TO BE A GREAT NEGOTIATOR

…you need to build a toolbox of skills.

Mastering the art of using the right negotiation tool and approach at the appropriate time and with the suitable person distinguishes the best negotiators from the rest, especially in high-stakes negotiations.

Whether you're entrusted with brokering high-stakes business deals, navigating complex agreements, or adeptly resolving conflicts, your ability to approach every negotiation with our flexible toolbox becomes your ultimate competitive advantage.

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Course Overview

This advanced negotiation skills training program will provide you with a comprehensive toolbox of techniques and strategies for achieving successful negotiations. 

From understanding your personal negotiation style to managing challenging negotiations, and from mastering advanced techniques to overcoming obstacles, this program offers a holistic approach to the negotiation tools that contribute to your success. 

Interactive negotiation role plays, case studies, discussion groups, preparation and feedback will enable you to:

• Develop effective strategies for managing difficult negotiations and challenging personalities.
• Master advanced negotiation techniques and problem-solving skills.
• Acquire insights on leveraging power dynamics effectively.
• Learn leadership skills and effective team negotiation strategies to enhance collaboration and manage group negotiations.

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Course Details

Level 2: The Advanced Negotiator Toolbox

① Personal Negotiation Styles and Dynamics

• Gain insight into your own negotiation style through self-assessment tools.
• Learn how to adapt and respond effectively to different negotiation styles.
• Understand the impact of personal dynamics on the negotiation process.

② Handling difficult negotiations and challenging personalities

• Develop effective communication strategies to navigate challenging personalities.
• Acquire active listening techniques to comprehend underlying concerns and motivations.
• Master conflict management techniques and rapport-building skills for difficult negotiations.

③ Advanced Negotiation Techniques

• Learn negotiation planning and strategy development to achieve desired outcomes.
• Analyze the other party's interests, limits, and motivations to create mutually beneficial agreements.
• Discover how to leverage power dynamics effectively to maximize negotiation success.

④ Overcoming Obstacles

• Acquire strategies for addressing resistance and objections during negotiations.
• Develop techniques to manage emotions and maintain professionalism in challenging situations.
• Enhance problem-solving skills and explore creative solutions to overcome obstacles.

⑤ Leverage and Power

• Understand the concept of leverage and learn how to use it strategically.
• Utilize different sources of power and persuasion to influence negotiation outcomes.
• Employ BATNA (Best Alternative to a Negotiated Agreement) analysis and decision trees to develop a comprehensive negotiation strategy.

⑥ Team Negotiations and Leadership

• Learn effective methods for building and managing negotiation teams.
• Acquire facilitation skills to foster productive group discussions.
• Discover techniques for creating consensus and managing conflicts within a team.
• Develop leadership skills to lead negotiation teams and coordinate available resources.

What do people say about this course:

❝ Business and legal negotiations are increasingly based more on science than art. One can count on one hand the number of people with the knowledge and experience to provide effective, practical training. Claudia Winkler is unquestionably one of them. When she has conducted training for our company, the feedback has been uniformly phenomenal, with some of the participants noting that it was the best training they had ever taken in any subject, ever. ❞

‣ Michael McIlwrath - Global Chief Litigation Counsel at Baker Hughes GE

❝ Truly amazing course! Claudia managed to put so much useful input in a course which only lasted 8 hours in total. Usually, I am a bit sceptical about these kind of courses. What can be achieved in a couple of hours? Answer is: a lot when you participate in Claudia's course. She really knows how to motivate and push her clients. She provides a clear and structured guidance, immediately sees the strengths of her participants as well as their room for improvement and last but not least the course is fun! ❞

‣ Dr Ramon Sieven - Senior Legal Counsel, Public and Regulatory Affairs Manager at Onyx

❝ Claudia's negotiation training was an exhilarating and enriching experience. The case studies were very well drafted and unique. They made me think through and dive deep into the subject. It showed how knowing the core framework for interest-based negotiation along with the little negotiation secrets can make a long-lasting difference in your everyday success. ❞

‣ Swati Joshi - Asst. Manager, Legal at Fidelity Investments

❝ As lawyers, we tend to think we know a lot about negotiations but after two days of challenging workshops, well-fed with updated research and fuelled with excellent discussions, I am now able to choose from a whole new set of different techniques and strategies. Thank you to Claudia for the superb workshop, which is highly recommended to everybody in the legal field. ❞

‣ Christina Taeuber - Legal Counsel at STRABAG

❝ I had the opportunity to be a part of Claudia's Legal Negotiation Workshop. It was honestly such a lovely session - so informative, yet still fun and engaging. I won't be forgetting the takeaways from the workshop anytime soon. ❞

‣ Disha Bhomawat - VP & Corporate Counsel APEC at Marriot International

❝ I love working with Claudia. She is the negotiator's negotiator. She is highly competent, fantastically talented and has great communication skills. I highly recommend working with her. ❞

‣ Prof. Nadja Alexander - Academic Director SIDRA at Singapore Management University

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Learning Modules

Negotiation Mastery for Legal Professionals series comprises of 3 Competency Levels and the course for each Level is held separately:



Level 1 - The Essential Negotiator Framework

➤ Level 2 - The Advanced Negotiator Toolbox

*You must complete Level 1 before taking Level 2

Level 3 - The Master Negotiator Strategy

*You must complete Level 2 before taking Level 3

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SCCA Competency Framework

• Where this course maps on the competency framework.
• View the SCCA Competency Framework​

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SILE-Accredited Activity

• Practice Area: Professional Skills
• Training Level: Intermediate
• Public CPD Points: 7