Negotiation for Business Leaders


Negotiation for Business Leaders

Course Description:

In Negotiation for Business Leaders, you’ll learn the tools and techniques FBI Hostage Negotiators, such as Chris Voss, and other experts use to insure they get the very best outcome from each negotiation. This unique course is built upon the many years of experience in international crisis and high stakes negotiations which have been transformed for use in the business world.  Don’t find yourself on the other side of the table without this knowledge!

Learning Objectives:

  • Learn the Negotiator types: What type are you? Your opponent?
  • Understand the role of empathy in negotiation
  • Prepare to negotiate even before you meet the other party
  • Ask productive “calibrated” questions
  • Three effective approaches to bargaining
  • Introduction to team negotiating tactics  (Team negotiation skills are taught in more detail in our Advanced Class)
  • Pulling it all together for a WIN

Simulations and role-playing during the live course help you not only learn but master these techniques.

Who This Course is For:

  • Complex Sales Professionals
  • IT or Procurement Professionals in charge of multi-million-dollar / multi-year contracts
  • HR Professionals
  • Any Executive who wants to get the most out of their staff and teams
  • Anyone who is tired of having to give away too much to save a deal or seeing deals crumble

Prerequisites:

There are no prerequisites for this course.

Used by Permission of © 2015 BlackSwanLTD.
ALL RIGHTS RESERVED

Certification Earned:

Course participants who successfully complete this class earn a Certificate of Completion and qualify for points toward their Badges on the Leadership Elevation Framework.

 

Used by Permission of © 2015 BlackSwanLTD.
ALL RIGHTS RESERVED

Faculty:

Brandon Voss is the Director of Operations at The Black Brandon_Voss_-_1
Swan Group and has been instrumental in adapting the FBI’s hostage negotiation techniques to the business world. In addition to training clients, Brandon has guest lectured at USC Marshall School of Business and Georgetown McDonough School of Business.

 

A lecturer, author, and trainer with 29 years of law enforcement
experience, 20 of which as member and leader of hostage
negotiations teams. Derek has trained across the US and around the world, instructing organizations in how to apply hostage negotiations practices and principles to the business world.

As a member of the Black Swan Group, he presents seminars, workshops, and in-house training programs to financial institutions and advisers, national and international business schools, law enforcement and foreign military personnel.  Derek is a hostage negotiations and incident command subject matter expert who frequently speaks at regional and national hostage negotiators conferences.  His presentations are engaging and filled with useful techniques for understanding human behavior and improving interpersonal communications.  His training has helped business leaders from various parts of the globe increase their performance and by extension, increase that of their employees.

Testimonials

“This course was engaging, entertaining, and very informative. The tools and techniques reviewed in this class empower one in business negotiations, and also in daily interactions with others whether business or personal. As an example: I used one of the techniques to attain a 10% deduction that was not otherwise offered on a $2,000 purchase saving me $200.00.  I would highly recommend this class to all seeking to improve their communication skills both in a business and personal setting.”

“One of my biggest takeaways was how to listen and learn from other people’s perspectives – this is a fundamental change in the way we normally communicate and you have to practice it…”

“I came to realize that negotiation sometimes has nothing to do with price – it’s disclosing information, sharing resources, discussing terms, etc. Having the leaderboard made me reflect on the techniques all the time.”

“I thought I knew everything about negotiation until I took this course. The Black Swan approach helps get to the missing pieces of information in a negotiation.”

OMNIKRON CERTIFIED CHANGE AGENT

This certification is proudly awarded to students who successfully complete the NEGOTIATION and COLLABORATION coursework in Omnikron’s Leadership Elevation Framework. [The Leadership Elevation Framework is a trademarked Omnikron methodology]. Effective Negotiation skills are a critical component of the Leadership Elevation Framework™. Collaboration is also a critical component of any leader’s toolbox. Collaboration coursework includes Change Management Foundations and Practitioner Certifications from the Change Management Institute; Project Management Certification via the Project Management Institute; Project Rescue coursework developed by Kepner and Fourie; Scrum Certification, DevOps and/or other customized Agile Training; Business Relationship Management Certifications, accredited by the Business Relationship Management Institute.

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