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Our Clients
This is one of the best courses that I have attended. The attendees inside and outside of my team still talk about it positively, and my other team members would really like to be trained as well. Unfortunately, my organzation does not have adequate budget to support additional sessions this fiscal year.
I still believe that this was one of the most fun and educational trainings I have ever attended. Despite the training being arranged over long days, it seemed short and all students were completely engaged throughout the training - that by itself is remarkable!
The training was excellent. The skills and tools can be used to increase productivity from our day to day work.
Great experience and want to be a better negotiator and open my eyes to getting more proficient with Business based classes as well. Goes hand in hand.
The training was really good. I think we need to review the principles on a periodic basis so that we can keep the skills afresh and it comes in as second nature after a while.
This training has given me tools and a skillset in being more effective in negotiations to get what I want in a deal.
Creating the Trading Plan and prioritizing the objectives and goals for both your team, as well as anticipating, uncovering, and ranking the other team's priorities for a strategic negotiation conversation. Also, the live Role Playing exercises were engaging and very helpful for putting into practice the techniques we learned. Very thorough content. Our trainer was knowledgeable and conversational, with examples and stories, to help provide real-life scenarios and applications.
For me there were several things that I liked. Structured approach, how to build trading plan as well as what to avoid, what kind of techniques can be used to achieve the best possible deal, where to avoid, compete, collaborate or compromise. Also I liked how to differentiate knowing your personal preference (blue, red etc.)
I think there was a tremendous amount of work done by the trainer to make it relevant to our field. So he could present us the tools that work in any negotiation but also he made it relevant to what we needed. Very effective.
The content was enhanced with real life stories and we had lots of opportunity to practice learnings via role plays.
The trainer and the role plays. it was also really helpful to get your own behavioral profile to help with focusing on specific areas to change.
It gave me great insight into how to "read" other people and look for signs on them trying to manipulate me. My role is heavily dependent on working closely with peer teams and convincing them to follow the processes I am implementing. If I am better able to gauge their level of agreement, then it is easier to proactively adjust my strategy.
The role plays were the most interesting parts of the training. I also enjoyed the profiles and sharing how all my team members stack up to the profiles. I think knowing that about yourself and how it relates to others gives another perspective into negotiations. I think we should have done a small video negotiation in the beginning and then do one at the end to see compare the differences.
This was an amazing course! Everything in the course was a net new learning for me!! Truly one of the best, if not the best courses I have taken. We may have tried to cram in a bit much for 3 days. 3.5 or 4 days would have been better.
I liked the tools and the practice sessions very much. I like how the modules build upon one another and the how the left/right brain sessions informed our approaches to the sessions and confirmed why I'm in a Sales facing role.
The case studies were really good as they were dealing with real life scenarios. Also, this training provides you with a methodology for your approach which could be very useful in any kind of real life engagement.
Role playing various scenarios was very helpful in putting skills learned during the class into practice.
Profile and interpretive report was very useful to judge/assess the self and peers and try to change our negotiation skills to make it positive and create more win-win situations.
First, our trainer's experience was captivating with his delivery and effectiveness; his credibility was immediate. Secondly, I have always felt one of my stronger attributes was on my influencing ability upstream and downstream. This training really helped me pinpoint where I need to better improve on my communication style, my presence, and the structured thought process leading into and during meetings/conversations going forward. Our trainer really helped me realize this. He made some a few subtle comments as public class communication, which I did not overlook, where it was subliminally a responding comment to my previous interaction. It was taken as constructive feedback and made me go a little deeper on my leadership. Overall, I liked multiple things about the training. Time Mgmt was good despite the room changes we stayed on track. It felt like a 4 day class into 3 days.
I liked all the modules of the entire course. In particular I liked 'Sweet Nature' and 'Ask BU' negotiation live role play sessions. It was very well prepared and delivered by our negotiation expert and very well organized by our manager.
The real life negotiations between the two teams.
Exercises parts of this training to really practice negotiation skills.
Competitive versus collaborative styles, thinking preferences, negotiation quadrants and most importantly SWOT Tool and the lively exercises. Some days were very long, make the training a bit shorter.
This training was very interactive. The instructor would not lecture us but he would coach us. He made us see our weakness ourselves through exercises and the scenarios he had created, similar to real life situations, and coached us to improve our negotiation skills as we moved through the training. I found it really refreshing.
The engaging style in which everyone was required to participate. This is similar to Cisco internal training classes currently reserved for Sr. Managers and executives.
The training seems so customized and appropriate for me individually and our team.
Video review and role plays were great.
Exciting, new and existing ways of growing business and develop better processes. Review of videos was invaluable. Reinforcing key information whilst building good ground.
Stories to support brought the theory to life and gave confidence that the theory works. Practicing and the case studies were great. Getting comfortable preparing was very useful and gives you confidence.
The trainer's style is very encouraging and engaging. Enjoyed the case studies and group participation was fun, encouraging and easy to learn.
Enjoyed sharing real life experiences from others and the blend of theory s practice was great.
It was interesting to see and hear feedback on style during video review.
Life stories anchor the principles and gives real credibility to the training team. Found persuasion and influence module very practical.
Course was very fluid and I could practice what we had just learned with case studies. Enjoyed the video on persuasion tips and rules how to make people say yes more often.
Enjoyed enthusiasm and knowledge of instructors, including the stories. Good flow and interaction during course. The case studies were interesting, the stories that illustrated different points were great. Good team work.
Great practice and review of case studies. The interaction and contribution from others is great to learn from. Really liked the detailed information for each topic that was covered by the trainers. Great learning from the reviews of case studies. Environment was real safe and comfortable to receive feedback.
I liked the number and variety of case studies.
The video review was a good opportunity to review personal style and look for ways to adapt.
Enjoyed video analysis, feedback and power of role plays. Content was well presented, liked the fact that real case studies were used. Examples from other industries are powerful. Good four days!
Great presenter, interesting examples, well planned session. Was great to role-play with Diageo colleagues.
Good practice, liked the role plays and working with small teams. I refreshed my skills, it was a good wake up call. Learned preparation: now I think more to get to the bottom outcome. Six principles Cialdini video was very interesting, real and relevant case studies, good processes, skills learned and tools provided.
Cialdini video was enlightening and valuable. Review of case study highlights significant issues in process and outcome. Relaxed open forum, enjoyed the examples used. Good flow with deep knowledge and understanding.
Open and relaxed forum. It was very relevant to our roles at Diageo.
Liked the role plays, activity based learning and putting case studies into practice.
Enjoyed the use of real examples to bring theory to life, practice and role playing. Lots of engagement and activity, the day was broken up well and went quickly.
I enjoyed the variations and the practice preparation.
Whole brain profile and analysis were my favourite.
Case studies and discussion that followed up were very useful.
I enjoyed the small group sessions.
Liked learning and listening to an interesting trainer. Enjoyed the team case studies and highlighting the simplicity of negotiating better.
It was good to became aware of the negotiation tactics.
Good examples and case studies, group discussions, experiences and good breakout time. Watching every level during role play was great.
Good facilitator and relaxed approach. Enjoyed the lessons in negotiation, trainer's humour and understanding other people.
Enjoyed everything. Language: how to wrap it, BATNA and learning how to confirm a process for negotiation. Understanding left and right brain and where I fit was very good. Learning TKI tactics and how to identify them was very beneficial. Liked observing and commenting on role plays.
The examples that brought the learnings to life were all great and kept energy levels high, I am looking forward to putting more case studies into practice. Personal profiles were a great insight for development and six principles Cialdini video was excellent.
Video review was very good to see areas of improvement. Case studies were great, paced picked up to a good level. The negotiation process was very insightful and a great learning. Thoroughly enjoyable.
Hands on role plays, great group interaction and team environment.
Great passion from the speaker for the subject. Good that our sales director kicked it off. Loved the 6 principles piece and want to put it into practice. Loved the stories, good reference material, great to do it with peers, enjoyed dynamic of group negotiation. The expert insight is very valuable, active participation through live case study, always fun and engaging.
Good use of a variety of examples and members opinion encouragement. Cialdini video was fascinating. Some great insights and examples
I was really into the theory, enjoyed understanding the whole brain profiles and how it conforms to others, it was very informative. Enjoyed role plays, case study, identifying on styles and behaviours, the tools that we will take away and the fact that support is available after the course.
The discussions were very valuable and the negotiation session and review were beneficial.
The case studies are excellent. The stories are the memory hook to recall the learning. Very good stories and role plays.
I liked the case studies and their relevance.
The training was excellent and is being used on a regular basis and broadly across the team. Trading Plans have become common, though not always done with the thoroughness that they should be. I've also seen us establish relationship goals, particularly in challenging negotiations, spend more time preparing and debriefing, and use our Business Managers more effectively within the negotiations.
The training was really excellent - well prepared, well managed, only I would allow more time, min of 5 days to have the material sink in.
The training was well delivered, I go back to the training material often to help prepare negotiation strategies prior to presenting deals for approval to the Honeywell business team.
The simulation was excellent and the underlying messages that come across from the graphs are a nice way to understand how an offer ties to value.
A great review of the negotiation techniques we learned in our initial training.
The training was relevant and useful to our front line as well as functional sales support folks. Putting into practice what was learned and sharing success stories based upon the training will be the final seal of how much of a value add excercise this has been.
Interactive role playing, good balance between negotiating on each side of equation.
I refer to it and use it in all my negotiations. Very good stuff.
The course has helped me to think more collaboratively when negotiating with customers.
Better picture with longer distance - very valuable.
It was beneficial and worthwhile and I would repeat it twice yearly if I could. Practice, Pratice, Practice.
All good and perfect to learn. Just would like to add in more culture tasks, since eastern and western have big differences in approach.
I still find it extremely useful. I have learned a lot, and was able to apply some of the new skills.
a) The trainer is able to keep the small group dynamics engaged and focus b) The training materials such as case studies are very relevant to our line of work and product knowledge that the group is familiar with.
Although tools are selectively used as time has passed I am making repeated use of several key hints, so very helpful.
It's very helpful. The personality color and the trading plan are very practical.
Training was very valuable. Especially the "video" and that it is key to have real time meetings (instead of phone / e-mail negotiations) where you can see and a collegue watch the other party.
Overall, I have found the skills gained from the training to be valuable in preparing for and carrying out negotiations. There is a lot (almost too much) to remember.
Good tools, and case study practice. Using the tools and strategies has improved my team and my own skills the most.
Very useful, also interesting to note not everyone has the required apptitude. I believe this kind of training is useful to anyone who needs to negotiate but only someone with the right aptitude will be really good at it.
It was a comprehensive review of negotiation issues, I already do most of what was covered so it validated my existing process.
The opportunity to interact in the negotiations and learn about how to read the person who I am dealing with in order to be successful in the process.
This was definitely the role plays which gave us the opportunity to train the various tools in a safe environment.
Roles playing and case study.
The case studies and the learning from my colleagues in the negotiation exercises.
Case studies with video feedback.
Role plays and the use of video - always very useful in realizing how I act and how I come across. Active participation in the workshop. The Avio study seemed to be a little too complex for the given time limit. Could be simplified for the next group especially if they won't have any Avio TSM among them.
