The document summarizes a two-day training seminar on principles of master negotiation to be held in Budapest, Hungary from June 2-3, 2010. The seminar will provide negotiation strategies and techniques to help participants secure the best deals while maintaining business relationships. Through interactive exercises and role-playing, participants will learn how to identify interests, leverage negotiations, and handle difficult negotiators. The seminar is aimed at mid-to-senior level managers and will be led by an expert in negotiation and sales training.

1. Principles of Master-Negotiation
Must-Have Tools & Techniques for superior deal making
2-3 June 2010 - Budapest
• Do you want to be sure that you secure the best possible deal?
• Are you afraid of the ruining your business relationship with your best customer because of tough negotiation?
• Do you seem to have to fight your corner aggressively, or ally with others, to win the resources you need?
• Do you struggle to get what you want from people whose help you need, but over whom you have little
direct authority?
If so, you may need to brush up your win-win negotiation skills. Join Stamford Global’s inaugural Negotiation
Masterclass and engage in practical dialogues with senior business professionals from across various fields.

2. Principles of Master-Negotiation
Overview
Effective negotiation helps you to resolve situations where what you want conflicts with what someone else wants. The aim of win-win negotiation is
to find a solution that is acceptable to both parties, and leaves both parties feeling that they’ve won in some way, after the event.
This programme explores the nature of negotiation and how skilful negotiation can be used to achieve sustainable and successful business relationships. It
advocates the development of strategic thinking before a negotiation to reduce adversarial conflict and reviews the real merits of win-win outcomes.
The programme looks at detailed preparation within the context of the business and the desired outcome of the negotiation. It considers the processes
involved and advocates the use of a consultative approach to understand the underlying needs, concerns and interests of the other party. The
programme reveals mechanisms to reduce conflict – inherent in most negotiations, and looks at techniques for managing difficult situations.
Learning Objectives
By the end of this interactive programme, participants will have:
• learnt the negotiation process and how to manage each of its different phases
• obtained detailed knowledge of proven negotiating techniques and how they can be applied in different situations (including cross-culturally)
• learnt how to apply the methods of principled, win-win negotiation
• benefited from the maximum opportunity given individually and in teams to practise and integrate these skills under the professional guidance of
a negotiation specialist who is using the concepts and techniques proposed on a daily basis
• learnt how to get the best possible deal/outcome available while maintaining and improving the relationship with customers and suppliers
Course Focus
• Apply techniques and skills to reach a win/win outcome
• Appreciate the needs and interests of the other party to leverage the negotiation
• Have mechanisms to develop and maintain a relationships
• Develop solid communication skills to reduce misunderstandings
• To be able to prepare adequately
Target Audience
This intensive and highly practical and interactive workshop is especially designed for mid and senior managers for whom the success of their
organisation depends on their negotiation expertise.
Particularly:
• Managing Directors & General Managers,
• Procurement Directors & Corporate Buyers,
• Legal Advisors,
• Project Directors & Managers,
• Sales Directors and Managers,
• Business Development Directors & Managers
• Human Resources Directors & Managers
• Strategy Directors & Planners and
• Industrial Relations Specialists,
Course attendees will benefit enormously from the hands-on approach whereby differences in language and culture are taken into account. This course
is open to individual managers as well as negotiation teams who wish to practise in an international and cross-functional working environment. Whilst
this course does not assume any previous knowledge of specific negotiating models and principles, it is a fast-moving and intensive programme that
is suitable for experienced negotiators as well as those who are new to negotiating roles.

