For Companies

Courses for business

Every organization has different needs and objectives in terms of negotiations. We have developed courses for multinational corporations and small companies, public and private companies, law firms and non-profit organizations, Italian and foreign companies. Our courses are adapted to the needs of each company through a series of activities before, during and after the delivery of the course. The goal is always to improve the negotiation skills of each participant, in order to increase the results of the negotiations throughout the company.

Courses

  • Negotiation at Its Best
  • Advanced Negotiation
  • Negotiating Across Cultures
  • Challenging Conversations
  • Negotiating with Hostile Parties
  • Principles of Persuasion®
  • Lie Detection
  • Mediation Advocacy

Methodology

  • Analysis of the company’s negotiation practices, and possible problems, through interviews and focus groups with key stakeholders.
  • Micro and macro planning of the course agenda.
  • Creation of negotiation simulations specific to each company.
  • Gathering of evidence and of the company’s best/worst case studies, in order to facilitate the sharing of the negotiation experience inside the company.
  • For large corporations, the creation of a pilot edition to confirm the micro planning.
  • Follow-up and advanced courses held 4 – 6 months after the first edition, in order to verify the results and improve negotiation techniques.
  • Creation of instruments for the measurement of negotiation results.

SUPPORTING THE BUSINESS TEAM

  • Definitions of long-term commercial agreements
  • Establishment of international joint ventures
  • Definitions of strategic alliances
  • Loans with banks or investment funds
  • Renegotiation of contracts already signed
  • Buying and selling of companies, company shares
  • Buying and selling of important real estate

HOW TO MAXIMIZE THE RESULT OF THE NEGOTIATION

Variations, even minimal, in the agreement can determine the success and failure of the operation. In these contexts, we support the company in maximizing the outcome of the negotiation through the following activities:

  • Accurate preparation of the strategy according to the 8-element model (definition of the first offer, BATNA, planning of concessions, point of resistance, objectives, definitions of objective criteria, creation of new options, tactics to be used, etc ….)
  • Simulation of meetings and scenarios that can arise through the representation of the counterpart
  • Drafting of written proposals according to the principles of persuasion
  • Assisting in the negotiating team in Italy and abroad during the various negotiations at the negotiating table
  • Analysis of cultural differences that can influence international negotiations
  • Assistance in drafting the final contract