The case studies were very helpful to understand the mechanics of the information that we learned during review on the powerpoint slides.
The active input by all the members, along with role play. Also understanding how to better read our customers and always look to gain something in exchange for doing something for the customer.
1. Personal insight I gained on my style/strengths/weaknesses. 2. Tools/templates/process. 3. Insight into how the human mind works with respect to anchoring, suggestion, and persuasion.
Opportunity to role play utilizing the tools learned. We have already institutionalized SWOT and Trading plans in our American airlines and Avianca Airlines strategies.
Content was very interesting and explored aspects of the sociological side of negotiating that I have never been trained in before. One of the better trainers I have experienced. Honeywell has found an excellent tool to use with him and his company for this training.
Multıple case studıes, ıncludıng 2 Honeywell ones. Vıdeo revıew. Whole braın. Process and tools.
The theory well supported by practice at the course and the exercises were well selected to match the real business environment. Good representation of different cultures and customer facing functions.
The studies of Thinking Preferences and impact on negotiation styles and the use of the key negotiation preparation tools.
That we got to practice the tools with case studies, and receive feedback.
The Role plays and opportunity to review and put the information into context. This will be very useful going forward in my negotiations.
Understanding my own "SWOT", modern theory of negotiation which can be very helpful in future negotiations with my customers.
The case studies with active participation and possibility to represent Honeywell as well as customer.
The pace, the case studies demonstrated the learning's. The video session was really helpful to understand body language.
It gave me a better understanding of how my (and my colleagues and customers) strengths play in to a negotiation. This is something that hasn't been stressed much in previous negotiation training courses I have had in the past. The tools will be very helpful for future negotiations. The video playback of the negotiations, while uncomfortable, had a lot of impact as well.
I loved being able to review the tools and use them right away in role playing. I think it was an important part of the training and being able to use them in situations that relate to Honeywell situations was VERY value added. I think I took a lot away from the class that I can use in everyday situations in contracts and negotiations.
Real examples, case studies, negotiation tools.
Trading Plan - Identify customer's critical requirement and trade with Honeywell ranked incentives.
Case studies Sharing experiences.
Case studies for HiFly and Sky Berria, very practical for new sales for me to get to know all the working process and improve negotiation skills.
Interactive and well prepared training, had chance to apply new tolls and tactics on several case studies working one-on-one or with teams. Video play-back and different approach analysis, body language etc In overall excellent job!
The course was very balanced between theory, and role playing. This allowed us to use what we learned in actual negotiations.
Role playing of specific situations to assist in implementation of the skills learned.
I like most parts of this training and find it very practical and useful for future negotiation work. The case practicing are the most favourite part. Thanks!
Those case study/practices on real Aerospace case.
The fact that the training was carried out with colleagues and associates with similar constraints, challenges and opportunities. The shared learning and coupled with broadly similar but subtly different life / work experiences of the participants gave all who did take part a unique chance to interact and learn more.
Case studies, learning about my personal profile and style, behaviours... sharpen the awareness - focused us on areas for improvement.
Role playing through the negotiations - starting from a very simple negotiation and then culminating in a negotiation very real-life for Honeywell. And as well - the video critique was very helpful as a debriefing tool.
The applicable cases to our industry. The Trading plan tool.
The role play exercises were excellent in providing the necessary start to gaining experience with the tools and techniques taught.
Very easy learning environment.
Role playing, trying different styles in practice after we went through theory.
The Sales Trading Plan tool was very good and will hopefully be used by TSM's in the future.
Role play.
Cases from Honeywell and how to apply tools in real life negotiations.
The tools provided to assist with ranking and trading various attributes of a deal are very useful. The role plays and reviews were also essential in putting into practice what was presented. Expertly delivered and explained by our facilitator.
Verifying certain of my strategies and reactions not always for the right reason apparently but still effective. Testing the envelope of negotiation the Awareness of certain concepts to create value in a negotiation convince the other party.
Sales people do prepare and think through possible scenarios for negotiations, but typically in ad-hoc, unstructured manner. This training puts a structure to the preparation, which is helpful.
The interaction and understanding all the available negotiation tactics.
Interactive participation. Role play and video analysis.
Introduction of tools that can readily be put into practice. Particularly fond of the trading plan. The cases were very appropriate. Good use of realistic scenarios.
Our trainer created a very good level of engagement from everyone. The pace was very well set too: the time allocated was often short but this was perfect for the overall efficiency of the training.
Video taping and feedback, a picture is worth..., case studies, inter-activity with other team members during exercises.
The negotiation model give me a systematical thinking and plan for my opportunities chasing. Framing is a good tool to guide in the negotiation.
The working sessions were very effective and time was well balanced between lecture material and the scenarios.
The case studies were put together very well. They really helped with the training because everyone was able to apply the theory from the class to real situations we have encountered in our daily jobs in the past.
Well structured and prepared theoretical information which encompassed most needs for an effective preparation for any negotiation.
Case study participation.
It brought a fresh twist to the art of negotiation and everyone that attended received some level of benefit. That alone is a great selling point.
Role play - chance to experiment with all the tools provided during the training.
Case studies.
Professional approach of the tutor. Case studies/simulations. Structure of the training.
Preparation and framing exercises.
The tools, Risk vs Value, Trading Plan.
The interactive negotiations.
The interactive sessions.
I found both the course material, exercises, and simulations to be very engaging. It also really helped that the whole class was energized and eager to apply that material each day.
Secured a deal through optimized preparation, appropriately applying negotiation techniques such as a trading plan, SWOT analysis, anticipating and reframing objections, keeping control of the negotiation and creating value.
The dedicated training session is very useful as it gives an opportunity to peel away from work to focus on learning negotiations skills.
Very practical. All the skills / tools / tips we learned can be applied to our daily work. The trainer did a great job of using simple words for us to understand (most of the team members are non-native English speakers.) I also liked the trainer's recap at the beginning of each day. Very useful and reinforces the important message. Also, almost everyone was fully engaged in the training session, which means the trainer did a great job.
The training is very helpful.
It has provided me with tools to use in my daily job, especially SWOT and Trading Report.
The training is really helpful and useful for negotiating with our customers.
Worthwhile training that can be applied not just to business but everyday life. I enjoyed understanding how to change a situation from competition to collaboration and the impact of using yes, but/although/however, and how just changing these to so/and can re-frame a perspective.
This is honestly a great training. I use what I learned almost every day now – naturally. Thank you.
It has helped me massively to understand my customers' needs and potential reactions during the negotiation process and I would love to continue getting refreshments periodically.
Very useful refresher on negotiation fundamentals complemented with expert negotiation practices.
The training was professionally delivered and the retention rate for me was high.
Good training, concepts were all useful. It may be handy for refresher days/WebEx sessions to keep on top of the techniques.
Effective for larger multi-sided negotiations, and helps uncover customers' "wants." Good for relationship building as both sides feel like they are invested in the relationship.
It's very helpful, especially in day-to-day dealings with our customers.
The training is great, high critical thinking.
The training was good – and helpful.
Excellent set of concepts, especially the Trading Plan. Maybe can be further modularized, for more practical delivery and application, as having most concepts presented at once means that it is harder to retain and put into practice everything learned.
Liked the format and materials. I thought the trainer did a great job relating the material to our roles and industry. He was prepared and did his homework.
I appreciated the pace of the course.
The profiling exercise was good and gave a good glimpse of how we think and behave. Good balance between "classroom style" lessons vs role play. I find the simulation lab rather innovative and intuitive... a very good tool.
The customized case studies were particularly useful. Too often training is generalized and it can be hard to know how to apply to daily work. The work that was put in before the training showed in the quality of the training event.
The activities in the course were fun and reinforced the information in the sections – very effective. The activities were a great gauge for me to see how well I was absorbing the information. Being brand new to marketing and fresh out of engineering, I felt like I learned lots of great information and strategies, even if at times I felt far behind the curve of the rest of the class.
Videos are a great way to assess yourself and make auto-corrections. Simulations: Opportunities to apply theory in real life situations. Templates: Practical ways to apply what was learned once the training is over.
Good material, good pace, good role-playing/scenarios, use of video to debrief highlights.
Role play in different capacity provides more insight on behaviors. Trading plan provides a more measured way of identifying a customer's priorities. Quick SWOT provides a helicopter view of the situation.
I've found the SWOT and trading plan useful. It also helps to understand a bit better the perception that dealers/operators might get from us during the negotiation process. The course helps you to pay attention to those sort of details that before you might not have thought were that important.
The exercises were very interesting because they allow you to immediately practice what had just been reviewed with the trainer. Trading plan is good.
I enjoyed the role plays. which I do not normally like to do. I also liked how the methods used showed how to be at another level of organized, with structure during negotiation meetings and/or meetings in general.
Using the trading plan and SWOT to balance the needs/requests from multiple parties, we closed the deal with a win/win outcome.
Applied the collaborative style in negotiating a large deal. Trading what we can give and what the customer can offer helped to close the deal.
The trainer used relevant market research related examples when explaining different methods of negotiation. The training was also very interactive, and the exercises were relevant.
Very helpful training that's full of practical exercises.
The practical step by step framework and ideas was a strength as it is easily transferable.
The conversational approach gives the possibility to talk about ideas/views.
This was the first time I had negotiation training. I had lots of fun while gaining great skills for both work and personal use.
Practical and interactive exercises.
Negotiations game – practicing with real-life cases.
Hands-on nature, role plays.
Engaging instructor. Relevant topic.
It made me think about negotiations from the other side. Not just what I want to achieve, but what does my counterpart want to achieve, and knowing that – can we both get to an even better place?
The exercises were the best part, giving the opportunity to test/apply what you've just learned.
The group was maybe a little too big. Got a bit out of hand on one or two occasions... Just our enthusiasm though I guess!
The trainer's stories were useful as you can more easily keep something in mind if you have a story behind it.
Very practical and engaging. Loved the workout sessions.
Putting theory into practice. The trainer was also very engaging and delivered the material excellently.
It had the right balance of participation and training for a 1-day session. Whilst it was a shortened version, it was enough content for an introduction to negotiating. The case study was engaging and quite fun.
I would love to take the full course for several days!
We had the "light" version. I am sure the detailed course does a deeper dive into other areas.
I was really impressed with the facilitator's energy, dedication and professionalism.
Practical sessions with helpful videos to watch in advance.
Hands-on practice. Good mix of listening and participating.
Structured approach with honest feedback.
Day one was interesting and gave value.
The team-based negotiation session on the second day was good but I think we would benefit more if it was divided into two smaller negotiations to be able to follow the first one up with another one.
The teaching of the importance of a win-win approach when you enter into a negotiation.
Interactive moments and practicing negotiations.
The transfer of theory into practice. This is the main challenge in all training but I must say the trainer managed this in an excellent way.
I most enjoyed the short role-plays/practice and the following discussions.
High focus on "sales" - which I think matched the needs of the majority of the group. Personally I would have appreciated a more general approach.
Generally very good training. I was provided with a good mix of theory and practice.