3. Principles of Master-Negotiation
Course Agenda
Day One Day Two
08.00 Registration and Welcome Coffee 08.00 Re-Registration
08.30 Welcome Notes 08.30 Negotiation Styles
• Introduction of seminar leader and participants • Review of the main negotiation styles
• Positioning of the programme and objectives • Strengths and weaknesses
• Hopes and concerns • Analysis of own style
09:00 What is Negotiation? 09:15 Interest Based Negotiation
• Exploration of the definition of negotiation • Leveraging negotiations by identifying interests
• Pitfalls in misunderstanding the context of a negotiation • Value priorities
• Exercise • Tradeables
• Brief role play exercise
10:00 Networking Coffee Break
10:00 Networking Coffee Break
10:30 Negotiation Preparation
• Analysis of the fundamentals of preparation 10:30 The Process of Negotiation
• Negotiation range • The key steps of a good negotiation
• Power analysis in negotiations • Behaviours and skills along the process
• Benchmarking • Managing the process
• Key issues
11:30 Role Play Exercise
• Role play preparation 11:15 Dealing with Difficult Negotiators
• Role play • Who is being difficult?
• What to look out for
12:30 Lunch • Contributors to conflict
• Managing tactical approaches by others
13:30 Role Play de-brief
• Analysis of the role play 12:00 Lunch
• Group discussion
13:00 Role Play Exercise
14:30 Trading and Conditional Bargaining • Role/Case play
• Consideration of the principles of trading
• Conditional bargaining 15:00 Networking Coffee Break
15:15 Networking Coffee Break 15:30 De-Brief of Exercise
• Review of exercise
15:45 Communication Skills • Learning points
• The impact of poor communication skills on outcomes • Re-entry into reality
• Vocal delivery and influence
• Body language 16:30 Review and Close
• Action planning
17:00 End of Day One • Review and close of seminar
17:00 End of seminar

4. Principles of Master-Negotiation
Seminar Leader
Nigel is a founding member and director of Competiva, an international sales consultancy and professional training
firm with offices in Switzerland and the UK.
A recognised expert in the field of negotiation and sales leadership, he specialises in the development of people
particularly in the Banking and Insurance industry, however he also has a broad experience of working in other
industry sectors throughout the world.
Aware of the structural factors that are now reshaping companies he has investigated the causes of success as
organisations seek sustainable growth. Currently Nigel spends much of his time working with large organisations
seeking to redefine their markets and create a differentiation from their competitors.
Nigel McConnell Areas of Expertise
Director Industries: Banking, Re-Insurance, Insurance, FMCG, Healthcare
Competiva AG Functional: High level negotiations, complex sales, coaching
Selected consulting and training experience
• Consulting on live deals as an active member of the deal teams (mainly with major banks)
• Sales and Negotiation consultancy and training in many financial services companies
• Chief executive and executive coaching
• Developing sales and negotiation strategies with clients throughout the world
• Consultancy on reshaping the clients’ sales approach and increasing their sales effectiveness
• Sales skills assessments and selection of high performance sales people
Testimonials
“I would be very interested to attend more courses run by Stamford Global. This course gave me a lot of tools and techniques on
business best practices”
Tetrapak
“Nigel McConnell is spot on with his analysis on how to get what you want by exploiting the sustainable and successful business relationships.”
Vice Chairman, America Online
“Useful, practical oriented, very good subjects have been covered, very good and very well experienced trainer, well selected
participants allowing to extend true networking and establish professional relationships.”
ING Bank
“Stamford Global provided outstanding curriculum, and exceptional quality of service. Both the essential business needs and every other
small details was given due attention and fulfilled 100%.”
Blue Bridge
“I found the course extremely valuable. Not only will I find use on themes of the course, but I also admire and take on examples from the
course leader’s presentation skills.”
Rostelekom
“Very useful information to re-consider new insights. Excellent energizer and driver for new ideas.”
Coca-Cola HBC Eurasia
“Sophisticated course in applied psychology that shows how you can change your behavior so you can sell your ideas, especially in sales
situations and other negotiations. The most effective executives will find the result astonishing.”
Member of Management Board, Dupont Corporation
“Judging from this particular event, I have assumptions that the Professionalism is the same in any other activities. Great trainer, full of
information, there was the highest quality of senior professionals in the team workshops.”
GlaxoSmithKline

5. Principles of Master-Negotiation
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2-3 June 2010 - Budapest Sales Contract
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