About this Event
5D Negotiations. The Big Idea.
Welcome to the ultimate negotiation event! Join us at Park Plaza Leeds for an immersive experience in the art of negotiation.
People usually look at negotiation as a single dimension - one time discussion - The experts look at it as multi dimensional. The value is 5 times more in the other dimensions.
The ability to unlock value through a negotiating process lies not in trickery,it lies in learning a strategy that creates value.
The mission of the 5D Negotiation is to improve the theory and practice of conflict resolution and negotiation by working on real world intervention, theory building, education and training, and writing and disseminating new ideas.
Through 5D Negotiation, the participants - Turn disputes into deals. Transform deals into better deals. Resolve intractable problems.
Negotiating effectively requires the ability to change the game – moving away from conflict and toward collaboration.
Why The 5D Negotiation?
</h4><h4>THE ANSWER IS SIMPLE</h4>
Compromise is not a solution. It’s a compromise. Sadly, most negotiating situations end in a compromise. The 5D framework allows you to create a sustainable solution that is a true Win-Win.
5D is Focused On Getting You 3 Major Deliverables
The Expertise: Learning and applying the expert way of negotiating.
The Framework: Experiencing the framework that creates negotiation success.
The Capability: Enabling the workforce to develop the ability to put learning into practice.
THE 5 DIMENSIONS
1ST DIMENSION
DESK
NEGOTIATING AT THE TABLE’ IS THE MOST COMMONLY FOLLOWED DIMENSION AND PEOPLE ASSUME IT TO BE THE ONLY ONE.
2ND DIMENSION
DRAWING BOARD
IS THE PREPARATORY DIMENSION THAT ALLOWS YOU TO FIND CREATIVE SOLUTIONS TO CREATE JOINT GAINS.
3RD DIMENSION
DEAL CONTROL
IN NEGOTIATIONS THE ‘STRONGER FRAME’ WINS. PERIOD. DEAL CONTROL IS ABOUT GAINING THE STRONGER FRAME.
4TH DIMENSION
DUALITY
THE CAUSE, EFFECT, NEED & PURPOSE OF WIN-WIN AND HOW IT IMPACTS THE LIFETIME VALUE OF CUSTOMERS
5TH DIMENSION
DRIVE TO DERIVE
THIS INVOLVES THE ENTREPRENEURIAL PROCESS OF CREATING THE DRIVE & EAGERNESS IN THE OPPOSITE PARTY.
WHAT WILL YOU LEARN
DIMENSION - 1 - DESK
WHAT IS THE DESK DIMENSION?
When most people think of negotiation, they think of behaviour, communication and tactics “at the table.” This is a significant aspect of negotiation.
The Sessions
Case Study - 1 - Single Issue (Price) Negotiations.
The case study draws upon
- strategies for negotiation,
- common mistakes people make,
- principles for leading negotiations,
- tactics to get mileage in pricing,
- traps to avoid,
- developing a framework to negotiate price.
Case Study - 2 - Multiple Issue Negotiations.
The case study draws upon
- why adding issues is critical,
- how to use multiple issues to your advantage,
- applying trade-offs,
- more issues = more money, how to use this principle
- BATNA, ZOPA, RV - some negotiation principles to make life simpler
- interpreting demands as interests to control the process.
DIMENSION - 2 - DRAWING BOARD
WHAT IS THE DRAWING BOARD DIMENSION?
Is perhaps the most important dimension. Negotiators can then construct mutually beneficial solutions and craft proposals that are low cost to one party but often have great value to the other side.
The Sessions
Preparing for a negotiation
The one page preparation tool kit.
The Solution Selling
Learning to craft solutions to anticipated objections.
The World View
Telling your big story. Often a big story is used to negate the itchy points in a negotiation.
Tactics & Counter-Tactics
Getting prepared with tactics & counter tactics
Body Language
There are give aways in body language. Its very helpful to recognise signals.
The Real Objections
The Objection Framework to figure out the real issue from the inconsequential ones.
DIMENSION - 3 - DEAL CONTROL
WHAT IS THE DEAL CONTROL DIMENSION?
A frame is the instrument you use to package your power, authority, strength, information, and status. The stronger frame has deal control.
The Sessions
Own the Frame, Win the Game
Everyone uses frames whether they realize it or not.
Every social encounter brings different frames together.
Frames do not coexist in the same time and place for long.
They crash into each other, and one or the other gains control.
Only one frame survives. The others break and are absorbed. Stronger frames always absorb weaker frames
Strategies For Frame Control
Case studies and role play practice for gaining frame control.
DIMENSION - 4 - DUALITY
WHAT IS DUALITY DIMENSION?
Is understanding, applying and practicing the win-win negotiations. Negotiation is not a one time extraction, its an opportunity to create a lifetime relationship.
The Sessions
Game Theory Of Economics
Experiencing the Nobel Prize winning game theory of economics. The Win-Win Model.
Conflict Resolution
Converting disagreements and conflicts into win-win scenarios.
Types of Negotiators
There are typically five profiles of negotiators. Its worthwhile to learn how to craft a win-win situation for each of these.
DIMENSION - 5 - DRIVE TO DERIVE
WHAT IS THE DRIVE TO DERIVE DIMENSION?
Drive - is learning how to create the drive in the opposite side to create a compelling need to deal with you.
Derive - is using that compelling need to derive negotiation control.
The Sessions
Marginal Net Worth
Understanding the lifetime value of your clients.
Business Value
What creates value for a business (channel partner) and how to show it.
The Marketing Genius
Using marketing concepts to create the ‘drive’.
B2B Negotiations - The Critical Factors.
Common strategies to deploy in B2B negotiations.
5 Blunders To Avoid
The common ‘drive to derive’ blunders and solutions to them.
Instructor Profile
Dr. Chetan Walia
- is a PhD in Business Strategy and Innovation
- is certified as Harvard Negotiaion Leader and Expert
- is a former Professor for Leadership and Innovation
- is a consultant to Private Equity firms to create business breakthroughs
- is an awardee of Top 100 leaders in education
- has advised over 200 corporations around the world
Chetan delivers the combined value of an experienced global business strategist, senior advisor and facilitator to Fortune 500 companies, academic scholar, and executive coach, on how to generate breakthroughs as individuals or as teams. He consults with global brands and leadership teams of high-performing businesses.
More at https://www.chetanwalia.com/about
You can contact the insturctor with your questions at [email protected]
Testimonials
"The insights, method and formula provided by the program worked like magic. The team saw tremendous opportunity in their own growth as a result of implementing these strategies."
COO at Sodexho
“The program helped us to unshackle our potential and move towards strategic value creation.”
President at Tally Software
“A mind blowing framework with astonishing results.”
ARR at United Nations Conflict Resolution Team
SUMMARY
The Big Idea
People usually look at sales as a single dimension - one time discussion - The experts look at it as multi dimensional. The value is 5 times more in the other dimensions.
Why 5D Negotiations
When you focus negotiations on a single dimension e.g. Price, you have created a W-L situation. the seller will usually be the loser. 5D helps you broaden the perspective to create multiple w-w solutions that helps you generate even more value than anticipated.
3 Major Deliverables
The Expertise, The Framework, The Capability
The Potential
By expanding the scope of nehotiations to multiple dimensions rather than just one - the probability of success magnifies.
Time To Completion
2 Days. 9AM to 5PM on each day.
Inclusions
Printed Workbooks
Negotiation Planners and Tempplates
5D Checklist for Implementation
Lunch
Refreshments
Event Venue & Nearby Stays
Park Plaza Leeds, City Square, Leeds, United Kingdom
GBP 999.00
