The ESA Negotiation Workshop is being delivered in conjunction with Mike Davey, MD and founder of The Davey Partnership. Mike has over 20 years of experience coaching, mentoring and teaching negotiation skills to a wide variety of corporate clients. We spoke to him about his approach and what attendees can expect over the two days.
Our 10-step action plan covers the following broad topics:
1) Negotiation principles
2) Planning
3) First contact
4) Proposing
5) Responding
6) Communicating
7) Practice session / case study one
8) Profiling behaviour
9) Practice session / case study two
10) Action planning / closing
This is delivered by two of us (me and my colleague Noel), so you don’t have to listen to just me!
One of the first things you’ll notice when you walk into the training room is that it’ll hopefully have a very relaxed, but stimulating, feel to it. Over the 20 years that I’ve been doing this, I understand that this is one of the key components of the learning process. It’s designed to make you think “What’s all this about?”. We make use of peripheral messages aligned to the programme, as well as “table toys” that are very important in the context of absorbing all the primary negotiation messages.
The ESA Negotiation Workshop is a highly interactive programme. I can certainly promise that no-one is going to feel, at the end of the course, that they’ve sat there for two days being told all about negotiation but have had no part to play in it. This is definitely not death by PowerPoint! It’s extremely visual, and very business focused. We’re interested in what all of our students bring to the table and how their experiences can help with the overall learning of the group.
This is a continued learning workshop, meaning that there is no final exam. We work with the group to ensure that questions are answered, knowledge is absorbed, and the level of engagement is such that, when it comes to the two case studies that are delivered, everyone is at a level of understanding that their take-out will be entirely relevant to their job and current position.
Negotiation skills are not just business skills, they’re skills for life. So, whether you’re buying a new carpet, or looking to negotiate a new agency or sponsorship partnership, this workshop will ensure that you have the necessary skills to read the situation properly and recognise the nuance and subtleties of emotional responses to the way that people go about making deals.