Advanced Commercial Negotiation
Overview
Commercial negotiations involve high values, multiple issues and experienced counterparts. This advanced course covers complex deal structures, multi-party and cross-cultural negotiation, team negotiation and the analytical tools needed to create and capture value in major commercial agreements.
Who should attend
Experienced negotiators, commercial and procurement managers, business development leaders, and contract managers.
Training methodology
Interactive presentations, practical exercises, case studies, group discussions, role-plays where relevant, and a personal action plan that participants apply in their own work.
Objectives
By the end of this course, participants will be able to:
- Plan complex, multi-issue commercial negotiations
- Use analytical tools to evaluate deal options
- Negotiate in teams and with multiple parties
- Adapt to cross-cultural negotiation styles
- Protect value in contract terms and long-term deals
Course outline
Day 1Complex Deals
- Multi-issue negotiations
- Value creation and claiming
- Deal structures
- Lessons from major deals
- Case analysis
Day 2Analytical Preparation
- Scoring systems for issues
- Zone of possible agreement
- Scenario analysis
- Pricing and cost models
- Preparation exercise
Day 3Team and Multi-Party Negotiation
- Roles in negotiation teams
- Internal alignment
- Coalitions
- Managing multiple parties
- Simulation
Day 4Cross-Cultural Negotiation
- Cultural dimensions
- Regional negotiation styles
- Building trust across cultures
- Communication pitfalls
- Role-play
Day 5Contracts and Long-Term Deals
- Key commercial terms
- Risk allocation
- Renegotiation
- Relationship management
- Final simulation