Very good overall impression, excellent performance from the trainer in managing the diverse group. After further reflection, I am certain the training will assist me in my future.
I am very pleased with the negotiation training overall. Especially the first day was really, really good, much better than I could imagine it to be. Thank you!
The theories and tools discussed and practiced should be applicable in several areas, including finding consensus in projects and work processes. The course taught me a lot about personality types and different leadership styles!
For a procurement professional this course is by far the best education one can have. It is knowledge that secondary educational institutions, like university and TAFE do not teach in specialised subjects for Procurement focused individuals.
Very knowledgeable presenter with a great presence and good presentation style. His delivery style instilled a confidence that I was about to learn a lot of useful and worthwhile skills. I look forward to future in-house trainings.
Really appreciated the trainers willingness to provide valuable one-on-one time at the end or start of the day.
Perfect training for my role, used on a daily basis without even realising it!
The training has been very important in the negotiation of contracts, both for myself and the business.
Training was great and well presented.
It was very good and something I believe everyone involved in contract management should undertake.
We're doing a LOT more preparation and research before negotiating. We complete our SWOT & Trading Plan, and used a collaborative type style approach. Have brought in experts in their relevant areas during negotiations and meetings. This has helped us greatly in leading on the front foot and "guiding" the negotiations in our direction
I liked the interaction: working with people we didn't know, sharing ideas and experiences.
I'm now more prepared and know what my minimum walk away position is before speaking with clients.
I'm using some if not all at times when dealing with contractors and internal customers.
Liked the personal psychology profiles, and the persuasion and influence video.
Now that I have greater self-awareness of my negotiation style, which was 'competitive', I find that now I am taking a more collaborative approach. I am currently negotiating a major contract which will be fairly long term and I am collaborative with the negotiations. It is going very nicely so far actually.
Enjoyed interaction, practical case studies, participations, shared experiences tactics introduction, discussions and exercises. A small class size gave me the opportunity for more participation. Enjoyed sugar case study and its review, group input was particularly valuable.
Case studies were great incentive to finalize negotiation. Theory and material were great.
Really liked the team role plays and brain profile, as I learnt about myself.
General principles have become part of my day to day negotiations with a major contractor. I'm not negotiating the actual contract, rather the performance of a current agreement.
Role plays taught the use of the skills.
After moving from Contracts to Purchasing my negotiations have slowed down somewhat. I am using the training and knowledge to help manage my suppliers.
As I am now in a role where negotiation is done much more often, so I can definitely see handy things I have picked up on the course. I'm using my "low value" items to secure good deals.
All the preparation planning was very useful. Organising your team and ensuring you have the right team, each team member having a set task in the plan.
I found the course informative and it has assisted me when dealing with suppliers.
Even though I have not really consulted the handbook, I found myself using the trading option during my negotiation - so when I am doing negotiations for Terms and Conditions, I find myself using the strategies that I learnt during the training. I use a lot of: 'ok, I will agree to this clause, subject to your acceptance of clause xxx' - and it has worked!
Very educational and entertaining.
Very informative and very interesting. I can now negotiate with confidence.
in my day to day dealings with suppliers I am more confident in procuring what I need
It was a good course, as it involved real case scenarios. I've since used planning and organising the most, walk away status and knowing what concessions we can live with to obtain the concessions we want.
The course experience was great. Unfortunately like others, if not all the areas practiced, than we can lapse back and forget to apply skills and tools. Minor refreshers internally would be great.
The video feedback was great, especially to see how we as a group had developed in a short space of time. The role plays were interesting and enjoyable. Has kept me thinking of ways get people to talk in the pre-meetings, when the last role play was extremely difficult to engage the sellers.
The interaction and the case studies which enabled us to apply the knowledge we gained from this training.
Group negotiations were very useful, especially video footage review.
All the role playing negotiations were fun and good practice. There was a good balance of theory and HAVING to actually negotiate which is where the confidence is built. Preparation was not something I focused on before so I got a lot of value out of that.
The seminar provided me with tools that I can use in future negotiations. The role play activities allowed me to apply these new tools and the discussion following each activity provided feedback as to whether I was on the right track or not.
The delivery was very good and the lecturer obviously had had a significant amount of experience. The video was very helpful, and although it took some time, it was well worth it.
Very applicable to my career path. It is something I will build on.
Relevant training examples with which to practice.
The trainer had an excellent knowledge of the subject.
Ability to trial techniques learnt through role play. This helped to better understand each topic covered.
Good amount of role plays that focused on employing techniques just taught. Very interesting stories regarding negotiations in big business eg Microsoft.
Enthusiasm of the trainer. Group exercises and post exercise reviews and analysis.
The negotiations and the video recording were best.
Range of topics and while a lot of information was drip fed in, it made it easier to be cohesive and progress from very simple price based to quite complex.
Case studies, group discussions, role plays. Good mix of willing participants - there weren't any boring moments. There were a lot of good vibes and dynamic in the training & this making the learning process more enjoyable.
I thoroughly enjoyed the practical component of the training course. The build-up of different negotiation scenarios worked really well and allowed us to use newly acquired skills at each stage. The group negotiations really helped me understand how I would function within an actual work negotiation scenario and I am able to take away not only the skills I learnt and implement them, but the things I need to work on to make me a more successful negotiator. I also really enjoyed learning about the brain and how to identify what type of person someone is likely to be and adjust my style of negotiation to suit. Our facilitator did a great job of presenting the training course.
I found it interesting how new light was cast on aspects of negotiation that I had not previously given significant thought to.
Interaction between people on the course and trainer. Excellent interactive group sessions which became real life experiences.
We were given the opportunity to put skills into practice in the team negotiations. Everyone changed their negotiation styles by the third day to be more collaborative and the results were better for both teams.
The round table discussion and the ability to discuss course material.
It gave me a better insight into how to prepare for negotiating and also made me challenge my own thoughts on how I perform personally.
Trading plan and how to use it to identify priorities. Use of the HBDI profile to identify own strengths and areas for improvement + using this info to see where other people fit. Use of the questioning types in the 4 quadrants, and the sequencing of these questions.
The relateable stories.
The overall course was excellent; I particularly found the group exercises engaging, and very helpful to cement negotiation styles. They were particularly useful with the filmed feedback for understanding personal strengths and weaknesses when negotiating. Probably the most important help with negotiating styles was through the opportunity to advocate for both sides of the fence on the last 2 days. This gave insights into potential motivations for suppliers/counterparts for future negotiations.
The role playing for me was a fantastic learning experience. I have picked up many tricks and techniques that I find that I am already using. Previously, I had learnt to negotiate by working with others and/or being thrown in the deep end of negotiations. Your training has clarified and reinforced some of those techniques as well as well as a few of the methods that I was already practicing.
Enjoyed the delivery and our expert's through knowledge in the field.
HBDI Profile & TKI Profile Report - to learn more about myself; Tactics & Framing - to better word the pick up on schemers; diagrams, pictures, role plays, metaphors etc have made the training quite interesting.
Excellent content. New and immediate tools. Informality, flexibility and ideas for further exploration - all good.
I liked the fast pace and, in particular, the session on Sales Negotiation Success factors - very good practice. I also enjoyed the session on Persuasion - excellent. Excellent trainer.
Very good framework and systematic training.
The tools that were presented are very helpful. It was also clear that the amount of preparation needed for an important meeting is much more than we were doing before. This is a little in line with the tools as well - when using them you need to prepare longer. The outcomes of the meetings are however MUCH better when using them.
The course lessons have bee useful. Adding a structure and process to customer negotiations.
It was good to collectively participate in our bespoke simulated role plays. Course could be 1/2 - 1 day extra to drill into the negotiations/training a little more.
I particularly enjoyed the role play, and would have enjoyed more frequency of this activity after completing your training, ideally with coaching and perhaps as examples in front of the group. This can be intimidating for some, but it works for me.
It's been good to rethink (and to do) the order of things to do prior negotiations.
A systematic thought process to support the negotiator to hit the goal. We've used the trading plan to maximize our total benefit.
The training was very good and provided a lot to think about and consider. It would be good to follow up post negotiations to see what was actually applied, what worked, what did not.
As the group leader, it was very useful to see how all the team members behave. Also good to have everyone grounded with a common toolset and process.
Last training help me to put more focus on collaborative negotiation. I achieve more success in negotiation putting my collaborative hat.
A. The trainers' knowledge, smartness, consideration, which is the core part of the training. B. The SWOT and trading plan, and the emphasis of stepping into other peoples' shoes.
Solid Logic. 'How to' and its recognisable yet refreshing and very educational. Wanted more time.
Role play and exercise about negotiation was good. Learned what to use in real life negotiations.
I learned a lot of tactics when I got stuck in at the negotiation table.
It help me to have a systematic process to plan for all negotiations - I found that it is very useful.
I've got the general idea and practiced some parts of them since the course. Need follow-up training.
Very useful.
The case study was very vital for us. The HBDI profile and Trading Plan are the most important.
The training provides a tool-box that has proved useful particularly for internal discussion and brainstorming on how to plan and prepare for negotiations. The Trading Plan has proved particularly useful in developing strategies and promoting a team approach.
The training was very well structured - very good balance between theory and practice.
I learned new things and it's really helped me to improve using some tools and skills!
The framework, structured approach to negotiations, trading plan is very useful. Different situations have different solutions.
I valued playing the role of the customer's buyer negotiating with a supplier.
I liked the training very much. Thank you! Great course!
The part on Understanding Ourselves was extremely interesting. I liked the videotaped interactive negotiating session.
Gave us the good tool of trading plan, and thinking styles, more logically and systematically.
I liked the concept of Concession Strategy - could be implemented immediately. Diversity of material was very good. Excellent material.
This was tough but well worth it. The training was excellent. It was great. Very well done.
It was excellent to review some tools and be more focused on results.
The trainer has great experience and used many examples during the course.
The tools that were presented in the training session are very useful.
I thought the case studies were effective and beneficial. I would like to see competitive and collaborative negotiation training.
Excellent training that we would like to follow up with.
Information is power. Well prepared negotiation techniques/steps to maximize benefit.
It was great - timely, enjoyable, and confidence building.
Really good and has helped me take on a whole new process and structure to negotiations.
One of the best courses I have attended, and I have been to many. They all had value, but this took us through a number of meetings to develop team practice.
The training focused my thoughts on my negotiating techniques and provided valuable insight on areas for improvement and increased flexibility during negotiations.
The training is very helpful. Especially the case study part. It helps us to understand how to apply the knowledge we learned to practical work.
It was an interesting course and we learned new concepts and techniques. The instructor showed extensive knowledge of negotiations and always maintained the group's attention. Excellent.
Intensive but interactive and well organized. Would like more of the same.
It was good with a lot of games in groups, and exercises.
I got my payment term increased after an intense negotiation.
Applying some of the tools helped in structuring and communicating the approach. e.g. SWOT, trading plan. Scheduled multi-round negotiation helped to review progress and realign in between rounds using the tools.
I leveraged the learning from this course about framing and agenda to help establish clear goals before meetings and to prevent from going down avenues that did not drive value.
