As a leader in life and business, by definition you are constantly making decisions and conducting negotiations. Acquire the tools to negotiate even more effectively, creating win-win outcomes and lasting relationships.

•  It starts with understanding.

•  Negotiate on the basis of facts and interests, not positions.

• Differentiate power from force.

• Creates win-win solutions for all involved.

• Realises results and lasting relationships.

We are all negotiators.

Believe it or not, we are all negotiators. We negotiate the price of a house when we want to buy it. We negotiate lawyer’s or accountant’s fees. We negotiate a merger or a corporate takeover. We even negotiate with our partner on where to go on holiday or with our children who want an extra ice cream.

Real Negotiation.

Negotiation can start from a contrast of wills or from an intention to align with reality.

The contrast of wills, in which one party wants one thing and the other party wants something incompatible with the former, is an immature and emotional situation, it is not reality.

The ‘reality’ is the real facts and interests of the parties that are at stake. Real negotiation is based on interests, not on positions; it works hard on facts and soft on people; it has flexibility of solutions to satisfy the parties’ interests in the best way; it is rooted in objective criteria, not in conflicting wills; it is based on rationality, not on emotions (although it considers emotions important in the overall framework of the relationship).

Real negotiation is based on a win-win attitude.

No solution is good if it is not based on truth, balance and justice. Solutions based on falsehood or arrogance do not last: they will never be good in the long run and will not create long-lasting relationships.

Negotiation techniques are only true if they can be used by both parties. The ultimate test is: if the techniques are known and used by both parties, they still work; in fact, they work better. It is with this test that we know that the techniques are true and that the negotiation is real.

This differentiates real negotiation, based on truth, understanding and compassion, from false negotiation, based on force, concealment and manipulation.

eal negotiation is based on real power; false negotiation is based on pure power relations. Real negotiation works in the short term and in the long term. It creates respect between the parties, friendship and openness to new business opportunities in the future.

False negotiation may only work on the surface and in the short term, but it never works in the long term. It creates resentment, inner conflict and a desire for revenge.

Real negotiation is the type of negotiation adopted by the world’s leading businessmen, including Warren Buffett, Charlie Munger, Bill Gates, Steve Jobs, Jeff Bezos, whose personalities and experiences have all inspired the course.

Real Negotiation shares the approach of negotiation based on the principles of the Harvard Negotiation Project developed by Harvard University.

Charlie Munger, vice-president of Berkshire Hathaway, expresses the whole concept of Negotiation with his usual elegance and candour:

“Generally speaking, where Berkshire [Hathaway] has the power, we always try to be more than fair to the minority who do not have the power and who depend on us. One might say, “What wonderful moral people!” I’m not really sure we can boast of having so much morality, because we soon learned how important it is to have a good reputation of doing the right thing and that has worked very well for us. […]. People make contracts with Berkshire Hathaway all the time, because they trust us to behave well when we have all the power and they don’t. There is an old expression on this subject, which is really an expression of moral theory: ‘How good it is to have the power of a tyrant and how wrong it is to use it as a tyrant’. It is an extremely simple idea, but it is a correct idea’.

Duration.

The ‘Negotiation’ training lasts 3 days and is intensive.