Negotiation from the executive level
Programme objectives
Benefits of participating in the executive programme
Improved financial indicators such as EBITDA and operating margin, thanks to advanced negotiation skills
The introduction of consistent, standardised negotiation tools will allow more effective management of the negotiation process at a company-wide level, saving time and resources
The training emphasises the role of management in negotiation, reinforcing authority and influence over subordinates and contractors. Engaging in negotiations that actually require it
Improving relationships with key customers and suppliers, supporting the long-term growth of the company
Strengthened HR negotiating capacity, resulting in higher engagement of key employees and long-term returns on human capital investment (ROI)
With the tools and techniques learnt, leaders will become more confident in conducting key negotiations, which will have a positive impact on their ability to achieve long-term business goals
Programme description
Negotiating from the Executive Level is an advanced development programme designed for top executives. The training covers three key areas:
- business negotiations, in which participants hone their skills in negotiating with strategic contractors, clients and suppliers;
- mediation, which teaches how to effectively resolve conflicts and reach agreements in complex situations primarily within an organisation;
- HR negotiations, focusing on talent management, negotiating with key employees and building effective teams.
A comprehensive executive-level negotiation programme provides the practical tools and techniques needed to make strategic decisions at the highest level.
Business negotiations
- the role of the executive in the negotiation process
- collection and management of data within and around the organisation
- Power Statement or setting the negotiating scene for the team
- cultural differences in global business
- managing the escalation process
- pre-emptive negotiation
- building negotiator's authority
- management of the negotiating team
- positive reinforcement of the message
Mediation
- Moore's conflict wheel
- conflict management
- determination of rules
- individual interviews with the parties involved
- management of the joint meeting
- building a positive attitude through „quick wins”
- seeking a common position
- formal closure of the problem establishment of follow-up actions
- impasse management
HR negotiations
- The Triangle of Interest and the Eveneum® Negotiation Compass
- dimensions of negotiation from an HRBP perspective
- the human factor in negotiations
- recruitment negotiations
- negotiations with trade unions
- „framing” in HR negotiations or controlling the process
Programme phases
MSUES 2.0 certification.
FAQ
When purchasing through our online shop, please provide your TAX ID (VAT) number and company name. We will issue the invoice on the day the payment is entered into our system.
Our pricing policy provides discounts for group registrations of a minimum of 4 people. Please contact us directly if you would like to register 4 or more participants for a training course.
The final choice of location depends on the geographical mix of registered participants. Most often, the final location is announced 30 days before the open training date.
20 years' experience in strategic procurement, with 11 years leading consultancy and training projects, 80% of which are developed for specific client requirements. During his career, he has managed teams of direct and indirect buyers at national, European and global level. At Eveneum, he specialises in negotiating training projects and building long-term strategies for clients' cooperation with suppliers. In the area of consulting, he supports customers in optimising processes and preparing the procurement organisation for increasing responsibilities and duties. Ex-lecturer at the European Institute of Purchasing Management in France.
Polish 
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