Minimized price increases and in some cases lowered pricing by being "collaborative" vs. "combative."
Very well tailored to the TEL needs. Trainer was well prepared and had knowledge about TEL and case studies were "real life" cases, which is good as you can see the benefits easier. Maybe one more day for the training could relax the very tight schedule. I liked seeing my improvement from the morning session to the 'semi' case study.
The video review feedback was great, team interaction was very positive, team interplay and lots of ideas exchange, great course overall. Interactive, upbeat, well presented; style, flow, timing were all great. Good team effort, knowledgeable and well spoken instructor, easy to understand, overall excellent.
Excellent course, excellent instructor.
The course is very relevant to my job and has made me more confident in my general approach to negotiations.
The course has helped me to create better tactics & strategies in negotiations
The correct use of framing and creating the agenda has been very useful.
Great overlap between negotiations and sales training, practical examples, video feedback, self tools, HBDI profile.
I enjoyed the complex case studies and the sensory persuasion session.
I liked whole brain profiles, good practice during the course and working group skills.
I enjoyed the explanation on how to read the face and eyes. There was good participations and interaction from the group, the course has confirmed what tools we are using on a regular basis with the customers. It was great to share the experience with my work colleagues.
I liked the framework exercise, the concession strategy, thinking preferences, whole brain discussions and understanding. Although the course was explained in details, there was quite a lot of information and more time would be required to cover the material.
Flow chart was useful, I enjoyed whole brain profile explanation and advise, the case studies, specially Microsoft case, which confirms the importance of negotiation. Though the review was interesting and would like to have seen more videos of me under pressure.
The training environment and the case studies were good. Understanding my negotiation styles profile was a good learning.
HBDI profile was very interesting, I liked the negotiations simulations and discussions, SWOT analysis, concession strategy and case studies. Dresden case study was a great learning opportunity, even under the constrains.
Not easy to use techniques on daily basis - need to force that to happen otherwise still continue to do business. This assessment is a good refresh to use them, as potentially my answers will be wrong and a good reminder that more practice and review of training course learnings is needed.
I enjoyed the case studies, the open discussions, open feedback, the video review and HBDI introduction. More time could be allowed for case study preparation and feedback to personal performance and profile, the whole training was very compressed, as it was too much information for three days.
I enjoyed the personality profile and the case studies.
I liked the concession strategy, the outcome frame and videos. The role plays were a good learning atmosphere, and the examples were relevant to my work field.
I liked the mix of presentation and practice, case studies, SWOT analysis and concession strategy. I would like a second similar case study to our final customised case study, but swapping roles such as procurement VS supplier.
I enjoyed the TEL case study and the revision of videos, as it gives clues for improvement.. I would have liked more time for case studies and activities as it helps with preparation. learned about principles, concession and influence.
Liked the video review of the negotiation, instructor's positive approach and good understanding of the industry.
Enjoyed the case studies and review of negotiations, where I noticed that I need to change the tempo when I talk. Also liked the team preparation and personal profiles.
Good general involvement, liked Cialdini video speech.
I enjoyed the case studies.
Liked Competitive vs. collaborative negotiation strategies and the case studies, specially Cialdini. It would help to have more time as time-scale was very short, same course material, however over a bit more time.
Good performance by the trainer and all participants contributed. Enjoyed Cialdini and Bentley case studies.
Very well presented and very relevant content, valuable to my position, enjoyed the internal case study and practical sessions.
Some good reminders and new topics. Video review were good and brought about interaction within the group. In general an interesting and useful three days, while putting everything in practice will be impossible, there were plenty of things to help with the future and further develop over time. Also enjoyed whole brain profile.
Improved from experienced trainers. Study cases were close to real world, enjoyed SWOT analysis and Cialdini's video.
I thought it was beneficial to to have completed a case study with a team to share ideas. For me, the case study was too complex for the time frame given to complete it. Well structured course, time well spent.
Interaction and discussions amongst all, good mix between video, exercises and presentations . Good guidance during preparation meetings.
Good to share experiences with colleagues, good level of participation and interaction from the group. I'm watching the eyes and face more now.
Good mix of media.
Good and interesting, especially the last two customised case studies.
Case studies were useful in putting training into practice. Benefited from introduction and clear explanation vs strategies to be used.
Liked the class interaction, case studies, role plays, material and influence video.
Good share between members, tactics discussions and exercises.
Good mix of media.
Really liked the interactive sessions and HBDI profile, the understanding of your strengths and weaknesses and the ability to focus on different styles.
Gained from persuasion and influence, aspiration base and real base.
Enjoyed the SWOT and methodology.
Videos feedback at the end of each day were instructive. Whole brain explanation and advice - I'll remember that reds give away too easily.
Enjoyed the whole brain profiles.
Enjoyed the framing exercise, concession strategy, HBDI discussion, understanding, thinking preferences, the detail and the way it was positioned. More time required to cover material. The days went every quickly, a good sign.
Love it. I want more. I don't know what else there is to learn, but the trainer's experience was invaluable. I enjoyed this course so much I have already started to explore further education at my local university.
Very good training. Great way of trying to fit the material to our specific industry which can be tough in some circumstances. The tutor's stories and experiences were the highlight and really helped drive home the ideas and principles this course has to offer.
This is still one of my favorite classes I have taken. I think it brings clear examples to different negotiation situations and styles.
I enjoyed it and am recommending to others.
Really liked it. Would've liked to have spent some more time specifically on context vs the role plays (though those were good too).
I thought that it was very beneficial and it has helped me go about my job in a more effective manner.
Was very beneficial and comes up in our daily interactions more than I would have expected.
I think the training was useful for the discussion it generated among our teams on how to approach certain customer situations, and the real-life examples used to illustrate concepts were very interesting. I think the simulations were very useful. Overall it was an intense two days and helped me think about customer relationships differently.
The training helped me think of negotiation in a different light, spending more time outlining potential outcomes and threats so that we can develop a clear plan around the negotiation.
Very helpful and really liked the online mock scenario for the apartment negotiations.
I've been able to turn around a competitive style customer relationship by using zooming in and out, re-framing, and reciprocation to build more of a collaborative relationship.
Negotiated a large customer claim settlement. We used anchoring and lessons taught on our opening offer. I zoomed out multiple times, and collaborated on our key outcome of designing a long-term claim strategy.
The case studies were well chosen and crafted to meet our specific work field's specialities. The large share of active role plays and case studies ensured high levels of active participation.
Very flexible trainer, good time management, interesting topics.
I liked the personalised analysis of the conflict modes and HBDI. Very important to know one's limitations/strengths to negotiate in a more conscious way. Case studies and examples from the trainers also made the training very interesting.
There was so much to learn and practice condensed into long days, this course should be changed from 3 to 4 days.
I enjoyed meeting and working with co-workers from other areas of the world and other divisions.
Good teamwork between all participants facilitated by the trainer. Good trainer, sharing some good experiences from other companies.
Good tools and methodology for preparations. Nice measures and implementation plan. I wanted more time for video review of body language, words etc.
I like the case study in the training most which gave us the confidence where & how to apply various negotiation tools during the various phases of the negotiation.
The case studies were very useful to apply the theory. The group work helped to understand the thoughts and ideas of others. The mix of character types for the teams was helpful to understand how they work and mix together.
Good balance between theory and case studies.
The mix of theory and performance on negotiation cases.
The case studies were very good, interactive and challenging.
The presentation of easy tools that I can start using today (no big and complex theories). The role plays. These went from easy to complex (very close to our reality) and the tools could be applied immediately. The explained theories about types of people and types of negotiations, very useful.
The linking up of negotiation with the personality of the person (quadrant colour) is the most interesting aspect of the course.
Role-playing, deepened my experience during the negotiating practice. This was far more effective than other learning courses which don't offer enough complex business role-playing.
The role-play which was realistic to both buyers and suppliers. Putting us into the suppliers' shoes/perspective.
Customized Bombardier group exercises.
Case study workshop with trading plan process.
Negotiation exercises.
Roleplay, and the personalized negotiation style analysis & trainer feedback insights.
The role play was very interesting, and very good exposure for our job.
I liked the whole training.
I like all, every single subject, especially the tough role plays.
After the training, we did more preparation before negotiations, and also now do more analysis on ourselves. We've improved our negotiation efficiency, and also achieved better results, e.g, we have got more cost saving in Q4 & Q1 quarterly price negotiation meetings!
There was a lot of share so the participants can understand in practical. There were a lot interaction. And the trainer asked good questions. The trainer focuses on the trainees instead of just what he wants to give or deliver. The trainer asks for the participation of each team member in the role play. This is extremely important for my team. Thanks for that.
Role play was really good. Interactions with the team; and the ability to bring the best out of individuals is appreciable.
The overall knowledge the trainer gave is valuable and and I like the negotiation styles and communications trading styles.
The role play practice, and also recorded the video, enabled us to know the 'real us' in the negotiation, so that we could improve.
New skill and new method. Different concept.
Tactics of negotiation, such as SWOT, trading plan, and so on.
Eggs exercise. Trading plan is wonderful for negotiation. Ask WHY?
Team team/pair practices and Salcomp cases gave me best tips. Also it was so interesting and useful to see these on video.
SWOT analysis, trading plan, make agenda, pay more attention to facial expressions.
A series of tools, how to ask questions and how to make SWOT & trade plan - they are system tools to help us to control the negotiation.
SWOT and Trading plan.
There were many highlights, including framing, value creation framework and trading plan.
I now have a lot less fear of buyers!! Anecdotes taught how buyers function. Group discussions were useful.
Great opportunity to share experiences together, good team spirit. How to build a trading play and use in role plays. Information on ourselves (MBTI & TKI) and how to use them in negotiation situations.
The stories and the mix between 'academic' background and real life experiences.
Engaging Trainers.
Close to our business, so good customization.
It is a very good training. good overview of the different style (competitive, collaborative, etc...) used. good practice with the exercises.
It was very useful and glad I participated.
First to fix an offer which goes far above your expectations.
Great training. In-situ games are good but we have to better canalize the diverse energies from everyone to really leverage and take advantage of the scenario and the roles.
I liked the video taped role plays with the trainers best as they gave me the best practice.
Again more role play would have been better for me and more easy to remember. It would have been interesting to spend some time with real situations that we face today. Also I believe it is a little too long over three days and should be condensed into two. I would also recommend using live video as in have one group negotiate and the other watch live so that we don't wist time waiting for all to be filmed. The training provides the avenue to take step back and review the many negotiation setting that has taken place, and make me think what could be done to achieve better outcome. The training give me a good exposure on the need to have a thorough preparation per-negotiation in order to achieve the best outcome from the meeting. This training enable me to identify the tactics used by the other party during the negotiation meeting and provide the awareness on the tactics to counter it.
Not receiving so many positive feedback yet. Probably, lacking my trials. This is good reminder. The training was very valuable.. I understood about whole brain thinking and became aware of my blind spots.. I'm more aware of this in my communication than before. Negotiation is a key part of my job / role.. with external clients and internal colleagues and indeed with family members... my awareness of patterns is hopefully improving how I respond and this is continuous.. if I don't practice... I fall behind.. I also recognize good negotiators within my team.
