Get an Unfair Negotiation Advantage
This program gives you an unfair advantage – by helping you to prepare and execute strategic negotiations more effectively. Get more of what you want by ensuring that the other party gets what they want – and thereby create world-class deals.
The Aalto University Executive Education Strategic Negotiation program helps you leverage your experience and skills and raise your expertise by using a structured process (APEC+R) to prepare and execute strategic high-value negotiations. The APEC+R process helps you to
- Analyze the situation systematically to identify missing information and formulate actions to obtain it,
- Prepare your deal with a clear strategy that outlines your key issues (and theirs), the playing field, and a long list of ideas that help make your proposals more flexible by identifying options to avoid the ‘yes-no’ trap,
- Execute more effectively using structured conditional proposals that help you get what you want while ensuring that the other party gets what they want,
- Close deals with a clear implementation plan that outlines roles, responsibilities, and timeframes to ensure the agreements made across the table are executed, and
- Review the process to identify strengths and build on them, and learn from mistakes and prepare to avoid them.
You will learn about negotiation styles and how to work with all types of negotiation more effectively, to influence your negotiation partners with conditional value-based proposals, and practice leveraging the team to optimize the outcomes of your strategic negotiations.
Your learning will be enhanced by working in teams with specifically designed cases focusing on the use of the process, methods, and tools. You will have the opportunity to practice all aspects of the negotiation process, as well as review and improve your performance during the post-simulation feedback and video review.
A fully integrated set of tools designed to help you implement the APEC+R process into your day-to-day work is introduced throughout the workshop and provided in electronic format after the session to make it easier to begin using it immediately. A one-to-one coaching session is offered following the workshop to support your implementation of the tools and methods in one of your actual upcoming negotiations.
By participating in the Aalto EE Strategic Negotiation program, you will increase your confidence in approaching, preparing, and executing negotiations of all types – including those with internal stakeholders, customers, partners, suppliers, government authorities, and others with whom you must negotiate to optimize outcomes.
Sign up today to get your unfair advantage – and start negotiating with confidence! Spaces are limited, so make your reservation now.
Maximum 12 people per program.
The World-Class Negotiator program is designed for commercial negotiators, experienced professionals and strategic decision makers.
For example, senior management, sales and account directors, global business leaders.
Contents and Schedule
The World-Class Negotiator program is a 2,5-day intensive program.
Before the program you will receive the textbook by Stuart Diamond: "Getting More: How You Can Negotiate to Succeed in Work and Life". 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?
Pre-module Period of 2-3 Weeks
Intensive face-to-face session with instructor and peers
The challenge increases as the program progresses.
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
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