Euromoney Learning On-Demand
Powered by Finance Unlocked
Learn about every aspect of finance, delivered through one-off videos and in-depth pathways
Learn MoreVAT on Virtual and Online Programmes
Claiming Back Your VAT
All attendees of a London based course incur VAT as a part of the cost of attendance.
Euromoney Learning have partnered with VAT IT to allow you the unique opportunity to recoup the VAT incurred.
Using VAT IT's extensive experience and simple sign-up and refund process, every invoice can be turned into cash for your business.
Claim the VAT that's rightfully yours in four simple steps:
|
1. Register your interest |
2. Sign a few simple documents |
3. VAT IT processes your claim |
4. Receive your refund |
Why choose VAT IT
VAT IT have spent two decades identifying, researching and perfecting the foreign VAT Reclaim process and built the best back end technology in the industry. By partnering with Euromoney Learning, we can provide you with a fast and effective way to reclaim your VAT which helps reduce the cost of your training.
VAT IT will charge a percentage of the VAT refund if/when it is successful.
Can I claim back the VAT myself?
You can claim back VAT directly from the UK Tax Authority (HMRC) by completing the following form.
For European clients, please refer to form VAT 65.
All other clients, please refer to form VAT 65A.
You may also be able to claim back your VAT against courses taking place outside of the UK, and we would recommend contacting VAT IT, our specialist partner, to discuss how to do this.
Negotiation Skills in Business
-
Participants will enhance their negotiating skills in a range of negotiations, including one-on-one and team - on- team negotiations, negotiations with multiple partners, and one-off and continuing negotiations.
It is not lecturing but being introduced to new research, approaches and ideas. Participants will practice and refine their negotiation skills, receiving feedback and coaching to start implementing their learning from and during the course.
Objectives
By the end of the course the participants will be able to:- Identify opportunities to create value through negotiation
- Prepare and plan for a negotiation in a systematic, flexible and effective way
- Improve their skills to prepare for and manage the whole negotiation process
- Adapt their negotiation approach for better outcomes
- Develop confidence in their negotiation skills through real-world negation challenges with fellow participants in a safe supportive environment
- Learn a variety of different negotiation strategies
- Communicate more effectively by using questioning, listening and observation skills
- Become familiar with a Virtual Negotiations Tool Kit – 12 Insights for Success to Rapidly Building the Solid Bridge
- Be introduced to a Framework for Understanding and Planning Cross Cultural Negotiations
- Receive valuable feedback from an experienced expert
Benefits
Individuals will have:- Learned the negotiation process and how to manage each of its different stages
- Obtained detailed knowledge of tested negotiating techniques and how they can be applied in the context of your organisation
- Become aware of their preferred negotiating style along with its strengths and weaknesses
- Learn how to get the best possible outcome while maintaining and improving their relationship with clients
Methodology
The programme will be run on a highly interactive basis, with a number of exercises, film clips, and activity to emphasise and embed key learning points for participants. -
Day 1
Introduction
- Welcome and Individual Introductions
- The key objectives for the course
What is Negotiation?
Introduction – Essentials for Successful and Effective Negotiation Outcomes
Framework for Negotiation
- Simulation
The 4 Negotiation Objectives
Negotiation Objectives – Which One will You Choose?
- Creating value
- Maximising value
- Claiming value
- Examples of value
Merely Satisfying or Optimising Beyond Initial Objectives
Negotiation Strategy – The Harvard Way
Positions and Interests
Choosing your strategy
- BATNA
- Reservation price
- ZOPA
- Target Points
Negotiating Planning Worksheet
Top 7 Negotiation Behaviours and Habits for Enhanced Success
- Body Language and Misunderstanding Body Language
- How to Display Neutral Non Transparent Body Language
- Asking Questions – Impactful techniques - and which questions not to ask
- Listening – gathering information to create value
- The 4 C’s
- Persuasion – Structuring a Persuasive Message
- Dealing with Confrontation and Difficult Conversations
Day 2
Defining a Great Deal
- Negotiation Balanced Scorecard
- Measuring Progress of a Negotiation
- Developing a Scoring System
- Benchmarking Final The Outcome
Offers
- Who should make an offer and when
- The “Winner’s Curse’
- The “Chilling Effect”
- Precise or Range Offers
- Early Offers
- Later Offers
Bargaining
- Leveraging with impact
- Concessions – an art and a science!
- How transparent should you be?
- Key Questions – An Elephant’s Friend
- Killer question with confidence
- Log – rolling’– Value Added Trade – offs
- Multi Issue Offers – ‘MIO’
- Multiple, Equivalent, Simultaneous Offers – ‘MESO’
Body Language
- Why it is a critical element of negotiations
- Reading the body language of your counterpart
- Displaying your own body language
- Body language and ‘connectivity’
Diagnostic – Know Your Dominant Negotiating Style
- Recognise Others Style
- Broadening Your Styles
- Adapt your style for different circumstances
Power, Rights and Interests – Disputatious Negotiations
- Power, Rights and Interests Model
- Re – directing rights and power driven negotiators
- How to use rights and power effectively
- Rational and Irrational Negotiations
- The 4 W’s
Negotiating Challenge – Real Life Case Study - to practice, illustrate and embed learnings
Multiple Party Negotiations and Team Negotiations
- Team Negotiations the advantages – research
- Advice for negotiating in teams
- Challenges and good practice
- Creating alignment of team members
Day 3
Creating and Establishing Winning Trust in Business Negotiations
- What is Trust?