It was very good. I still think about the things I have learned whether or not I have passed this test. It is definitely important and useful. It gives as tools to think on different ways to approach different situations. We need to practice it on daily routines.
The course is great , but as I had informed you before , the course should be done in our mother language , in our case : Portuguese or Spanish
I think it can be condensed to 2 or 2 1/2 days. I also think the group negotiation at the end could be redesigned for more efficient (more straight-forward information given, clear goals to achieve for the negotiation). The one-on-one video taping was very good. Would like to see a second taping at the end of the session to gauge improvement (but for time sake does not need to be shared with the entire group). The principles are practical and key and should be refreshed regularly. I would like to organize an internal round table to discuss with colleagues to ensure strategies remain fresh.
Very useful introduction for someone with very limited exposure.
For me too upscale. happens overall too fast to really understand all details.
Good training, but as for all training we would need a "shot" time to time... When back in day to day, there is a tenancy of "forgetting" about basic knowledge and process
I think it has helped in structuring thinking and the way you would like to approach any situation that require a process or negotiation. It could be with a client or an internal colleague.
It was very useful. I liked the video part (body language). Maybe would have liked to have more time discussing how to handle hostile counterparts.
Relevant topic to our business. Useful tools learnt. The challenge with any training is finding time to apply the tools in everyday work when time is so short. I don't think management should expect we are all expert negotiators after one course only.
I think the training was excellent. Personal stories were allowed to go on a bit too long. I think the course would have been more effective if it had been shorter. I especially benefited from the video taping Good training, but more role plays.
The training is a bit theoretical and might not be suitable when negotiating with the Chinese clients. very useful course. lots of inspiration and very practical for our daily work. The training was good. Provided to us some valuable techniques to deal with clients in our day by day routine. Recap some other topics that were already known like SWOT, but aggregated new other modules that help us be more prepared for negotiation.
Helped me a lot to identify "blind spots" where I thought I would be acting differently then I actually was.
Very good!
Certain parts were excellent however today buyers are well trained and can't be easily persuaded or "seated" in the way that I/we want them. More role plays with well-defined scenarios would be extremely useful and valuable. John Glenn's quote is great!
Overall the training was good. It provided me with a good refresher on some key negotiation tools/techniques, and made me re-think some key preparatory steps and processes that needed sharpening up. Recap sessions were good, and getting people to share experiences was also useful. One or two of the role-play exercises , whilst relevant, were a little unrealistic. People spent a little too long "acting" (introducing themselves their titles and roles etc) rather than getting into the process of negotiation. Time frames for these exercises were often too short (perhaps because of latter over-acting).. the training was very good although I would have prefer having more cases and less theory.
Great training indeed.It allowed me to feel more confident when going on a negotiation but also better prepared when focusing on what really makes the difference. Also knowing that there'´s a walk away position :)
Strong basics, need continuous "reminder"
Practical cases were very insightful ... other sessions should be more interactive between the attendees Mixed feelings in the sense that we tend to forget quickly what has been learnt if not immediately practiced.
I was a great training that I could improve my skills in negotiation.
Excellent training. The "one to one" role plays were great and extremely helpful. The team exercises were slightly too long and not so helpful. Furthermore they happened only at the end when the motivation started to decrease. It would be better to have them in the middle of the course. To see ourselves in a negotiation was extremely helpful and eye-opening.
Useful course that can be applied in many different situations inside/outside of work too!
Very good. Case studies were great. I think it would take more than one session to really have an understanding of how to use the techniques.
Very good - like all training it would be good to have a follow-up session even for half day.
Good interactions and very useful video sessions and practice.
Improve our own negotiation skill by using some tip or tactics from the class & experiences shared in classroom.
It has helped me a lot to prepare, for example to negotiate with internal clients like Kick Off meetings for projects to properly frame them and ensure commitment from team members.
Extremely useful. Loved to understand how the mind works, how to form the negotiating team. Negotiation preparations. Starting a negotiations,...etc
Biggest benefit of the course is ability to recognize negotiation opportunities and the confidence to start negotiation.
More cases rather than exercises
Very good as it highlighted the main steps that we need to take for a successful negotiation. Super useful and powerful if we manage to apply all techniques as much as we can.
During the first Day I feel that it Will be more of the same, then during the other days was great due to add methodology at our negotiation process. On the other hand, as negotiation add personal style, body languages, etc, I feel that the course could add more value if it was made in Our language rather than English.
I enjoyed the training and it was extremely valuable to see myself as others do in negotiating situations. I would like this to be extended to all the account managers in my team.
Good pace, and balance between lecture and activity to solidify lessons. A good reminder of our last training. I have employed the techniques recently; especially BATNA and trading. Good engagement with the students. The case study was fun and interactive. Overall it was time well spent and certainly helped the team focus on improving our negotiating skills.
Found the stories interesting and the exercises fun to do. I will certainly use the idea of working out the customer's interests versus my interests and ranking them. Also the BATNA idea I think is also very useful. The role-play was great as it was tailored to Shell Chemicals. I found it fun to do and also learnt a lot by evaluating the other party's interests and trying to find a solution to fit both parties i.e. a win/win.
Very enjoyable, but hard work - a sign of a useful day! Found the role-play to be very useful in highlighting that even if it really does come down to price in certain situations, there is always more to discuss - which may give an advantage for Shell.
The video feedback on the exercises was most beneficial.
I enjoyed the course very much.
On the whole an excellent day. Now looking forward to my next big negotiation.
The immediate role-play feedback used was more useful than receiving feedback when the exercise is over because you still have the opportunity to put the feedback into practice. I think it makes it easier to retain the feedback.
I found the stories very interesting, especially the one about McDonalds.
I enjoyed the course in London much more and think I will retain a lot more of the information as a result.
Gave me additional food for thought. A re-emphasis on discovering desires. I expected a refresher and got it. Useful in learning more of my negotiation parameters. Explanations definitely clear enough. Well done!
Their extensive preparation, enthusiasm and follow up has made them an integral part of my team and the high standards they set are always achieved. The comprehensive approach of their training delivers impressive results and the Consultant worked well with all levels of the organisation.
The training was excellent and particularly relevant to my role. I have already experienced success using the tools and concepts that we learned. As with anything new, you do need to keep practising and referring back to your course text. Hence my suggestion regarding a periodic refresher if possible.
It was a very good course and I have improved my negotiating skills.
This training has been extremely beneficial, I have gained a great deal of skills and understanding when we prepare for negotiations. I believe this is a very beneficial course and would recommend being rolled out to CGU employees.
Concepts are good, as long as we keep it in the context of insurance negotiations. Also, we negotiate with brokers 99% of time and may not be dealing with the decision makers.
As explained to our L&D lead, the major benefit to me was the revisiting of the preparation for negotiation meetings and some of the recommended questions to use during the process.
It is difficult to apply all concepts to every situation, however if you take 50% of what you have learned and apply it regularly I believe you will still be a strong negotiator.
The training was most helpful when dealing with 1-3 major negotiations per year and when dealing with the end decision maker. However, given our business is intermediated with a plethora of accounts per month - it may be difficult for the trade plan syntax to be applicable to the nature of our work.
GOOD POINTS: - insightful and enjoyable; - Some great examples of scenarios to act out; Great mix of people; Easy to follow and Easy to understand; BAD POINTS: Some scenarios were too complex for the allocated time; Preparation needs to be drilled in more.
All comments made at the time of training still stand. Very good, relevant.
The level of negotiation varies considerably. It is key to understand the needs of the other party and incorporate agendas and trading plans. Not all negotiations require the in-depth level - often the basics are the key.
In all negoiations you need to be disciplined in following the guidelines of the course. Be prepared, do your homework, gather facts, make informed decisions and know your walk away price.
I enjoyed the training. Had the timing of the training been at a quieter time of year, I feel that greater focus could have been given without losing focus due to external "work" distractions.
I still used the information form the course as a point of reference however there have been limited recent situations to implement.
I benefited from organizational techniques to make me more prepared before initiating negotiations eg anticipating how conversation might go, walk away, working out what I can afford to give away. Most of my negotiations are over the phone and not high powered so some of what was covered was too advanced for me.
The training, including our trainer's expertise was highly valuable in the day to-day business we do. There is generally a great deal of information to absorb within these sessions, therefore refresher sessions would be ideal.
Good course. Would be better locally based to save on travel.
I have forgotten some elements, but elements that resonated with me (like the tactics used) remain a part of my day to day negotiating.
Learning and getting used to the swot and trading plan. Looking at my own body language and verbal skills, and finding out how I can improve on these next time.
I liked the content, style and pace of the training.
Further insights to questioning techniques, reading body language etc.
I enjoyed discussing real and tangible scenarios and in future would find it interesting to have role playing centred around them. Overall the session was informative and useful, particularly working off a trading plan and understanding what your position is prior to entering into a negotiation. The instructor was quite good as well, I enjoyed his relaxed and open style of training.
Days 3 & 4 were well paced for taking in the learning rather than simply rushing through many slides. Good balance of listening as well as exercises/case study participation.
It has provided a real opportunity to enhance the CGU offering and win business as well as gaining insights into what is important to both CGU and broker, and prioritising our requirements - also giving serious assistance in achieving our outcomes.
The takeaways, the group and individual involvements, the flow of the course, the exercises including video review of role plays!
Reinforcement and practicle application and learning thru role plays.
The most relevant information was around the preparation for a customer meeting.
The team on team negotiations were the most constructive. Practical applications to the 'theory' will make it easier to remember.
The theory was very appropriate in that is set the background in terms of human behaviour in the negotiation context.
Everyone participated in the program. Second session, the negotiation scenarios was more relevant in respect to insurance. Dealing with brokers. Good refresher on negotiation concepts / tactics.
Negotiation preparation and Trading Plan. Tactics Framing Persuasion Differentiators exercise Role plays, particularly the feedback sessions which provided very useful tips when negotiating.
Experience in the live negotiations.
Loved the role playing but mostly loved the psychology and the analysis of body language etc.
Running through the various case studies which allowed us to practise utilising the tools we have just learned. The stories provided were very engaging and allowed me to visualise the benefits from using the techniques.
The interaction with others and reviewing my style against other styles.
I enjoyed the way we were able to practically test the techniques learned in the information sessions through the case studies. I liked the fact that the practical aspects were done as a team.
The advice on day to day tactics.
Verbal and non-verbal cues about opposition.
Team environment - good mix of people and experience. The two facilitators were very good at providing the overall strategy and technique deployment and I was particularly impressed with the time we spend on understanding how we pick up on the non verbal signs during the process which I had not given any thought to previously. There was so much good information in this course- I was really impressed.
I think the training was absolutely relevant for Skanska negotiators. It will add high value to our organisation. Practicing the examples, interesting case studies.
SWOT/trading plan/teamwork with colleagues from our Business Unit.
I liked the examples and the role plays, but also found the key messages very important.
Role playing was very interesting.
