This document summarizes a 2-day negotiation leaders course taking place November 7-8. The course will teach 10 key negotiation principles and how to apply them through a "four A" system. Participants will complete interactive sessions and negotiation scenarios. The goal is for participants to qualify as three-stripe negotiation leaders and gain new skills to apply to negotiations.
3. Have you ever
wondered how
underdogs and
‘good guys’ win?
How can a smaller force, out-numbered or
out-gunned, seize victory?
The answer lies in the
motivation of a higher purpose,
by doing your homework, by
planning better, being smarter
& more ambitious, by using the
right tactics and by being more
agile once the fight has started.
Apply these principles to your
negotiations and even up the odds
in any scenario.
4. Learn about
the 10 key
principles
1. Intelligence
2. Training & practice
3. Mission
4. Priorities
5. Aiming high & forecasting
6. Tactics
7. Teamwork
8. SOPs
9. Camouflage
10. Communications
5. …and how your
team can apply
them to
negotiations
through the
‘four A’ system.
• Acquire
• Ask
• Aim
• Apply
6. We surveyed buyers
and sellers with an
average service of 13
years, a €20m budget
and negotiating
6 times per day
• 89% think they are negotiating collaboratively
• 58% have no negotiations training
• 72% have less leverage than their opposition
• Yet 60% feel they are getting what they want
It’s not as collaborative as you think
You’re aiming too low
It’s costing your business money
7. Who can benefit from the course?
The course is targeted at buyers and sellers in retail and
manufacturing industries.
Candidates with all levels of experience will benefit from
Alpha Group training. Negotiations skills can be layered
up so new recruits can start with a clean sheet. More
experienced candidates will learn new skills and a new
approach, whilst being reminded of pre-existing
knowledge.
The course is delivered as a two-day format with
participants qualifying as three-stripe negotiation
leaders. There are no pre-requisites for the course. The
defining factor is your own ambition.
8. How does it work?
The on-line pre-course survey allows
the course objectives to be tailored
specifically to the group.
Pre-read materials support candidates
to participate fully in interactive
sessions.
Negotiation scenarios are designed to
test both individual and group
negotiation skills. Roles are rotated so
there is nowhere to hide.
The course can be delivered at your
location, using your facilities to keep
costs down.
Course content?
• Market dynamics discussion
• Review of pre-course survey
• Definitions of negotiations
• 10 key military principles
• The ‘4-A’ negotiation system
• Types of negotiation and opposition
• Tactics & counter-measures
• Practice Scenarios
9. Agenda Day 1
Start End Session
09:00 09:30 Introductions & Icebreaker
09:30 10:00 Market Dynamics
10:00 10:15 Definitions of Negotiations & The ‘4-A’ Approach
10:15 10:45 Review Pre-Course Survey
10:45 11:00 BREAK
11:00 11:15 Ten Military Principles
11:15 12:45 Acquire, Ask & Aim
12:45 13:15 LUNCH
13:15 13:45 Scenario 1 Negotiation
13:45 14:00 Review Scenario 1
14:00 15:30 Apply
15:30 15:45 BREAK
15:45 16:00 Negotiation Types
16:00 16:30 Scenario 2 Preparation
16:30 END DAY 1
10. Agenda Day 2
Start End Session
08:00 08:15 Scenario 2 Final Preparation
08:15 09:30 Scenario 2 Negotiation
09:30 10:00 Scenario 2 Review
10:00 10:15 BREAK
10:15 11:15 More about tactics & counter-measures
11:15 12:15 Scenario 3 Preparation
12:15 13:00 LUNCH
13:00 15:00 Scenario 3 Negotiation
15:00 16:00 Scenario 3 Review
16:00 16:30 Wrap up
16:30 END COURSE
11. “Malachy’s experience and his industry examples were both interesting
and insightful”
“Although draining, I really enjoyed the role-playing!”
“Role-playing both sides of the table was very informative and made
learning fun!”
“an excellent course and good insights into buying techniques”
“Great detail and insight from Malachy – not what I expected from an
ex-buyer!”
“Malachy gave us an actionable tool-kit for future negotiations”
Testimonials
12. Key
Skills
• Team leadership
• Buying & tendering
• Negotiating
• Private label
• Food technology
• Marketing
• Strategy Development
• Fresh food retail
Malachy O’Connor has enjoyed a 20 year career in the
grocery retail trade. With a 1st Class Honours Degree in
Food Science, Malachy has senior experience across
technical, commercial and marketing roles in c-store,
multiple and discount retailers.
