CREATING AND CLAIMING VALUE IN NEGOTIATIONS
ABOUT THE SESSION
This masterclass in negotiation focuses on how to create and claim value in a negotiation. A critical skill in a hard market.
We will look at how to ensure the negotiation does not become focused around price and premium by discussing how to create value in a negotiation through identifying interests. We will focus on how to identify distributive interests (win-lose), integrative interests (win-win) and common interests.
We will then build on this by looking at how you create a strategy for placing a value on these interests for you and your negotiation partner and then how you present proposals in which value is created for all but in a way that you end up claiming the lion´s share.
By the end of the session, participants will be able to:
Identify how to create and claim value in a negotiation.
Recognise the different types of interests in a negotiation and how you place a value on these.
Implement a strategy to move a negotiation away from being centred around premium or price.
Session Length: 1 hour