groups > Recognising and controlling manipulative tactics RESOLVING A DEADLOCK > Warning vs. threat > Commonalities vs. opposites > The fire-fighter uniform LANGUAGE English INVESTMENT WHEN BOOKED INDIVIDUALLY: EUR 2,500 (plus applicable value added tax) USD 2,800 (plus applicable value added tax) TIME & PLACE:» July 2016 LONDON, BROWN'S HOTEL» 7-8 November 2016 NEW YORK CITY, PARK HYATT HOTEL AGREEMENT OR BREAK-OFF > Written formulations for an agreement > Breaking off? If yes, how? > Saving face, even in a deadlock 8 9

6 ELEMENT 2 ELEMENT 3 STRATEGY & TACTIC COSTLY MISTAKES Negotiations on the Edge Strategy and Tactic CONTENT GOAL DEFINITION FOR COMPLEX NEGOTIATIONS > LTN License to Negotiate > The 3 biggest mistakes in goal definitions > Involving your company in the goal definition STRATEGY > The 5 negotiation strategies > How to handle demands from your opponent > How to prepare and introduce demands Negotiations on the Edge Costly Mistakes CONTENT THE WIN-WIN AGREEMENT AS THE PRIMARY GOAL > What really counts > On winning and losing > The end of win-win GOOD CONTENT PREPARATION IS ESSENTIAL > Why preparing the contents too well will lead to defeat > Introducing unrealistic demands > Rhythm of Negotiation This seminar allows you to deepen your knowledge from Negotiations on the edge the 7 principles and to combine it with your own case studies. The seminar discusses and analyses actual negotiation cases, which will then be deepened through roleplay. We will develop an individual guideline for each negotiation. OBJECTIVE You will learn how to conduct negotiations strategically and tactically even in difficult situations. WHO SHOULD ATTEND? Participants must have attended ELEMENT 1. It is required that you prepare a difficult negotiation case. We would like to point out that you agree to abide by our confidentiality rules before you come to the seminar and will not disclose to third parties any content discussed during the course of the training. INSTRUCTOR You will receive a copy of the book The Negotiator POWER > Power and powerlessness > The shop view > Using power deliberately RELATIONSHIP > How resilient are your relationships with the opposing party? > Maintaining short-term and long-term relationships > How to build relationships strategically LEADERSHIP > Negotiation tactics for difficult situations > Negotiating as a team > Managing aggression CREATE A DELIBERATE DEADLOCK > Why the deadlock is necessary > Deliberately creating a deadlock > Ways to resolve a deadlock BRIEFING AND DE-BRIEFING > Your personal strengths and weaknesses profile > Custom advice for your negotiation > Your development plan to become a professional negotiator This seminar introduces you to the negotiation Scorecard. You gain insight into how negotiation processes are controlled. OBJECTIVE You will learn how to avoid the most costly mistakes in difficult negotiations and how to lead the most difficult negotiations to success. WHO SHOULD ATTEND? Participants must have attended ELEMENT 2. INSTRUCTOR You will receive a copy of the book Costly Mistakes OUR COMPANY IS PREPARED FOR ESCALATION > Team set-up according to FBI rules > When will the boss intercede? > Information embargo during the crisis WE MUST ENSURE CLARITY EARLY ON > The danger of committing early > Saving and losing face > Window of Opportunity WE HAVE THE POWER / WE ARE POWERLESS > Negotiating in the driver s seat > Analysing the negotiation power > When your opponent has the power NEGOTIATING IS AN INTUITIVE MATTER > Pragmatism vs. principles > The most important tactics > When intuition leads to failure VERMEIDEN VON SACKGASSEN > Consistency vs. toughness > Single point of contact > Breaking off and resuming the negotiation TIME & PLACE: TIME & PLACE:» September 2016 LONDON, BROWN'S HOTEL» October 2016 LONDON, BROWN'S HOTEL INVESTMENT WHEN BOOKED INDIVIDUALLY: CHF 3,000 (plus applicable value added tax) EUR 3,000 (plus applicable value added tax) USD 3,400 (plus applicable value added tax) INVESTMENT WHEN BOOKED INDIVIDUALLY: CHF 3,500 (plus applicable value added tax) EUR 3,500 (plus applicable value added tax) USD 4,000 (plus applicable value added tax) 10 11

7 TESTIMONIALS REGISTRATION Engaging, relevant and thought provoking. Thank you! Fax: info@schranner.com Microsoft Worldwide Partner Conference, Orlando/USA Name: Company: Your speech is certainly eye-opening. Mahmood N. Al-Yousif, Kingdom of Bahrain First Name: Title: Street Address: Postal Code / City / Country: Phone / Mobile: I want to register for the event on July 21st and 22nd 2016 in London, Brown's Hotel Thank you for this wonderful experience. Danaos Shipping Co. Ltd I want to register for the event on November 7th and 8th 2016 in New York, Park Hyatt Hotel I want to register for the event on September 19th and 20th 2016 in London, Brown's Hotel I want to register for the event on October 24th and 25th 2016 in London, Brown's Hotel Registration is on a first-come, first-served basis. You will promptly receive a written registration confirmation and additional information. The event deserves my fullest praise. Organization and implementation were top class. Also the contents, and of course especially made the seminar one of the best I have ever experienced. Axel Urban, Porsche Classic Place, date: Signature: For additional information on our Terms and Conditions, cancellation policy and organization, please visit us at All content is copyrighted and must not be copied nor published without the prior written consent of the relevant author

8 When negotiations get tough. Schranner AG Negotiation Institute, Limmatstraße 260, CH-8005 Zurich Phone Fax