www.negotiation-training.eu is an international network of high level experts specialized in all fields of negotiation.

Our consultants are all experienced negotiators who have held strategic positions in the field of negotiation: Sales Directors, Industrial Buyers,   Human Resources and Labour Relations Managers…

We focus totally and exclusively on  optimizing negotiation competencies, offering professional support and counsel in all areas of negotiation activities :

• Strategic counsel (price policy, contractual conditions…)
• Study of aptitudes and behavioural styles « profiles » of individual and team negotiators
• Identifying and assessing high flyers among negotiators and assessing them
• Negotiation training (purchasing, sales, labour and managerial negotiations…)
• Support to individual and team negotiation

Our consultants offer Negotiating Training & Consulting services from a foundation of international business experience in complex deals together with negotiating training and facilitation experience across cultures, including team building & coaching for negotiators.

• Experience,
• Education
• Impact.

These are the characteristics typifying the consulting members of our board.

Our Consulting Board is constituted of global thought leaders and business practitioners in the diverse industries, markets and disciplines of negotiation.

Jan POTGIETER H.B.D.I.(TM)(Hermann Bran Dominance Instrument) certified , Founder of the European Negotiation Academy in London, he is the foremost specialist in Business Strategy applied to in the field of negotiation..

Ken KITCHER Executive coach and trainer Ken Kitcher, British, is perfectly bilingual French/English. Founder of KS Associates, he has been auditing, consulting on sales strategy, language training and cross cultural management. He is well known as an expert in cross cultural negotiation.

Pierre LE MAITRE Pierre LE MAITRE graduated from EAP in 1983. Working first as International Sales Director with LEANORD SA (Groupe Intertechnique puis Siemens-Nixdorf), he then joined DASSAULT AT as Sales Director for East European countries. He now teaches at CESCI, l’EPF, l’ISC and carries out audits and training with High Technology firms in France and abroad. He is a certified SIEBEL (CRM) consultant.

Christine MORLET Professional Speaker & Senior Consultant, founder of the Negotiation network of experts, H.B.D.I.(TM) certified - NLP practitioner, expert in interpersonal communication and sales negotiation. Former Senior Consultant, Scotwork International Group, Member of the Speakers Academy Europe, Member of the International Federation for Professional Speakers.

Bernie VAN NIEKERK Bernie van Niekerk has advised and trained many leading organisations in a variety of industries on World Class Procurement Strategy, Supply Chain Strategy, e-Procurement, Strategic Sourcing, Supplier Management and other leading concepts within the supply chain. He has advised companies such as: Engen Petroleum, Discovery, McCains, PPC, ABSA, Iscor, LTA, Toyota, Glaxo Wellcome, Bax Global, Denel, Nampak, Kumba Resources, Hewlett Packard, The University of Fort Hare and Bidvest. He is currently a strategic advisor to the University of Fort Hare on their academic programmes (Diploma nd Degree) in Public Sector Supply Chain Management.

Daniel CREPIN Daniel Crépin graduated from HEC Business School. After 15 years with a major chemical firm in sales, marketing, quality management positions) he has been counselling large organisations and training their executive officers, since 1990. Well known for his many articles on quality management, Daniel published in 2001 “Problem Solving: Methods , First and Second Generation Tools”, Editions d’Organisation, Paris (with R. Robin).

Danièle ILACQUA Senior Consultant & Trainer – Canadian - Speaks French and English (both mother tongue level) - Russian (good command) ; Italian & Spanish (operational) Member of the Magellan Circle: a network of International Mobility Managers Lecturer in the Magellan Institute’s Master in International Mobility Speaker – Specialist of Cross Management Conferences & Trainings

With many years of proven industry experience, our bord members are recognized European leaders in negotiations training, consulting and negotiating performance coaching.

Through public open enrollment workshops and private on-session training sessions, we have helped leading corporations, non-profit organizations and governmental agencies improve their ability to negotiate better outcomes for their constituencies.

First-time negotiators as well as those with the greatest competitive drive and amount of first-hand experience and negotiations wisdom can benefit from our time-tested workshops. Whether focusing on negotiating a contract with a vendor or jumping in to the often-stressful car buying process to deal with a dealership, our classes provide useful skills, proven techniques and various role plays to help you become more aware of negotiations that you must face on a daily basis.

We customize our courses to your organization, needs & objectives.

Many of our most popular classes focus on multiple facets of negotiations to provide a truly holistic view on how to negotiate more effectively.

Even the most hesitant negotiators can benefit from our unique training approach. Over time, many of us develop bad negotiations habits that impede our ability to succeed when dealing with others, whether negotiating a technology agreement with a software vendor, trying to put in place the final details on a critical end of the quarter sales negotiation with a new Japanese client or simply hashing our a request for resources with a colleague during an internal negotiation.

We teach those skills that will lead to the highest probability of success that help professionals get negotiations started on the right foot and enable them to keep them flowing, even when unexpected conflict threatens to derail negotiations. With these improved skills, participants can focus on aiming high during negotiations while not having to worry about common dirty tricks like "the moral appeal" that are so often used by dishonest negotiators.

Those who must deal with specialized negotiations such as international discussions with Chinese for a new manufacturing plant, with Mexican businessmen to establish a partnership, with Indian counterparts to open up a new call center or prolonged negotiations designed to establish strong vendor relationships can also benefit. Our twenty-five years of experience has allowed us to touch on multiple situations in nearly every industry imaginable.

Participants who attend our masterclass & workshops will learn to:

• Know much more about their own negotiators profile using a certified assessment tool
• Utilize various tools to plan for a negotiation and place an emphasis on individual analysis as well as a deeper understanding of business issues
• Focus on gaining a greater understanding of your own negotiation strengths and weaknesses
• Work through the 4 steps of negotiations
• Know how to set internal goals and expectations prior to discussions
• Understand the importance of relationships during negotiations
• Utilize a more open and consultative approach to negotiations
• How to sidestep attacks during a negotiation and take an objective view
• Avoid negotiation misunderstandings that can derail discussions
• Focus on seeking mutually beneficial outcomes for both parties
• Use questioning skills to uncover important information during a negotiation
• Know how to manage concessions during a negotiation and do so in a manner that enables you to deal with concessions effectively
• Deal with even the most aggressive and adversarial personalities
• Manage situations when the other party wants to negotiate items that are non-negotiable
• Manage the consequences of failing to agree to a negotiated agreement
• Avoid mistakes that can lead to less satisfactory outcomes
• Overcome deadlocks and stalled negotiation discussions
• Understand how power influences a negotiation and how personal profiles can have a high impact on negotiating performance.
• Deal with dishonest negotiators who utilize tactics like blanketing to pressure others to modify a proposal, competition to lower prices or even artificial deadlines to cause the other party to make concessions
• Know when to negotiate alone with the other party or collaborate with a team to provide a united front
• Circumvent negotiators who continue to ask for more concessions to the end
• Overcome those parties who back out of agreements or try to claim the inability to follow through based on a missing person
• Evaluate and learn from their negotiation experiences
• Manage the critical pitfalls to avoid when negotiating on the telephone
• Deal with recently accepted practices that often come up during electronic negotiations