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Negotiation

Good Results and Good Relations - Quickly!

Solutions Focused Negotiation
with Shakyakumara and Mark McKergow

Dates

New improved format for this 2 day course: first day June 30th, second day July 20th 2010, Central London.

Download your FREE white paper on SF negotiation for more information and extra course discounts.

Sometimes you can negotiate quickly. Sometimes you can get what you really want. And sometimes you know you've built a good solid working relationship. But how often can you get all three?

The MAGIC negotiation model is all about creating agreements both sides want to keep, while building good relations, and not wasting any time in the process. There's a clear structure that makes negotiation quick, easy and enjoyable to learn. People often report dramatic increases in confidence from just a little practice with MAGIC.

"MAGIC negotiation does exactly what it says on the tin - two days of logical progression through to a series of negotiation techniques which are indeed magic." - Paddy O'Brien, author, and director of Lifelab Ltd

MAGIC is a way of going about seeking solutions which are better for both sides - better than current positions, better than mere compromise. The process guides discussions towards joint solution-building, which can be quite enjoyable and creative. It's a collaborative process so relations naturally improve.

"My confidence to represent my interests effectively went from 2 out of 10 at the beginning of the coaching session to 8 out of 10 at the end. This change proved to be a sustainable one - the acutal negotiation went very well." - Peter Szabo, author of Brief Coaching for Lasting Solutions

But what about negotiating in the face of hard-nosed bargaining, or dirty tricks? MAGIC offers ways of respectfully acknowledging the other - without in any way giving in. It gives ways to bring the conversation back to the real work: building a solution which will work for all. MAGIC gives people confidence to hold their ground, and the clarity to avoid being taken for a ride. It gives the confidence to know when to say yes - and when to walk away.

Done badly, negotiation can consume much of our working - if not waking - lives. How much time do we spend in meetings, waiting for people to reach agreement? MAGIC negotiation offers a better way, to step beyond stuck positions and quickly reveal ways forward for all.

"After using MAGIC to negotiate my first ever freight-forwarding contract, the Sales Manager told me I was a good negotiator and I should learn to play poker!!" - Isabelle Felix, International Logistics Manager, Windhorse:Evolution

The MAGIC approach to negotiation builds on the work of the Harvard Negotiation Project.

MAGIC innovations include:

1. A memorable framework. This makes for ease of learning and precision in guiding negotiations
2. Solutions-focused tools for simplicity, clarity and efficiency

You might be negotiating a major new contract with a powerful opponent, or a way forward in a meeting with a trusted colleague. You might be negotiating with a provider or customer, a collaborator or your boss. Whatever the situation, good negotiation skills can help you get better results, more quickly - and improve relations in the process.

This course covers:

1. The ART criteria for successful negotiation
2. The MAGIC negotiation framework
3. Building your toolkit: both conventional and Solutions Focused
   negotiating tools
4. Skills for preparation, set-up and at-the-table negotiation

Outline Programme:

DAY 1:

• the criteria for excellent negotiation
• different ways of reaching agreement
• the MAGIC negotiation framework
• ways to discover truly win-win solutions
• effective preparation
• practice on a case-study

DAY 2:

• reconciling conflicting interests
• creating win-win solutions even under competitive pressure
• dealing with powerful opponents and other real-life negotiation challenges
• building your "negotiation toolkit"
• practicing on real examples

There is an emphasis on learning and developing practical skills that you can immediately apply, in any situation where you want to reach agreement. To enhance the learning and minimise the interruption to work-schedules, the course is spread over a month. Between the two days of training, participants may spot opportunities to use the material in their real work. We find that their experiences, learnings and questions greatly enrich the learning on day 2.

Who should attend?

Anyone wanting rapid development of their negotiating skills - including

• public sector commissioners and providers,
• private sector sales people and procurement agents,
• leaders and managers,
• consultants and trainers

Investment - £499 + VAT - Early Bird price £399 + VAT
(SFCT member just £349 plus VAT)

Investment is refundable against any in-house training booked in the next 12 months, so come and check it out.

To book your place email info@sfwork.com, or call 08453 707145 (UK) or +44 1242 511441 (outside UK). Let us know which course you are interested in and we will contact you to finalise the details.

"The course design and pace enabled me to learn negotiation techniques that WENT IN. I had an important negotiation soon afterwards and found that my thinking was creative and focused - I had so much more confidence! I got everything I hoped for without compromise, directly because of the MAGIC technique. Well worth every penny!" - Julie Gregory, Director, Clear & Creative People

The programme takes place at Baden Powell House, Queens Gate, London SW7 5JS (next to the Natural History Museum). Early Bird prices are available for bookings made, and paid for, four weeks before the programme starts. Substitutions can be made at any time. Course investment includes materials, refreshments and lunches.