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The Excellencein Negotiations® NegotiationAcademyis a series of flexible and cutting-edge negotiation training courses tailored to the needs of difficult business negotiators, buyers, salespeople and managers.
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\r\n Negotiation Academy - Excellence in Negotiations©℠
\r\n \r\n Maximum practice, real results. A flexible closed-door training program \"tailor-made\" for your organization's goals. Simulations, cases and tools \"right away\" to have more effective conversations, increase the value of contracts and build better cooperation with customers and suppliers.
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\r\n \r\n \r\n Who is closed-door negotiation training for?
\r\n \r\n - Negotiators having difficult commercial and purchasing conversations,
\r\n - Salespeople, buyers and those responsible for contracting,
\r\n - Managers and executives negotiating internally and externally,
\r\n - Teams operating cross-culturally and in international markets.
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\r\n \r\n\r\n \r\n \r\n What competencies and outcomes will you achieve?
\r\n \r\n - Psychology of negotiation - psychological laws, ethical influence, reactions to pressure, resilience to stress,
\r\n - Strategy and process - BATNA/WATNA, 3S (Strategy-Scenario-Style), stages and tactics of talks,
\r\n - Communication - styles, non-verbal communication, leading questions and summaries, relationships,
\r\n - Cross-cultural negotiation - values and styles, attunement, protocol and etiquette,
\r\n - Legal aspects (optional) - clauses and contractual provisions with a lawyer.
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\r\n \r\n\r\n \r\n \r\n \r\n \r\n - Needs survey and competency leveling - baseline and objectives,
\r\n - E-learning and negotiation games - content and games available online 24/7,
\r\n - Workshops with the trainer - intensive practice (stationary or online) on real cases,
\r\n - Mentoring / coaching - support for implementation of tools into daily work,
\r\n - Evaluation and certification - certificates with description of acquired competencies (optional).
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\r\n \r\n\r\n \r\n \r\n What standards and methodology do we use?
\r\n \r\n - Tailor-made program for the industry, level and culture of the organization,
\r\n - Maximum practice: simulations, role-play, case studies,
\r\n - Blended learning: workshop + e-learning + mentoring,
\r\n - Ready-to-use tools: checklists, templates, questionnaires,
\r\n - Clear criteria for evaluating results and development feedback.
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\r\n \r\n\r\n \r\n \r\n What kind of certification can you get?
\r\n The program can culminate in CIPN® (Certified International Professional Negotiator) certification or be delivered in a non-certified version - according to the needs of the organization.
\r\n \r\n\r\n \r\n \r\n Why develop negotiators with Heuresis?
\r\n \r\n - 20+ years of experience in negotiation training for business,
\r\n - Optimized time with no loss of efficiency,
\r\n - Exclusive practice - real cases, simulations, tools \"right away\",
\r\n - Tailor-made for your goals and context,
\r\n - Trainer-practitioners focused on solutions and results.
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\r\n\r\n \r\n \r\n \r\n\r\n \r\n \r\n What can you do from tomorrow as a negotiator?
\r\n \r\n - Build a package of goals: must-have, nice-to-have and \"value-for-value.\"
\r\n - Determine BATNA/WATNA and minimum acceptable outcome - write them down,
\r\n - Develop a stakeholder map and possible conversation styles of the other party,
\r\n - Practice pausing silently (3-5 s) after the offer - give space for response,
\r\n - Prepare 3 opening questions and 1 neutral \"bridge\" to an impasse,
\r\n - After the meeting 10-min debrief: what worked, what to change, what to confirm in writing.
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\r\n \r\n\r\n \r\n \r\n \r\n Contact us - we will prepare a program and schedule tailored to your goals, industry and experience level of your team.
\r\n If you're looking for an offer for individuals, check out our Excellence in Business Negotiations©℠ open training courses.
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\r\n\r\nWe build our courses using the following tools:\r\n\r\n
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Interactive e-learning
with monitoring of participants' progress
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Training
attractive in form classes honing specific groups of negotiation skills
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Blended-learning classes
inspiring mix of interactive e-learning and workshop classes
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Coaching/mentoring responding to individual needs of particular participants
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Negotiation games
in a traditional form making learning more attractive and highly engaging
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Psychometric tests
test examining resistance to stress
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If you are hesitating which form will be best for your organization - call and talk to us about your needs! We will choose the formula that will be most effective for you!
