The Creative Negotiator
This workshop focuses on the concept of Value Creation in
negotiation and provides delegates with a practical set of
techniques, skills and insights which they can apply to their daily
negotiations to create more profitable, more robust, more
The Complete Skilled and New Negotiator workshops provide
breadth by defining the approach to a multitude of potential
negotiation scenarios. The Creative Negotiator delivers depth
by focusing on how to create and maintain truly collaborative
negotiation relationships. This enables negotiators to reconcile
opposing positions without compromising their own interests and
create contracts that generate measurable benefit for them and
Who should attend?
The Creative Negotiator uses the skillset acquired on The
Complete Skilled Negotiator as a platform on which to build
incremental competence; and for that reason the workshop is
exclusively for those who have previously attended The Complete
The workshop will benefit those who negotiate multi-issue
agreements with long-term business partners and are seeking to
drive further value from those relationships.
In tough economic times, in mature markets and in long-standing
business relationships, creating value is not easy. If it
were, everyone would be doing it. The Creative Negotiator is
for those who can see the potential in their negotiation
relationships and are intent on maximising it.
What does the workshop cover?
The Creative Negotiator addresses the challenges faced by
negotiators the world over on a daily basis.
- Managing relationships through conflict
- Coping with unilateral demands
- Creating trust in negotiation
- Broadening negotiation agendas
- Thinking laterally to create sources of value
- Negotiating through ambiguity
- Converting interests into agreements
- Negotiating future risk and uncertainty
- Design, structure and sequence of negotiation
- Negotiating with remote parts of organisations
- Aligning interests to create common purpose
- Designing compliance into contracts
To help delegates identify the skills and behaviours needed to
cope with these challenges, we have broken the makeup of the
Creative Negotiator down into three easily recognisable
- The Diplomat
- The Architect
- The Deal Maker
The workshop is an exercise in discovering the combination of
skills required to address these challenges and create agreements
that are more workable, more sustainable and more valuable.
Delegates will leave the workshop with the motivation to look at
their negotiations from new, previously unconsidered perspectives
and the skills, techniques and tools to act upon their insights and
create commercial reward.
To help them do this, time is allocated during the workshop for
the consultant to facilitate a delegate discussion about how the
workshop learnings can be applied to 'live' negotiations.
Delegates are encouraged to record these potential applications as
action points for their return to work.
At the end of the workshop, delegates make a commitment to
implement changes to the way they plan and conduct their
negotiations. A copy of this statement is forwarded to their line
manager and / or L&D business partner. Each of
these will receive a coaching manual from The Gap Partnership,
outlining how they can best support delegates as they use what they
have taken from the workshop in their day-to-day negotiations.