General focus in these programmes:

We offer Basic and Advanced Negotiating Skills Programmes. The central objective in the Basic Negotiating Skills Programmes is to help participants be more effective both as solo negotiators and as team members within and outside their organisation.

In our Advanced Negotiating Skills Programmes, they learn to apply these skills in more complex negotiating situations, within their own culture and across cultural boundaries.

Both types of programmes can be co-trained by a negotiations expert and a country expert. Depending on organisational requirements, we develop tailor-made case studies that closely reflect the client's business environment. Where necessary, we provide individual coaching and support.

If you wish to receive more detailed information about our standard programmes and how we customise them, please contact IBI.

Basic Negotiating Skills Programmes

Our approach to Negotiation is comprehensive and concise. Participants will enter a series of negotiating activities of increasing complexity, and will receive in-depth feedback on their performance.

By the end of the programme participants will have:

• A clear grasp of their personal negotiating style and behaviour and how to manage their strengths and weaknesses more effectively
• The ability to select and implement an appropriate strategy for each negotiation
• A set of practical tools for determining their limit, target and opening position; handling information and concessions; creating options for mutual gain, etc.
• The ability to analyse, use and respond to power
• A set of tried and tested rules for handling key tactical areas
• An inventory of useful tactical gambits, and counter-measures to them
• Greater ability to control the meeting - whether face to face or on the phone - and to move smoothly through the three phases of a negotiation
• Enhanced social skills in communicating, questioning, listening, managing conflict and building relationships
• Practised techniques for reviewing individual and team performance to build on success and learn from setbacks.

• The ability to raise their success rate in cross border negotiations
• An understanding of cultural differences in negotiating, and of the cultural factors influencing their partners' objectives, strategies and styles
• A clear grasp of how to negotiate realistic terms in order to integrate and develop newly acquired products and markets
• Improved skills on how to negotiate as a team with internal and external customers
• The skills to develop mutually advantageous long-term relationships with existing and new customers in an increasingly competitive market
• Greater confidence to conduct negotiations with new and existing commercial partners, in the minimum of time whilst protecting their interests on monetary and non-monetary items
• The ability to provide a common language and perspective within their negotiating teams as a basis for more effective planning and teamwork, clearer agreements on targets for specific negotiations, and for reviewing performance.