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What subject blocks can be included in negotiation training?
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We offer a full range of training that prepares you for difficult conversations and enables you to conclude satisfactory agreements.
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Psychology of negotiation
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- Psychological laws of negotiation
- Exerting social influence during negotiations
- Self-analysis of reactions to social engineering
- Professional competencies of a negotiator
- Psychological laws as a basis for techniques and tactics
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Conducting negotiations
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- Preparation for negotiations - BATNA
- Negotiation process - stages and course
- the 3 S's of negotiation - Strategy, Scenario, Style
- Methods, techniques and tactics used at different stages of the negotiation process
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Effective communication
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- Conditioning and cultural differences in negotiation processes
- Negotiator's country of origin vs. values and negotiation style.
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Etiquette in the negotiation process
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- Diplomatic protocol, or \"who before whom\"
- Etiquette in negotiation talks
- Behavior in various negotiation and business situations (conferences, receptions, meetings)
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Legal issues that are worth negotiating
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A custom-built module can be led by legal advisors who will help refine the preconditions and boundary conditions of negotiated agreements.
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Examples of tools that participants in the negotiator training will prepare or receive
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Each participant will receive a script, knowledge pills and access to the knowledge base on the e-learning platform, and more:
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Psychology of negotiation
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- Psychological laws governing related negotiation tactics
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Etiquette in the negotiation process
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- Diplomatic protocol, or \"who before whom\"
- Etiquette in negotiation talks
- Behavior in various negotiation and business situations (conferences, receptions, meetings)
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Why is it best to develop with Heuresis from negotiations?
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We have experience
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Heuresis Sp z.o.o. has over 20 years of experience.
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The effect counts
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Our Academy for clients, combines diverse methods of individual work.
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We like challenges
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We conduct and have conducted classes for negotiators of companies in the most advanced industries: aviation, automotiv and BPO. In total, several hundred people.
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Time counts
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We are the only ones to offer time-optimized courses. The methodology we use has allowed us to reduce the time of participation in training by half on average.
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Exclusively practical
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Classes are practical and contain only content and tools ready for professional use.
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Practical trainers
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Our trainers are focused on training effectiveness and solving participants' problems.
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We do an individual quote for each client based on identified needs.
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If you want to find out how much a training session would cost your company, fill out the form and we will get back to you with a quote:
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Closed training inquiry form
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[s4n_form_heuresis_query_o_training_z]
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\r\n Frequently Asked Questions (FAQ)
\r\n\r\n Who is the Negotiation Academy training for?
\r\n The program is aimed at negotiators, salespeople, buyers and executives, i.e. anyone who has difficult business conversations.
\r\n\r\n Is the training practical or just theoretical?
\r\n These are fully practical workshops - participants analyze real cases, take part in negotiation simulations and receive ready-to-use tools to apply immediately after the training.
\r\n\r\n Is it possible to get a certificate after completing the training?
\r\n Yes - a certified version is available, where participants receive a certificate with a description of the competencies gained. There is also a training option without certification.
\r\n\r\n Will the training help increase the value of contracts and improve cooperation with partners?
\r\n Yes - training is designed to enable participants to negotiate more favorable terms, increase the value of contracts and build better relationships with customers and suppliers.
\r\n\r\n Is the training tailored to the industry and experience level of the participants?
\r\n Of course - each time we precede the program with a needs survey and competency leveling to tailor the topics, difficulty level and tools to the specifics of the participants and the industry.
\r\n\r\n Does it correlate with BATNA practices, psychology and cross-cultural negotiations?
\r\n Yes - we cover modern methods such as BATNA, psychological techniques, intercultural negotiation, non-verbal communication and business etiquette.
\r\n\r\n How large are the groups and what is the format of the training?
\r\n We prefer groups of up to 12 people to ensure comfort and better workshop results. Trainings are conducted online or onsite, depending on the client's needs.
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If you want to refer negotiators for open training, we invite you to visit: /training-and-certification/open-training/excellence-negotiations-csm-course-training-for-negotiators.
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