Webinar - Creating and claiming value in negotiations

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.

LEARNING OUTCOMES

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.

SPEAKER BIO

Jeff Heasman worked as a litigation executive and senior liability adjuster before branching out into language and psychology. Jeff holds both a bachelors and masters of law degree, is a qualified language instructor and also a certified practitioner member of the Academy of Modern Applied Psychology. He delivers courses across the globe, either face-to-face or online. Jeff maintains a close connection to the industry by regularly providing consultancy in law and language, especially through his plain language editing service