The whole workshop
Enthusiasm and really passion of both facilitators. Meeting my colleagues from other countries within region CEE within atmosphere of improvement our negotiation skills was good. Case studies and games without pressure of real world. Swimming pool :)
The cameras on the last negotiation role play and the review.
The theory about our parts of brains that helped us identify our weak and strong areas.
I very much liked real examples and tips we got thru the training. Our presenter was great. The last role play when using cameras was very useful.
The role plays were very good.
The Trading Plan and the agenda could help us to structure better our negotiations.
Thank you very much for the course. It gave me the clear point of view on negotiation process, very useful.
It was a really good training
Very good course, well prepared, very interesting, loved how the trainer kept us involved,++++++thanks
Playing roles
Role plays
I've gained a lot of experience from my colleagues from other countries.
Stretching my knowledge of applying negotiation styles.
Good training in the role plays.
Excellent presenter, easy format, good humour.
A very good presenter. With negotiations not being a huge part of my current role, I didn't think I would get much out of the course, but I was surprised. I got a lot out of it and stayed focused the entire session.
There was a variety of examples given and applications of training.
Enjoyed the case studies, hands on experience. Easy subjects for all levels.
Liked the case studies and the trainer's style. Ability to participate, the course covered a lot of ground like concession templates.
Great style of presentation. Wanted to see more case studies in more detailed negotiations cases.
Enjoyed trading plan and SWOT analysis. Overall, very well done against a challenging time frame.
Good mix of practical theory, very well presented.
Very engaging, good mix of presentation styles.
Knowledgeable trainer with experience that were well transferred.
Great content, simple concepts, good planning techniques and tools provided.
Real life examples from within business, in other words, role specific.
The presenter did a great job, he was very organized and case studies were real. More time in the course would have been good and more examples with the additional time.
Enjoyed the buyer role play workshop and practical exercises.
Liked the real life examples, quoted and phrases.
Setting matrix frame for negotiations was enjoyable. Would have liked to see more real life examples.
Enjoyed the stories, humour and case studies. Would have liked more workshops and case studies.
Excellent course, good case studies, good balance of training and theory.
Presenter was very interesting and engaging.
Enjoyed examples, case studies and real life stories.
The presenter's style and course contents were great.
Good participation with other associates. Not enough time to finish the course, would be great over a couple of days.
Very open environment, was able to ask any questions.
The content was very relevant, the trainer has a great style and presented the points clearly-very impressive.
The SWOT analysis examples were great, also enjoyed the tactics, limits and triggers explanation to look out for in order to sense where negation is at.
Very good content, case studies, practical application, understanding of SWOT and concession strategy were useful.
Well done, did a great job in putting a program together for 6 hours. Well presented, full of examples, good illustrations and slides.
I thought it was great, great facilitator, good case studies, good examples of things to remember.
Interaction, course structure and group exercises were great. Better I would expect if we did the 4 day course in the future.
The professionalism and knowledge of the presenter was the best in the course.
Great one day overview and good mix of theory and case studies. Clearly and simply presented, good connection, case studies and theory.
Practical application of the concepts were good.
Great presenter, relevant contents.
It was all very good.
A very engaging speaker. This topic demands that the speaker is believable in order to support the topic. Well done.
Enjoyed case studies. I would have liked to have had longer time for the allowances.
Workshops and role play methods were great. More time, spaced out time wise.
Benefited from case studies and research statistics.
Presenter's clear communications, material and exercises were amongst my favorites in the course.
Final case study bought the concepts together very well, would like to see. More Mars specific case studies please.
I enjoyed the exercises.
Seriously the best corporate training I have had. I found the role plays applied the theory of negotiations really well. The trade sheet will become a standard part of future negotiations.
Well informed and entertaining trainer. The personal Profile and Brain Dominance reports were useful insights into my style and way of thinking.
The role plays and opportunity to review the individual and team performance and strategies of the role plays.
Putting into practice the theory via the role plays. It was necessary to get up and move around and the structure integrated that need and made it appear seamless.
The role plays were good to reinforce the learnt lessons. The background to personality really highlights the steps and styles for negotiating.
Prepared and organised trainer.
The trainer was excellent, and it was very good to have a focused, three day small group session. It was very useful to have a mixture of people from different parts of our organisation - meant that there were more personality types available to observe!
The role plays that were conducted. It enabled us to apply what was thought and it also made us engage with the other participants which was really great.
Interesting cases. Very little I would change.
Great course, good atmosphere, training with small groups is quite good. Enjoyed video review.
Fun and interactive, enjoyed the role playing, the videos were good.
Trading Plan was a great tool. The critique from the role play's video feedback was valuable. The number of topics for the amount of time given I felt was just right.
The role plays and profiling were great. Presenter was at a very high standard. Keep up the practical components.
Thought the balance between theory and role play was spot-on.
Well balanced, personalisation was good. Very good were presentation, examples and timing.
Relaxed - plenty of opportunity to role play skills learned.
Case studies practical nature of training was valuable. As was the trainer's encouragement to step outside of our comfort zones, and try different negotiation tactics/approaches.
Favourites were: role playing, tactics, trading plan, and other tools and skills
Presentation and examples were excellent, as was the interaction and trainer's knowledge.
All very good, and great value 5 day course. Role play, videos, value creation framework. the video review was very powerful for changing my bad behaviours, excellent!
While intense, the course was very enjoyable. Much learning and application. I liked the role participation, applying lessons learnt with the client side negotiations.
I learnt a great deal from the role play and theory/technical part taught. Applying in the role play was very useful, especially on the role plays chosen and created for us. Covered most of the areas I expected.
The video and analysis of our role polys was the best. Sensory persuasion was an eye opener. Our internal preparation using SWOT & Trading Plan are valuable.
The balance was very good.
I really feel it was well balanced with theory and practical. Relaxed, fun environment - enjoyed hearing and telling personal stories/experiences. Great feedback on our performance. As much as I hate watching myself, the feedback made it worth it.
Great case studies, interesting and challenging. Real life examples and stories. Video review perspectives.
Well thought through, well organised, good content and case studies.
The best negotiation course I've been on. Excellent trainer, kept us interested throughout. I felt overloaded, in a good way.
Due to the humour and presentation style, I found the training highly engaging and found time didn't drag. The anecdotes helped to put the training into context. Covered all my needs, so was good.
Exceptionally good grounding in real life commercial situations - highly valuable tools which can make or break a successful negotiation - which have been utilised to a good extent particularly identifying key requirements brokers want, not giving away items for no return and also zooming out for big picture items.
Thoroughly enjoyed it and worth the effort! The training is a must for my level of staff. I think that smaller group sizes is the optimum amount to get the full benefit of the trainers' education and attention.
The role playing.
The ability to pick up some of the valuable tools, such as the trading plan and put them into action via role plan was excellent.
Good pace. Enjoyed the lack of formality, was interactive and flowed well. Enjoyed the case studies.
The trading plans are great. I think the most important for me was taking time to plan and BA/walk aways.
True case studies and practice. Discussion about the case studies were a great feedback. Rob Cianini video was a very easy and effective method.www.hannover-re.com
We used the Negotiation Experts' Negotiation Diagnostic Profile prior to our Global Procurement Seminar, to assess where our people were in regards to negotiation skills, and create some discussion around challenges they faced in negotiations...
I practiced using my negotiation skills after the course when selling my house, and gained a 5 figure increase in profit for a few minutes work! Excellent course, highly relevant, useful tools.
Very good speakers & teachers, very helpful tools.
Fascinating discussions and understanding more on advanced influencing methods.
Perfect training, recommendable for anybody with business negotiation needs.
Opened up my mind to new ideas, and paying attention to detail.
It was very useful to learn methods to put ideas in order and get tools that help to prepare in advance what your options and limits are.
The training was very interesting. I would have liked to have practised negotiating against the trainers.
Very positive - my key take away was to ask something in return and to prepare.
Excellent training, although I don't use negotiation often in my role.
Training was interesting but I have not had the possibility to use what I have learned yet.
The M&A role play sim that was created for us was the most instructive. I gained a clearer understanding of both our client and PE firm's needs, how to gain more vital information, and structure the deal to better meet needs.
The role plays were helpful. I also like the very specific strategies/tactics and thinking through how/when to use them.
Excellent trainer, sales negotiation training material, exercises with good applicability to the team's ongoing work.
Good training, pace was slow to begin with, improved in the end case exercises were very good.
I found it very useful. It was a hands-on learning experience with good exercises. The teacher gave valuable feedback to all of us and gave practical hints.
It's hard to remember about all aspects of this training, nevertheless I'm trying to use gained knowledge. The Trading plan, preparations for the meetings (SWOT, agenda etc), zooming is have been really valuable for me.
After training I've spent more time on preparation and analysis of my sales cases; I have also used the trading plan. It was useful to understand how important it is to observe the other party's emotions and body language and how you can benefit from it. I try to think about the seating arrangements as well.
Very efficient usage of trading plan. First for improving estimations from the project, engaging delivery guys into negotaiation preparation. Then when working with the customer and negotiating very good deal.
Very good and practical role plays. I found it also good to go through the video review together - expert feedback is important.
Well laid out instructions, easy for the group to follow.
Interactive case studies were interesting and helpful.
Interactive and informative. Took me out of my comfort zone.
I learned from the unexpected surprises in the role plays. I liked how the stories shed light on the content we learned.
I learned the most from the role plays, even though I don't like role plays. Especially liked having a team for support and ideas for the complex team negotiations. Good balanced course. Can't think of any improvements.
The role play and best practice examples will stick. Useful was learning how to identify your counterpart, and knowing how to change your approach.
The training insights were well balanced and I found the interactions and workshops very interesting.
This was my first course of this kind and I found it very fruitful, enjoyable and interactive.
I found the ways to take control of my meetings by using the prep tools reduces my stress levels and gets my team more of what we want. It was great to see our team improve from the video feedback across the days.
The case studies and theory are a great combination. Enjoyed the interaction with the trainer and the other group members, most especially the video.
I loved the role playing and learning lots of things that I can apply directly to my work. The final video was of great value as were the revisions.
My Sales Management team were at first sceptical about their needing negotiation training. Their Sales Representatives face a highly competitive marketplace, demanding that we use the best processes, tools, strategies and skills to defend and grow our bottom line. Our in-house sales training is comprehensive, and we had already completed most relevant profiles and other feedback models available.
The Negotiation Experts consultant invested time in understanding our sales process, tools, style of sales negotiation, together with uncovering our strengths and areas of challenge. The customised case studies were popular, perhaps because they reflected the most recurrent challenges that we currently have to get a handle on. We gained useful insights and actionable ideas from the Persuasion and Influence module, and I particularly enjoyed the insights gained from the communication preferences sections.
A popular comment from our Sales Managers was that they hadn't realised just how often they are called to negotiate, as they hadn't previously viewed it as negotiation. The course supported our sales processes and gave us some new useful tools. I look forward to my team passing the Negotiation Exam, and especially their improved sales results.
Very interactive and interesting training. The Disney Creativity Model is very helpful. I feel I have picked up many tools and principles to help going forward. Both instructors were very knowledgeable. I will recommend you and use the tools where I can going forward.
