Fathom’s Next- Level Advanced Negotiation Training Helps Participants Navigate Highly Complex Negotiations

This advanced negotiation skills course will help a seasoned negotiator think more clearly through all of the issues that influence the negotiation. The workshop includes an analysis of how performance will be measured by all parties interested in the outcome of the negotiation. Participants in this advanced negotiation training will learn to ask the right questions and to understand the true drivers and implications of every deal. Students learn to identify both the opportunities and the potential pitfalls that result from first proposals and how to create counter-proposals in negotiation.

Our advanced negotiation skills training workshop teaches participants to use inquiry to build a list of possible low-cost concessions. In addition, this advanced training helps participants create and add value to the negotiation by thinking creatively. Participants learn to recognize the 5 categories of tactics, what type of tactic a negotiator is most likely to use, and how to neutralize these tactics. Advanced negotiation workshop participants learn to implement a negotiation evaluation process to more fully learn from each phase of the negotiation and to correct course for future negotiations. Learning is gained through real-world case studies and extensive role-play utilizing complex multi-party scenarios. This advanced negotiation workshop picks up where our 1st level negotiation skills workshop leaves off.

Objectives

Participants will learn to:

  • Assess their current negotiation proficiency through a benchmark

  • Understand how behavioral style drives negotiator tendencies

  • Utilize the 5 phases of negotiation for success

  • Focus on the 6 issues that underlie a complicated negotiation

  • Pace the negotiation for better results

  • Ask better questions to clarify and learn implications of the negotiation

  • Gauge how all parties in the negotiation will measure performance

  • Create and integrate new options to build more value for both parties

  • Recognize and neutralize 5 categories of tactics

  • Build and trade concessions with multiple values and priorities

  • Fully evaluate a negotiation to better prepare for the future deals

Class size: Up to 16
Length: 2 Days
Delivery Method: Private

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A much deeper dive into overall negotiation strategy than I have experienced before.

Senior Contract Negotiator, Chrysler Corporation

This course was great for our entire team and the presenter was excellent!

Senior Contract Manager, Austin, Texas

The depth of the material and role-play was good for our group. We will definitely benefit from this course.

Sales Manager, Austin, Texas

John our instructor was articulate, knowledgeable and helpful.

Operations Manager, Austin, Texas

From the Deep Insights Blog – Advanced Negotiation Training Articles:

The Practice of Mindfulness in Negotiation
Is it really a “win-win” deal if one party is unhappy?

“The depth of the material and role-play was good for our group. We will definitely benefit from this course.”

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We Follow-Up

All of our programs come with follow-up. This includes post Workshop follow-up delivered by our Fathom Software. This system delivers one question a day for 2 weeks via email on content. Questions can be answered quickly and are scored. A leaderboard tracks results and a gift is given to the winner.

Private workshops also include the follow-up options below which can be scheduled at any time after the initial experience and expire one year after the session is held. These sessions may used to reinforce continued participant learning by practicing new skills and techniques learned in the workshop. You may choose one option below or discuss a combination with your Fathom Representative:

A. Webinars
B. Lunch and Learn
C. 1/1 Participant Coaching (On-Site)
D. 1/1 Participant Coaching (Phone)