Advanced Negotiation Training
without VAT
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Price without VAT 29 500,00 Kč
Goals
- You'll participate in 4 advanced negotiation simulations and you'll receive feedback from your colleagues and an acknowledged negotiation expert.
- You'll boost your skill to think about negotiation strategically.
- You'll understand even the most difficult complexities of real negotiations and you'll realize that more than half of the negotiation success is achieved beyond the negotiation table.
- As a result of the training, you'll achieve more successful outcomes in negotiating complex deals.
Duration
3 days (8h/day)
Requirements
As the training focuses on the most advanced negotiation skills, the participants should have previous training in negotiation (Negotiation Training with a Professional Negotiator and Strategic Negotiation Training are recommended) as well as practical experience with real negotiations.
Contents
Part I: Introduction to 3D Negotiations " 3D approach: created in Harvard, tested in the world. Why is it beneficial? " 3D negotiation as a result of most up-to-date research and best practices. " When the standard "one-dimension" approach doesn't work. " Naive party map. Adding potential higher-value player. " Party map and their potential positions. Sequential approach to building a winning coalition. " Common mistakes made by even most seasoned negotiators and how to avoid them. " 3D audit of barriers. " Negotiation simulation illustrating points from Part I. Analysis, feedback. " Transfer to practice, anchoring. Discussion, arguments.
Part II: Negotiation Setup
" Getting all the parties right and setting the negotiation process.
" All party map with the internal champion as the higher-value player.
" All party map with influential spouse included.
" Setting all the interests including hidden ones.
" Negative impact of price on rich set of interests. Four master techniques for digging into
interests.
" Psychological traps (the mythical "fixed pie", self-serving role biases, partisan
perceptions).
" How to avoid the traps and how to deal with biased negotiators.
" BATNA, deep analysis and unused potential. ZOPA as a battle line.
" Setting up the order, process and possibilities.
" Full consensus, "DAD" approach, practical checklist.
" Negotiation simulation illustrating points from Part II. Analysis, feedback.
" Transfer to practice, anchoring. Discussion, arguments.
Part III: Deal Design " "Move Northeast" - mutual value creation. " Dovetailing differences to create value. Maximizing the total net pie. " The negotiator's dilemma (productively managing the creating/claiming tension). " The example of structured settlements. " Making long-lasting deals, creating long-term contracts. " Negotiate the spirit of the deal. The underlying social contract. " Negotiation simulation illustrating points from Part III. Analysis, feedback. " Transfer to practice, anchoring. Discussion, arguments.
Part IV: At the Table - Strategies and Tactics " Techniques and methods not mentioned in previous two trainings. " How to shape perceptions to claim value. The perception of ZOPA. " Setting ambitious and realistic price. " Using extreme offers to anchor, keeping flexibility. Couple anchoring. " Norm of reciprocity in negotiation. Key steps of the negotiation dance. " Meta-anchoring: framing the whole negotiation. " Adopting a persuasive negotiation style. " Cultural expectations in negotiation. " Putting it all together. Summary, discussion.
Participants will receive during the training: " Complete Training Coursebook " 3D overview and checklist " Strategic quizzes " Preparation Checklist and forms (form used to prepare for complex negotiations). " Strategic quizzes and puzzles (to be solved as homework for the next part of the training) " Action plan
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Thank you for your interest.
We will do our best to answer and arrange a term.
Training rooms
ALEF operates with training rooms match submarine's style to unexpected, unusual while still being smart and available to work in. We have several type of rooms for small groups and up to larger rooms with modern technical equipment and supportive technologies we provide.
We also deliver the high-quality multimedia sharing for efficient, effective virtual communication on a global scale. In the Competence Center is also available Spark Board. Cisco Sparkboard integrates the most common tools needed for team collaboration in physical meeting rooms into a single elegant device. It also combines white board, video or audio conference features.
All ALEF training centres operates with testing centre that provides full acess to take an exam and get certificate provided by our vendors. ALEF provides to our customer complete management and administration.
Training rooms – Prague
Team of lecturers
Our team - consisting of more than 50 instructors - offers a full range of technological knowledge in the field of routing, switching, security, collaboration and data centers. The expertise of instructors is evidenced by a range of top-level international certifications.
The uniqueness of our lecturers lies mainly in their extensive experience in connection with each project, allowing them to respond very flexibly to any question or suggestion from students, and to pass on their practical knowledge to the participants of these courses. Thanks to the synergy of the company’s reliable operation and many years of experience, we have been very flexible in responding to the changes prepared in the Cisco field, so we can guarantee you a wide range of certified courses that enable you and your colleagues to acquire the necessary know-how for future certification tests.