- The importance of trust for sustainable negotiation outcomes
- Establishing rapport
- Techniques to create rapport to influence and persuade
Trust activity
Negotiating - Virtually and Online
What is Different About Negotiating Virtually – Face to Face and Email
Virtual Negotiations Tool Kit – 12 Insights for Success to Rapidly Building the Solid Bridge
Virtual and Electronic Communication and Negotiations – including the latest research with case studies
- Email – advantage or disadvantage in negotiations
- Adjusting to Non Visual/Face to Face Negotiations
- Developing E – charisma
- The virtual handshake – richer negotiation communication
- 2 to 1 ratio in E Negotiations
- 10 rules for email negotiations
- Advantage of Linguistic Style Matching in Negotiations
- Visuals in and success in negotiations
- Getting your co - negotiator to act as your mirror
- The Key 4 moves in for virtual negotiations success
- Getting Virtual Negotiations ‘back on track’
- Detecting lying in text based conversations
International Negotiations
Negotiating Challenge – A Cross Border Acquisition – Group Work
Negotiating Across Cultures
- What is Culture?
- Why and How Culture and Background Impacts Upon Negotiation
- Mapping Cultures - A Framework for Understanding and Planning Cross Cultural Negotiations
- Decoding Culture
- Face, Dignity, Harmony, Honour, Social Structures
- Culture and Distributive and Integrative Negotiation
- Decision Making
- Trust
- Status and Face
Cross Cultural Communication for Effective Negotiation
Cross Cultural Communication - Activity
- International English
- Direct Communication
- Indirect Communication
- Effective Tools for Cross Cultural Communication to Avoid ‘Cultural Incidents’ and ‘Misunderstanding’
Clinic for Participants to Consider Particular Issues They Face in Negotiations
Action Plan for Each Participant
Close
-
Our Tailored Learning Offering
Do you have five or more people interested in attending this course? Do you want to tailor it to meet your company’s exact requirements? If you’d like to do either of these, we can bring this course to your company’s office. You could even save up to 50% on the cost of sending delegates to a public course and dramatically increase your ROI.
If you want to run this course at a location convenient to you or if you want a completely customised learning solution, we can help.
We produce learning solutions that are completely unique to your business. We’ll guide you through the whole process, from the initial consultancy to evaluating the success of the full learning experience. Our learning specialists ensure you get the maximum return on your training investment.
-
We have a combined experience of over 60 years providing learning solutions to the world’s major organisations and are privileged to have contributed to their success. We view our clients as partners and focus on understanding the needs of each organisation we work with to tailor learning solutions to specific requirements.
We are proud of our record of customer satisfaction. Here is why you should choose us to help you achieve your goals and accelerate your career:
- Quality – our clients consistently rate our performance ‘excellent’ or ‘outstanding’. Our average overall score awarded to us by our clients is nine out of ten.
- Track record – 10/10 of the world’s largest banks have chosen us as there training provider and we have delivered training across the largest banks and have trained over 25,000 professionals.
- Knowledge – our 100+ strong team of industry specialist trainers are world leading financial leaders and commentators, ensuring our knowledge base is second to none.
- Reliability – if we promise it, we deliver it. We have delivered over 25,000 events both in person and online, using simultaneous translation to delegates from over 99 countries.
- Recognition – we are accredited by the British Accreditation Council and the CPD Certification Service. In an independent review by Feefo we scored 4.2/5 on service and 4.7/5 on Coursecheck
Instructor
-
Arun Singh
As a former partner and Head of International Commercial Law at KPMG Legal, I specialise in international investment, joint ventures, M&A, energy, outsoutcing and corporate governance.Biography
Arun Singh is an international lawyer and consultant to an international law firm. He was formerly a partner and Head of International Commercial Law at KPMG Legal globally. He is cited and ranked in Chambers Guide of the World’s Leading Lawyers. He specialises in international investment, joint ventures, licensing of technology, R&D, M&A, energy, outsourcing and corporate governance globally. Arun has worked with clients such as Standard Chartered, Bank of China, KPMG, Motorola and more. focuses on leadership, cross-cultural dynamics in international business and international trade and investment. He is the non-executive director of an international investment fund listed on the London Stock Exchange and Chairs another international investment company where he approves and selects investments, their acquisitions, sales and their structures. He has undertaken Post Graduate Studies - Research– Judge Business School Cambridge University – Cross Cultural Management and Negotiations, Negotiating in a Virtual World – Kellogg School of Management at Northwestern University, Chicago and the Programme on Negotiation of Harvard Law SchoolArun facilitates training and coaching international negotiations and leadership – for multinational banks and corporations, sovereign wealth funds, Governments/Departments , MLA’s including the World Bank. He is in high demand for negotiation training across the world.Visiting Professor – including Shanghai University, Executive Fellow Manchester Business School, Associate, Moller Institute, University of Cambridge, Queen Mary University of London.Co Author ‘How to Lead Smart People’ – 30 May 2019 – Top 10 bestseller - Shortlisted for ‘Leadership for the Future’ category of the Business Book Awards and also for the Chartered Institute of Management Management Book of the Year 2020
