Course description

Leaders and managers often think that negotiation skills training is only important for those who are directly exposed, such as teams and power negotiators in the organisation.

The reality is that no matter where in the organisation we are, we are negotiating on a daily basis to complete our work. Developing practical negotiation skills in leaders and managers as well as team members is the key to success for any organisation.

These skills teach you to focus on both the result and the relationship in any negotiation, deliberation or discussion.  That’s why negotiation skills are crucial to create greater value for any organisation.

Here is what you and your team can expect to learn from the first step on EIPA’s negotiation training path:

• improve analytical and interpersonal soft skills in negotiation processes;
• negotiate a mandate and build a negotiation strategy;
• prepare and conduct a negotiation;
• build a mapping of stakeholders;
• evaluate your negotiation and decision-making abilities while bargaining on any matter;
• learn how to use practical tools and techniques of negotiation through simulated situations.

The objective of this two-day seminar is to make participants aware of the essential skills and techniques in negotiations. Several simulation exercises expose participants to various situations of negotiation. Debriefing sessions combined with theoretical insight provide participants with crucial learning points and takeaways to master the usual challenges of negotiations.

What will you learn

What essential techniques and negotiation skills will you acquire or improve?

By the end of the training, participants will know how to:

• define a negotiation strategy;
• enforce a negotiation mandate;
• use essential communication techniques to ensure optimal impact in any situation;
• master the most frequently encountered tactics used in negotiations;
• bargain and secure pay offs in viable deals.

Course methodology/highlights

The teaching method – highly operational in nature – uses a bottom-up approach based on several scenarios either hypothetical cases, or real-life cases introduced by the participants themselves.

The simulation exercises offer a learning-by-doing approach, while serving as eye-openers for participants.

The exercises help them acquire essential techniques and tools to negotiate better.

The trainers assist participants in building their individual action plan, aiming at implementing and developing their new negotiation abilities.

How will it help you?

This course will help you to:

• better identify the processes of interpersonal communication with a view to creating a climate of trust and credibility;
• analyse your own attitudes, reactions and preferences in relation to others;
• draw up a list of behavioural parameters to be considered in bilateral negotiations;
• be aware of the main golden rules of interpersonal communication;
• maximise your impact when speaking and conducting formal as well as informal bilateral negotiations.

Free online learning module

Interested in knowing more about the basics of communication? Participants will have access to our online learning platform and our introductory session on communication.

In this online course we lay the groundwork to help ensure that you and your team are not being held back by your communication techniques. Learn about interpersonal awareness, active listening and bias through our self-reflective training.

Target group

Representatives from the private or public sector, officials from national, community and international organisations and agencies, who are involved in preparing, assisting in or conducting bilateral negotiations, either internally or externally at any level.

Anyone who regularly engages in bargaining or consultations with other parties during the course of their work.

Course venue
European Institute of Public Administration (EIPA)
O.L. Vrouweplein 22
6211 HE, Maastricht
the Netherlands

Programme Organiser
Ms Noëlle Debie
Tel: +31 43 32 96 226
n.debie@eipa.eu

Fee
The fee includes documentation and refreshments. Lunches, a reception or dinner are included if mentioned in the programme. Accommodation and travel costs are at the expense of the participants or their administration.

Discounts
EIPA member fee
EIPA offers a discount to all civil servants working for one of EIPA’s supporting countries, and civil servants working for an EU institution, body or agency.

Who are the supporting countries?
Civil servants coming from the following EIPA supporting countries are entitled to get the reduced fee: Austria, Belgium, Bulgaria, Cyprus, Czech Republic, Denmark, Finland, France, Germany, Greece, Hungary, Ireland, Italy, Lithuania, Luxembourg, Malta, the Netherlands, Norway, Poland, Portugal, Spain, Sweden.

For all other participants, the regular fee applies.

Early bird discount
The early bird discount is not cumulative with other discounts or promo codes, except for the EIPA member fee.

Meals
Lunches, the reception or dinner will be served at a restaurant in town. Special dietary requirements (e.g. vegetarian, diabetic) can be indicated once you receive the confirmation of the course.

Confirmation
Confirmation of registration will be forwarded to participants on receipt of the completed online registration form.

Payment
Prior payment is a condition for participation.

Cancellation policy
For administrative reasons you will be charged €150 for cancellations received within 15 days before the activity begins. There is no charge for qualified substitute participants.

EIPA reserves the right to cancel the activity up to 2 weeks before the starting date. In that case, registration fees received will be fully reimbursed. EIPA accepts no responsibility for any costs incurred (travel, accommodation, etc.).

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