In addition to the certified trainings, we offer special courses that are focused primarily on the development of the necessary configuration skills.
Karel Pouzar
Senior Solution Architect - Cloud
AWS Certified Solutions Architect – Professional, AWS Certified Security – Specialty, AWS Certified SysOps Administrator – Associate, AWS Authorized Instructor Champion Cisco CCIE R&S #20198, CCNP Ent, CCNP SP
Karel is a Senior Solution Architect for Cloud at Alef. He has long been involved in infrastructure and its virtualization in large networks and data centres of service providers. In recent years, he has been involved in the design and implementation of hybrid Cloud solutions.
He is an avid user and promoter of new technologies, which he capitalizes on as a Cloud Ambassador for the Expert Centre's Infrastructure Team. At the Alef Group, he is the lead trainer for AWS training, where he’s the AWS Authorised Instructor Champion.
Jan Kopřiva
Team lead CSIRT - incident response and offensive security
Multiple certifications & M.Sc. in Cyber security, Multiple certifications & B.Sc. in Education and teaching, Author of numerous security courses
Jan Kopřiva is the team lead of an incident response and offensive security team at ALEF Group and an Incident Handler with the renowned SANS Internet Storm Center. Jan started his career as a blue teamer, but slowly moved into offensive security as well. His current professional interests lie mainly in the areas of security, which traditionally fall within the purview of purple teams. He has authored multiple security courses as well as numerous research papers and articles focused on different aspects of cyber security and he regularly speaks at security conferences and other industry events.
Peter Frolo
Systems Engineer
CCSI# 35715, CCNP Enterprise, SD-WAN Specialist, Devnet Associate
Peter works at ALEF Zero as a systems engineer in the SPRS team. His job is mainly to design and implement network solutions from Cisco's Enterprise class portfolio, based on various Catalyst (9K, 8K) and ISR network elements. He specializes primarily in Software Defined Wide Area Network (SD-WAN) technology, in which Peter is a certified SD-WAN Implementation Specialist. He also participated in the first implementation of SD-WAN technology at ALEF. Peter also works as a certified Cisco instructor with many years of experience.
Jan Janovic
Team Leader, DC-NET
Double CCIE DC|R&S #55858, CCNP DevNet, CCSI #35493, AWS Solution Architect and Developer Associate
Honza is a Datacenter Networking Teamleader at Alef. Together with his team, he specializes in a variety of networking solutions, primarily built on the Cisco Nexus switch platform - traditional vPC architecture, VXLAN BGP EVPN factories, and Cisco ACI. He also focuses on analytical tools, programmability and the automation of all these solutions, as well as their integration with the public cloud. In 2020, he became the Alef Group's first holder of the new CCNP DevNet certification, and also received the DevNet500 award for being among the top 500 DevNet certified engineers worldwide. In 2021 he became the only Double CCIE holder in the ALEF group, and the first in the world to pass any new version of the CCIE exam following changes to Cisco's certification program in February 2020. Honza has logged more than 1,000 hours in the Czech Republic, Slovakia and Romania.
Jiří Šolc
Enterprise/Solution Architect
CCDA, CCNP Collaboration, AWS, ITIL, TOGAF, ArchiMate, IPMA
Jirka works at Alef as an Enterprise/Solution Architect, and is responsible for the comprehensive development of ICT solutions for key customers. He has over 10 years’ experience in technical, consulting and management practice. He has been involved in the design, implementation and management of a number of infrastructure, security, communications and digital transformation projects.
His specialties include the interconnection of the business and ICT worlds through Enterprise and Solution Architecture. This involves extensive communication with people in different roles across roles and organisational structures, the analysis of complex ICT environments, the preparation of projects including advocacy for their benefits, budgets, and interdependencies, and overall strategic ICT development planning. You will see him regularly speaking at conferences and workshops.
Filip Pávek
Senior Security Architect
CCNP Enterprise, CCNP Security, CCNA CyberOps, C|EH, CCSI #35271
Filip works at Alef as a Security Architect and is responsible for consulting, designing solutions, and leading security-technology focused projects. He gained his technical experience as a system engineer, first in Routing & Switching and then mainly in security. Filip is also a certified Cisco instructor, so you could meet him in your educational activities at our training centre. His passion for self-education and spreading technical awareness is also demonstrated by his having been a lecturer at Cisco Academy for over 10 years.
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