Having worked with this company over the last year, I have particularly appreciated their assistance. The Instructors bring a fresh level of energy to each of the sessions, and manage to deliver pertinent exercises in a professional, yet relaxed environment, which includes time for an objective review of progress. Not recommended for those wishing to stay within their comfort zones.
I wanted to send a Mahalo for the information that was taught in the Procurement Negotiations course. I just returned from Japan following a very successful negotiation session with a historically very difficult vendor. By applying my newly learned skill and tactics I experienced a far greater success level then I have ever had with this company.
The simulated negotiations taught valuable lessons.
Excellent course, I'm recommending we bring this in-house. The exercises allowed me to immediately correct my weaknesses. I learned a great deal about myself, and applied these with success. My focus was on understanding body language - it was great to see my 'tells'. Great tools.
I loved that it was so different from what I've done before AND that it was directly applicable.
The methodology and experience of the trainer was the highlight. This proved to me the material was credible and most certainly useful in the future.
The training proved relevant to my daily role, and the instructors / trainers were good.
The role plays were less nerve wracking than I had anticipated. It allowed people to get into their roles and be more open.
Very good session: tutors + style + content.
I liked role playing the scenarios and watching back on video to get an outside expert perspective of what you are doing.
You made it relevant to our department by preparing prior.
All good - thank you!
It moved quickly, so it kept me interested.
Some facilitators tend to enjoy the sound of their own voice - you guys didn't fall into this bucket.
Well presented, good humour, and practical exercises.
I liked the role play and interaction with the trainer and my colleagues.
Academic research substantiation was well integrated and well qualified.
Fast moving, always interesting.
New concepts put into practice (through role plays).
Real world applications. Examples / case studies.
The exercises were excellent, 10/10. Liked the trading plan.
A very informative course with customised role plays allowing course participants to utilize learnings.
The case studies are good and staff participation is also encouraging.
Best feature Role plays: helps us to apply theory into real life situation, ensuring balance between theory and practise.
Gained an understanding of the rules & strategies associated with negotiations.
Can use the structured & logical approach & framework.
The structure of the negotiation strategy is very useful. Changing mindset to build close long term relationship based on trust. Increased confidence to negotiate
Trainer was always willing to explain everything, even if it had already been done twice before. The preparation / customization of course to one's needs was very useful.
Thank you for providing such a good, concise course.
It was a good training and course materials are excellent
Definitely essential to be an effective negotiator. Thank you!
An excellent course which I benefited greatly from.
Well organized & worth the investment.www.pb.com.bn
I liked learning to a greater depth about body language and role plays. Video playback of our negotiation I noticed so much I'd missed.
Good atmosphere, engaging facilitator.
The group negotiation was best.
Role play feedback.
I enjoyed the humour that was encouraged in the class.
Role plays provided good experience.
The video reviews allowed us to see aspects of negotiation in action. Framing / reframing was interesting.
I didn't hate the videoing as much as I thought. Good to practice preparation in a team.
Video review was interesting.
Seeing ourselves on the videoed role plays.
Enjoyed the cadbury case study, the videos and general case studies.
Negotiating with other people out side of my colleagues, using the tools in various exercises to get a real feel for how they are applied or identified.
I liked the ability to go through some training and then being able to actually put the training to work with the mock negotiations. Application of the knowledge is critical to learning it for me.
The training was complex. I'm surprised by the accuracy of profiling - it's really me! Excellent examples of the importance of trust and relationship for the longer term gains. Great presentation on persuasion - will be learning six rules. Well balanced info and "doing". Everything was good - lots of learning with a good pace and atmosphere.
A good balance of theory and practical exercises. A memorable finale!
Good flow and interaction. The trainer's enthusiasm, knowledge and illustrative stories were great.
Passionate and highly knowledgable instructors, useful tools, memorable and fun role plays.
I liked the fact that the training was not a boring lecture but rather an interaction with all people actively engaged.
Overall it was fantastic, well paced, informative, trainers adapted to the attendees level. The role play was great, even though at first difficult. The Cialdini video was good and informative.
I felt comfortable with being able to participate. This has given me more motivation and confidence. The presenters were very good, very clear.
Real life reviews. Good balance of practical and theory. It was useful to workshop real life scenarios that could be worked on with the group. Enjoyed interaction with the group.
Very useful coaching session. Learned a great deal about how I think and make decisions, and what to do to achieve better results.
The Negotiation Experts' preparation for the engagement was thorough and ensured that their instructors had a detailed understanding of our business environment and the desired key outcomes.
I liked the brilliant teamwork and practical exercises. This was one of the best trainings I have attended. There should be a follow-up training in the future!
The "Whole Brain" approach to our sales negotiation training was very interesting.
I liked the way theoretical ideas were put into practice.
I liked that I could present my problems and get a concrete solution. I liked the strategic approach and the process taught to negotiation successfully.
I liked the friendly atmosphere and the opportunity to work in a team.
I enjoyed the negotiation skill-building case studies and interactive exercises.
I liked the fact that everything was related to the Whole Brain concept. I was able to see in details important issues to assist me negotiate more effectively.
The Whole-Brain approach to procurement negotiation is a fantastic concept. The part on persuasion was great. The exercises were very productive and brought out more team spirit. I will try to absorb as much as possible to adopt the positive learnings in my daily routine.
Thank you. You were great.
I liked the HBDI Profile most. It gave me a better understanding of my development needs. The techniques on persuasion can be used immediately in our everyday business
The atmosphere was great.
Negotiation preparation and commodity strategy development will certainly help me to improve my way of work. I liked the practical assignments and debriefing. Thanks, it was great! Can't think of any improvements plus the fact that it was really in line with my work.
Trading Plan is very useful. Sensory persuasion is very interesting. I enjoyed the course. I liked the trainer's interactive style, relaxed and yet informative. While I'm not a fan of role playing, it was a key component to our learning together.
The practical aspects I feel confident of applying immediately after navigating my way through the role.
The presentation was well done! It made me realise that there is a lot to be done to prepare for a negotiation. I liked the section explaining the role of trust, vision and value in a negotiation process.
Very good presentation quality and style. Insight into negotiation process and the case studies were very useful.
The training gave me the more systematic way of understanding my strengths and weaknesses. Case studies are best!
Very high guality of material and its presentation for a specialist subject, which was very relevant to this group.
Parts on questioning, reframing and climate were very useful and well presented.I liked the case studies customised for BOC and a chance to practice.
The training provided overall framework to build confidence in future negotiations.
Case studies were of great use! I liked well balanced theory and interaction.
Persuasion, questioning and the part on body language were excellent.
The content was really good and I enjoyed the presentation and general group discussions. The theory mixed with real life examples is quite useful.
Well delivered training, video feedback was great, I'll be recommending this training to my colleagues.
The interaction between the group, the content of the course and that the trainer was experienced within in the field of negotiating.
I liked the role play exercises - especially negotiations on days 2 & 3.
I improved from the open feedback and teamwork with team mates. The video of my performance was helpful to see. The tactics will come in handy, thanks for the reference material. Good pace, covered in enough detail.
A lot of good content, explanations, discussions, skills and tools, video reviews - fantastic! I appreciated our being stopped in the middle of role plays if we weren't making progress. All great, excellent value. The information was tops, as were the delivery and relevance. The revisions were really valuable, we could have more of these.
The training was well constructed, relevant and kept participants engaged.acma.gov.au
Overall it was excellent, great teacher! Informative but so much fun too! Learnt a lot.
Really enjoyed the tactics part, and seeing other peoples' negotiation styles.
The provision of examples and supporting case studies.
I didn't know what to expect, and enjoyed the workshop activities.
I really enjoyed Advanced Interpersonal Skills - fascinating stuff, good balance of exercises, discussion and reflection.
I thought that the course was good. I thought the balance between practical work and theory was about right and I felt that the tutor was reacting to our needs rather than sticking to a prescribed agenda.
I found the work on interpersonal skills more useful than the stuff on personal emotions/emotional intelligence.
I thought the interpersonal stuff was excellent - very applicable and I wouldn't hesitate to recommend it.
The course identified the skills we use day-to-day without realising their significance. The importance of developing the components of dialogue such as audio, visual, kinaesthetic and mirroring posture were outlined. Being able to apply the theory to actions to enable better dialogue is great and results in better reports.
The role-play sessions were most enjoyable as we were putting our learning into action and being able to gain a better insight/understanding of the theory such as NLP. I enjoyed the whole course.
Lots we can use in our work, simply because we deal with people all the time and sometimes need help in communicating, especially difficult messages. Would recommend to colleagues.
Just a quick note to add my support to the advanced interpersonal skills course. The skills over gaining 'rapport' with clients and body language were particularly useful. The course lead kept my attention for the whole 2 days - not a bad feat!
Good fun - mixture of exercises and discussion meant pace was good.
I always expect to learn new things or have my old views/learning reinforced. I was not disappointed.
Certainly valuable - now up to me to put into practice.
Trainer's calmness and resourceful was excellent!
I enjoyed the role playing, even though my nerves didn't. Most lessons were new to me, so it was a lot to take in - but I did enjoy the look forward to using the lessons learnt.
I liked the practical work, trading plan model and profiling. Many great examples/models ready to use in real business.
Proper balance between interactive sessions and theory. Profiling is an interesting insight. Very useful examples of questioning framework and questions hierarchy that is easy to use.
The tools to prepare were my biggest take away. Advice on underwriter and broker dynamics were insightful, plus relevant role play exercises.
I have recommended that this training should be conducted for other departments that deal with our customers. Excellent course to attend.
I liked practical case studies.
Thank you for giving us a chance to ask questions. The whole course was run in nice climate between trainers and delegates.
I liked the information about human behavior and how they react in different situation. I am happy with the course.
Prisoners Dilemma case study is really amazing. The course opens your mind, and we can improve our day to day work. Now we know better our skills and how to use them. We will be able to organize our negotiation agenda better knowing what are our objectives and negotiate to reach them.
The best thing about this course is that I've learned a lot about methods and tactics.
The course was productive, constructive, and explanatory. Not a lot of stress that favours listening.
No stress, good way of bringing the info to us. Thanks.
Negotiation tactics - good tool.
The role plays were great; I learned how to prepare for my negotiations.
To learn how to think of the other parties position and interests was beneficial. Learning about the real base and aspiration concept and that a deal takes place between them was great. Concession strategy and cadbury case study were the best of today.
Good to refresh and learn new skills. Benefited from position statement and concession strategy. General course content was good.
The training provided a lot of useful info about negotiating, gave me insight about myself and lots of practical experience. Things were paced really well, felt just right. Worked into the videos in a good way. Found the material was paced well and helped a lot by the exercises. Great.
Very knowledgable presenter. Well structured, informative and well presented course. Theory was really good.www.prudential.com
Good number of case studies, good course materials, trainer's personality is very insightful. I enjoyed the case studies, I learned I was giving away too much. More time to synthesize materials and review would have been better. Well presented, good real life situations personally evaluated. Clean and concise, thanks.www.sbs.com.au
Case studies and practising, real base, aspiration base, batna were all great.
