“In business you don’t get what you deserve, you get what you negotiate.”

Negotiation skills can be offered in half day, 1-day and 2-day sessions depending on the needs of the organisation and the degree of experience of those being trained.

We are able to provide an advanced suite of courses, Negotiating with Expertise. Alternatively negotiations training programs can be customized for your specific organisation and its unique needs for a specific negotiation or style of negotiation.

Negotiation training programs at LeaderVision encompass a fusion of behavioural and organisational skills and models together with state-of-the-art negotiation skills. The result is a suite of programs that equip participants with an understanding of human behaviour in negotiations as well as giving participants an understanding of how to read and influence the value sets and world views of people and organisations. Furthermore a series of powerful negotiation skills are taught to give participants the competitive advantage and foresight to structure the best possible outcomes for all parties to a negotiation.

LeaderVision are advocates of a negotiation style that is designed to leave all parties to an outcome of being not unhappy at the end of the day. Negotiation that leads one party to victory and the other to defeat we consider to be a poor result, leading inevitably to feelings of payback and retribution. Negotiation skills taught by LeaderVision are forever mindful of achieving well formed, ecological outcomes and of developing business relationships which are enduring and fruitful for all.

With the increasing globalisation of business, the frequency of cross cultural business relationships has increased exponentially. Many cultures (particularly Asian ones) have highly developed rules, etiquettes and techniques in negotiations. Australian firms that do not train their people in the finer skills of cross cultural negotiation are likely to set themselves up for failure. LeaderVision has worked extensively in Asian markets and is a valuable resource for companies doing business in Asia.

LeaderVision offers firms a competitive and dynamic advantage in negotiations. Participants leave the trainings armed with a range of strategies, tactics and psychological insights into negotiation processes.

As a highly experienced negotiator Roger Deaner can also be recruited to join your team to prepare and plan for important negotiations. Roger has the artistry of a master negotiator, and depending on your needs he can also be used to spearhead your negotiations to ensure and facilitate the best possible outcomes for your organisation.

LeaderVision specialises in trainings for a broad range of negotiation styles and types and can offer specifically for your team or organisation the following topics:

• Negotiation as a team
• Strategic Negotiation
• Tactical Negotiation
• Cross cultural negotiations
• Project Team negotiations
• Negotiating with unions – industrial relations negotiations
• Negotiating contracts
• Negotiations to resolve conflict
• Negotiating as an individual
• Negotiating in a specific situation or for a specific outcome

Course content for training programs typically covers but is not limited to the following skills and techniques:

• Negotiation planning and preparation
• Closing the deal and following up
• Advanced probing skills
• Understanding social and business etiquette
• Understanding decision making hierarchies
• Confirmations of understandings
• Overcoming objections and obstacles
• Winning, defining and exchanging concessions
• Understanding opponent team dynamics, values and roles
• Defining, planning and training the negotiation team(s)
• Timing, protocols and tactical strategies
• Structuring negotiation strategies to achieve tasks, objectives and outcomes
• Separating the people from the issues
• Avoiding negotiation traps and pitfalls
• Building trust, rapport and relationships
• Using the language of influence and persuasion