Contents and Schedule
The Negotiation Skills program is a 2-day program. The dates of upcoming programs are as follows.
Program 1: October 3-4, 2017
Program 2: November 22-23, 2017
Before the program you will receive the textbook by Fisher, Ury and Patton: ”Getting to Yes: Negotiating an Agreement without Giving In”. Please use the book as an orientation for the topic and reflect on your own experience. What ideas are useful for you? What could you apply in negotiations with your customers or partners?
Create an action plan by using information from sales and other processes to determine what is missing and making a plan to obtain it, and using other tools to improve insight
Create a roadmap for the deal by defining objectives, strategy, key issues, limits, team role, alternatives, and BATNA (best alternative to a negotiated agreement)
Create value proposals by learning about structure, summaries, time-outs and other tools to manage the flow and dynamics of negotiation sessions
+ Team exercises (using role-reversal methods to improve negotiation readiness)
Execution continued (Psychology of Negotiation)
- Managing different negotiating styles (negotiating style, type of negotiators)
- Hardball tactics/ reacting to tricks and threats
- How to achieve your goals (hidden interests, increase value for both sides, increase your share)
Verify whether the objectives are met, ensure that all critical details have been addressed and find areas for improvement
+ Team exercises (learning through case application)
Managing Director, Innovate +Grow
Negotiation, Sales, Innovation and Leadership Trainer and Coach, Switzerland
Gopal RajGuru is a sales, negotiation skills and innovation trainer and coach based in Geneva, Switzerland. His background is primarily in high technology sales, marketing and management. In addition, he lectures on managing and executing sales in an entrepreneurial business-to-business selling environment in the EPFL (École Polytechnique Fédérale à Lausanne) Executive MBA and Masters of Technology program.
Previously, he ran the international expansion of WRQ, the American software company, and settled in the Netherlands to establish the European headquarters. He set up companies in the UK, France, Germany, Sweden, Dubai and Singapore, building a business with a turnover of more than $100 million using a combination of direct key account sales, and channel based sales and fulfillment.
Gopal’s teaching focuses on the presentation and implementation of pragmatic concepts, tools and methods rather than a purely academic approach. As a business leader and consultant, he aims to ensure that the objectives of a project or mandate are achieved – measuring action and accomplishments rather than the volume of paper generated. In his workshops, his goal is not to teach, but to help participants learn.
“My experience is that true world-class negotiators are the ones that take the time to prepare in a structured way, execute in a disciplined way, and always review their performance so that they continually improve. Because of this, they consistently create better outcomes.” - Gopal RajGuru