The complexity and thoroughness of the role plays were very close to a real scenario (considering what can be achieved in few hours), especially the last one. It is an excellent course providing full immersion. Like most trainings, the quality is down to the facilitator's involvment. The trainer's passion for the subject is real and delegates can sense it.
Role plays, case studies and video reviews were excellent. Enjoyed role plays as they enable us to understand our strengths and weaknesses. Would like to have seen even more role plays and case studies.
Relevant examples and hands-on experience. Enjoyed case studies, implementing strategies and best practice. Perhaps extending the course to allow for more video scenario opportunities for attendees.
Role plays and feedback were great. The role plays that were filmed, the feedback on them was very useful and interesting. It was all good, case studies and practices were great.
Very hands-on with the role plays. I thought I would be a bit nervous, but once you start it is quite fun. The video review was good and was beneficial stopping throughout and discussing what the speaker was saying. Role plays are good because they help build confidence and remember what is taught. Liked learning how brain profile can help negotiation, if you can identify where your client's strengths are. I liked that there were a lot of questions to make us think. I enjoyed and found quite beneficial watching other participants to negotiate and their reviews. All areas were covered well and enough time was given for each topic, but would have liked more time for video reviews.
Enjoyed the cadbury case study, the videos, etc.
A most enjoyable and useful course - thank you. The role-play was excellent.
I did find it interesting (again) discussing the power of body language. I also found many crossovers with Child Psychology. i.e. not setting precedent by surrendering too early.
I also liked playing the role of the a person that I have an issue with. It does help you to look at the situation more clearly and see it from their point of view even if you do not agree.
The course was excellent. The techniques learnt were really informative, and I'm sure I'll incorporate them in my communications with people. I've recommended the course to several people - I hope FOE runs it again.
Although I felt I learnt a lot I came away feeling I still have a lot learn about negotiation. This is fine as it was due to the fact that a day is not enough time to learn rather than because of the quality of what was taught.
I enjoyed the video reviews the most because it was good for us to view ourselves and for the instructor to point out the hints and not just what we did badly but also what we did well. I Liked how I would give a situation or problem at work and the instructor would advise on how I could overcome these. I believe it was all good, the trainer explained everything well and gave great examples. Enjoyed that there was lots of participation and not just theory, as practical benefits my learning more, thanks.
I would like to commend you on your engaging style and highly relevant, innovative content.
Thanks for a great course by a great presenter. The opportunities to learn in a collaborative manner enabled the exploration of subject matter that most suited my work and training requirements.
I liked the combination of role playing activities, review & lecture, information and lots of role playing activities.
The final case study was very useful, watching my own behavior on the video and that of others. Also, pausing the tape and teaching us about tactics and ways to make the negotiation process move along faster and smoother, was very useful.
Really enjoyed the whole day, it was very helpful especially knowing what others want!
Very appropriate for our profession.
I liked the approach, humor and presentation.
The trainer explained everything clearly and was easy to follow.
The humor was great, I never got bored. Good role play scenarios.
I really enjoyed learning about body language and how to read people. Also learning tactics for improving negotiation skills.
Good to see yourself negotiating - received lots of tips to take away!
The video session was very useful and interesting.
Excellent experience very useful framework - it was the first time I had seen myself negotiating and it was invaluable. A very good day, useful experience and I had fun!
The trainer was very good, lots of patience and gave plenty of examples.
Great insight to the structure of negotiation.
Very good as it put us outside of our comfort zones.
Persuasion - very useful - difficult to practice but an excellent tool.
Extremely useful course.
The video-taped case study was the best part of the day. I've never had the opportunity to analyse how I act during negotiation.
The interaction proved very insightful. I learnt practical skills that I can apply to everyday scenarios. Calum was a very engaging tutor.
I think the balance between theory and practical was just about right.
The video conference teaches you what not to say and to improve on your good points. Very enthusiastic presenter who brought the day to life.
It was a very useful day - I thought the video case study was very useful.
I liked the manner by which the day was held in "light" frame but with all relevant facts. I will be using principles in day to day job: proof the course is worthwhile.
It would be very difficult to improve the training. Session was one of the best I have been to, as many different points of training were covered.
Very informative and interesting exercises. The practical elements enabled me to learn a lot about ways of negotiation.
I enjoyed it more than I thought I would! Thought the video exercise was very useful - along with the review.
Case study and video element were extremely good.www.lsh.co.uk
It was more than useful, a lot of interaction. Would have liked a longer course and even more video review!
Very helpful course. Learned a lot about tactics and how to counter them. Personality and cultural background influence in our negotiations was interesting. Appreciated the interactivity and very happy with the group. Was entertained as I learned. Trainer feedback was very accurate and helpful.
I enjoyed the video review, funny!
The course was very good.
I enjoyed the course very much!
I learned a lot of different things which I previously ignored or realised unconsciously.
Came away feeling that I'd learned a lot, laughed a lot.www.allenovery.com
The video was very informative. The case studies and role plays were very interesting, and I enjoyed active participation.
Good interaction with participants about their experiences, needed perhaps a little bit more time for preparation. Game at the end was useful and Sugar case study was excellent.
Interaction with other participants from other industries were a good experience. Two days- limited time, maybe 3 days for the Cornerstone would be appropriate. Enjoyed tactics and case studies.www.munroleyslaw.com
As a mostly left brained person, I learned how to develop my RHS red/yellow questions. Excellent role play practice and feedback. Team negotiations between sales and procurement were excellent.
New concepts for me on overall negotiation, and practical role plays.
It is great to have a professional and experienced trainer. Excellent!
Appreciated the interactive sessions, case studies, HBDI (understanding how I operate - very interesting to compare what I thought to how I actually think/operate). Great ending to the day. Found the case study a little challenging.www.stanwell.com
Very comprehensive, and real life role play exercises with critique/review sessions. Especially useful to practise collaborative approach. The course is relevant to my position, with great practical application.
Profiling exercise was very useful and informative. "In their shoes" strategy - very good and opened a new school of thought. Very useful lecture on persuasion. I liked the interactives, and "hands on..." approach as well as great location.www.bl.uk
The Value Creation Framework and the Trading Plan were my favourite take-outs.
Impressed with the quality of materials and the Persuasion and Influence video.www.petronas.com
I enjoyed the training, it was very well organized and informative. The role playing was especially helpful for me.
Excellent course, the best I've been on. Would value taking more.
Overall a first rate experience. Best I've had from UCE. Follow on session would be helpful - esp on tactics and how to handle positional negotiation.
I really enjoyed the course, the trainer was very informative, insightful, encouraging and helpful.
Really appreciated the preparation exercise of putting myself in the other person's shoes. Would like more practice with it all.
Would appreciate having a follow up refresher course. Enjoyed the rapport and body language exercises.
Biggest learning was the conversational belief change pattern to handle objections.
I learned that I tended to give up too soon, and that negotiation need not be too hard. Planning was very useful, most applicable to what I do day to day.
Thanks very much. I'm sure that there are other members of staff within our faculty and that I know from other arts companies in the West Midlands that would benefit greatly from this course.
It was great! Cheers. Every aspect proved interesting.
Looking forward to using the preparation tools in my pre-negotiation from now on. Liked the Nelson Mandela stories. Am more aware of both my strengths and weaknesses and feel more self assured than before.www.bcu.ac.uk
Tactics and practical examples were my take-homes.skytanking.com
Trading Plan was very useful! Role plays were good.www.evelop.com
I liked the combination of relaxed atmosphere, good exercises and the trainer's commitment.
The case studies and the reviews were excellent, especially the sugar case - would like more time on them. Pace of the day and revision of the course were very good.
Was beneficial increasing the understanding of my skill gap than filling it. Ability to benefit my role and business. The pace of the day and the trainers' knowledge were excellent.www.cenvet.com.au
Throughly enjoyed whole course and have learnt a huge amount which I intend to start using immediately. Thanks!
The case studies were very good as was the video on persuasion. Putting together SWOT, creativity, concessions strategy and trust building made this course very interesting.
The training was flexible. I suggested something and it was acted on varying levels of experience and knowledge among delegates.
I enjoyed and found interesting all elements of the course. It was presented in an easy to understand and enjoyable way.
I felt engaged throughout - enjoyed self analysis and course-mates analysis.www.mediatel.com
Good range of media and use of examples.
A structured, well founded process with good case studies.
I like having learned that negotiation can be managed as a structural process supported academically & practically for continuous improvement.flowgroup.uk.com
I enjoyed the free flow of the course, as well as the credible presenters.www.eversheds-sutherland.com
Balance between written, visual and role play very good and keeps attention over what was long few days.www.fullers-logistics.com
Excellent course overall - please contact me to discuss further business.www.sanofi.us
Exercises were very pragmatic, I wanted even more.www.addaxpetroleum.com
I particularly enjoyed the case studies and Cialdini material.
I enjoyed the atmosphere & style of presentation, really practical.
I'm glad it wasn't conducted in-house. The small group gave more time and attention. Relevant example stories. Revisions were very helpful. Video feedback and overcoming objections were useful. The last role play was very rewarding.
Interaction and involvement were excellent. Experts were personable, presenting interesting new content. Style insights were powerful, trading plan was especially helpful.
The video review showed me a lot about myself, enjoyed influencing exercises, the case studies and people's approach to them.
Really fascinating, good feedback.
I enjoyed the sessions on tactics, group interaction and shared experiences.
I enjoyed the case studies and theories to different thinking styles and relating it back to my profile.
I liked "games" and sharing "life examples", which made me understand the techniques better. I did many profiling tests before but this one was the best!!!
Great, lots of fun and frustrations! I got a lot out of it!
I particularly appreciated the Instructor's coaching ability and analytical skills, in addition to his ability to provide recommendations, which improved my performance.
The Instructor proved invaluable in providing guidance, not only in structuring the content of my speech, but also in adding impact to my delivery. In addition, his knowledge and understanding of psychological motivational techniques helped me prepare immediately before I was to deliver the speech.
Excellent: the tools we now have are very useful. Recording and review was very insightful. Role playing preparation and doing was really good value. I enjoyed the references and examples to real life situations. I'm now setting agendas for all my meetings, along with strategies to tackle the most important items for me/my company.
I liked the provided examples and the case studies that gave me a concrete approach to the theory explained before.
I liked the open discussions and the case studies.www.modis.co.uk
Real life examples helped explain what was being taught. Structured layout and easy to follow presentation style. HBDI Profile - Scarily accurate!
Very interactive training with extremely useful methodology overview, profiling and the question framework exercises.
I enjoyed the workshop and certain will recommend it to my colleagues from company.
Was great and truly valuable - thank you. I valued having a smaller group size, and the interactivity and practice makes perfect.
Simple, clear, logical and information rich. Good presentation. The final negotiation and video review was horrifying, yet so useful.
Nice atmosphere: informal but structured environment and coursework. Very good course notes and powerpoints.
Fantastic experience!
The video role-play was good because I got to see myself in action with great feedback for learning.
Good practical examples and case studies - good overall process.