Negotiation Excellence
… is a journey which develops organisations to massively improve the quality of their preparation and teaming before important negotiations.
Individuals take-away an instant format for self assessment and reflection of any negotiation situation, ad-hoc or planned, and benefit from a superior confidence level of effecting a good outcome for the organisation
An ethical negotiator is a leader: of themselves and their counterparts, striving to create value in place of compromise.
Negotiation Excellence
A timebound adventure. The Negotiation Excellence program plays out 100% online and runs for 12-14 weeks.
This timeframe sends messages that are central to our beliefs:
- Learning takes time
- To develop, you need to see your current behaviour reflected against “what the book says” and make your own mind up
- Negotiation is a serious business – and so is the development track that gets you there – make it conscious
- Confronting your own personal learning disabilities and blockers is fundamental in accepting learning design
According to research, “every dollar invested in leadership development yields a Return on Investment ranging from 200-1100 %”!!!!
In fact, with number like these, it seems remarkable that organisations don’t put everyone through a company-wide Negotiation Excellence initiative in order to benefit from the conflict resolution and personal mastery outcomes….. in ADDITION to the numbers.
Werk4 is primarily a change management and leadership consulting organisation based out of Vienna, Austria. Our motto is “development professionals” and our mission is to make leaders conscious of their leadership responsibilities and change potential.
Journey milestones
These are the key elements of the Negotiation Excellence programme.
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Kick-off
This is a great idea to get upper management visibility and buy-in to the process – especially when we are lucky enough to use upper management as feedback givers in the practice sessions.
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Popcorn Sessions + Webinar Live
Method concepts delivered over pre-recorded filmsets, viewed in trios (popcorn sessions) that are set up at the beginning of the journey and re-shuffled over the course of the programme. Then, 90-120 minutes webinar live with the full cohort to allow the participants to exchange, hear examples of real-life experience and really practice the related communication skill.
The journey contains 4 popcorn sessions and 5 webinars spread over the programme duration.
The popcorn approach is the absolute heart of a system that trains organisations in “self-motivated learning”.
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Practice Sessions
After each webinar, participants meet in groups of 4 (plus a trainer) and put their skills into practice. In some cases, our clients also provide internal observers (managers, sales directors or other functions) who play the “voice of the customer” and give feedback as well.
Our roleplays are either developed with our clients to be as authentic as possible, or we use roleplay scenarios developed with other clients that have been adapted and have proved effective in the past.
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Retrospective
The formal end of the Negotiation Excellence journey. A discussion of achieved learning goals and the progress of “Negotiation Skills within the Organisation” – and how to keep the learning going.
Committed to online development
Even before the pandemic, “blended learning” was a werk4 design principle.
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20 years ago, we had sales reps on telcos reporting on meeting results to the trainers and their peers on a weekly basis.
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15 years ago, we championed “fixed line meetings” over video conferencing and glass fibre networks for cross country project teams.
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7 years ago, we were doing “roleplay-online” over MS teams
because it is small, repetitive and “bite sized”
The story of Online Training
Why Choose Negotiation Excellence with Werk 4?
The German word “Werk” has a double meaning.
- A place of work, a factory, an assembly hall
- A work of art, a masterpiece in the making
Seasoned experienced professionals
Passionate in their fields, from a multi-national background
Internal quality guidelines
To match our clients internal processes
Proven positive record
Our consultants came from, and grew up through their industries
Unique approach
Our consulting and change background leads us to make recommendations on organisational development
Not just an online course
With months of continuous learning, trainees will have the guarantee of a series of positive outcomes.
Resource Guarantee
We have capacity to run journeys for 300 candidates simultaneously (for large initiatives)
Next Steps
- Get in touch
- We’ll discuss target group, objectives, group-size and delivery options
- We will send you the overview documentation and an offer
Who is it for?
Key Account Managers
Partner Managers
Procurement / Purchasing Professionals
Inside Sales
Our Customers
Some reasons why we work with companies for years and years
Head of international Key Account Management at an FMCG company
‘’This program gave me a method of assessing my sales people in the most critical discussion that they needed to run, and identifying ways of improving the conversations for the whole team.”
Head of Purchasing
‘’We used negotiation excellence to build a bridge between our procurement people and the Key Account Managers internally. In all honesty, this was the best skills development sessions that we’ve ever done, and we ran it subsequently for 2 years before needing to bring the trainers back in for a refresh.”
Head of international Key Account Management at an FMCG company
‘’Werk4 showed us the value of running internal roleplays and completely demystified the process so that now we run roleplays for all of our key negotiations, especially the annual negotiations.”
Sales Director
‘’As a sales director for a solution sales environment, I was shocked to realise that our negotiation skills were so bad, because our sales people were so intensively relationship-focused. In essence, this program forced us to change the negotiation teams around, so that the interest level moved towards our profit margins rather than towards the longer-term relationship. It has worked.”
If you want to read happy positive reviews, there are some examples here, but a serious client needs references to put in front of their decision makers, and these need to come from comparable industries and professionals.
When we get to this stage, we’ll supply you with referees and case studies.