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Negotiation Master Classes

Learn how to effectively negotiate commercial agreements and create value for your organization in WorldCC’s Negotiation Master Class delivered in partnership with Keld Jensen.

Research consistently identifies negotiation skills as a key competency tied to individual professional success in the commercial and contract management field, as well as a vehicle that materially impacts an organizations’ ability to contract for value. It also reveals that a majority of today’s negotiations are conducted online, not face-to-face.

Unlike other negotiation programs, this program is designed specifically for the contract and commercial community, organized in a blended delivery format so participants can engage with the negotiation program curriculum, develop skills, apply them on the job, and reflect on real-time experiences in a post-training phase. You learn and practice in the same online environment you will be conducting the majority of your negotiations. Availability is exclusive to our members.

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Objectives

You will know how to close deals smoothly with positive outcomes for everyone involved.

You will be able to effectively engage in negotiations that arise throughout the contracting lifecycle.

Individuals and teams will develop the skills to achieve their organization’s desired business outcomes.

Ways to Learn

Self-paced online

Complete the online curriculum on your own schedule. Participants benefit from micro-video presentations, social-learning discussion forum, negotiation tool-kit, knowledge checks and access to three supplemental negotiation books.

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Blended

Teams can add further value to their self-paced online learning with three further steps (minimum 10 participants required):

A virtual, half-day workshop
Practice in real-time negotiations
Post-workshop feedback sessions, two x 1-hour

Custom blended

Contact World Commerce & Contracting to discuss options for custom curriculum and delivery to meet your team needs.

Self-paced learning is available as a stand-alone progam

The blended learning program includes all four steps.

Who is this course suited to?

Contract and commercial professionals who wants to improve how they negotiate and discover ways to collaborate. This is a unique opportunity to learn from award winning author Keld Jensen, who has also been named in the Top 100 Thought Leaders in Trust.

This course complements the Commercial & Contract Management Certification Program and builds on the principles of this program.

Negotiation Master Class Self-Paced Online

Get to know the 4 most important findings to be successful in negotiations

Understanding the negotiation process

Difference between a qualified and less qualified negotiator

The value of trust in negotiations (TrustCurrency)

Measure your moral and ethical value in the MCI test

Understanding the award winning NegoEconomics model and how to create up to 42% additional value

Manage and prepare the right strategy (SAM Model)

Learn from case studies (BlueKolding, KMD, SamAqua)

Generate an understanding of the 10 steps in any negotiation

How the professional negotiator prepares

Communication, positive impact as a negotiator

Establish your NBA, (next best alternative), target and threshold of pain

How to manage virtual negotiations

Explore the 5 different negotiation styles and how to deal with them: Combative, Concession, Delaying, Compromise, Collaboration

Dig into what stress means for the professional negotiator

Watch a SMARTnership negotiation

Half-day virtual workshop in the blended program

Participants have an opportunity to apply their knowledge and new-found tool-kit through participation in negotiation simulation exercises, and receive real-time feedback. Virtual workshops can also be reasonably customized to ensure that your organization’s specific skills’ needs are met. Participants will be able to meet the negotiation challenges in front of them during any phase of the contracting lifecycle to drive revenue, create value, minimize costs or increase customer satisfaction.

Feedback sessions in the blended program

After 1-month of practice, participants engage in two, 1-hour sessions every other week with their workshop trainer to reflect on experiences – positives, set-backs – and receive feedback and continued training to ensure you and/ or your team completed the program skilled in effective negotiation.

Pricing and registration

The Negotiation Master Class Self-Paced Online

USD $395 per person

Available to WorldCC Members only:

Self-paced online negotiation program (takes 4-6 weeks to complete)
Keld Jensen’s Negotiation Manual, Positive Impact: Inspiring Trust and Confidence and Honest Negotiation (online)
40 CPD points
3-month access

The Negotiation Master Class Blended Program

USD $895 per person

Available to WorldCC Enterprise Members only, with a minimum of 10 participants:

Self-paced online negotiation program
Half-day virtual workshop
2 post-training online meet-ups with workshop trainer
Keld Jensen’s Negotiation Manual, Positive Impact: Inspiring Trust and Confidence and Honest Negotiation (online)
60 CPD points
6-month access

Keld Jensen

About the trainer

Recipient of the World Commerce & Contracting Innovation Award

KELD JENSEN is an internationally recognized expert and advisor on business, communications and negotiation.

He works with governments and major corporations in applying the techniques of SMARTnership negotiation while maintaining a busy teaching schedule at top-ranked universities around the world.

Keld has made more than 200 international TV appearances, and contributes regularly to Forbes magazine, reaching more than 2.8 million readers. A prolific author, Keld has written 24 books to date, with his works available in more than 35 countries.

In 2016 he was named as one of the world’s Top 100 Thought Leaders in Trust. His concept of SMARTnership won the award ‘best negotiation/tender strategy’ from The Organization of Public Procurement officers and The Innovation Award from World Commerce & Contracting (formerly IACCM) in 2017.