NC300: Professional Negotiation in IT NEW

Agenda:

• Understanding and Comprehending Core Dynamics
  • Core Dynamics of Professional Negotiation
    • The Negotiator's Dilemma: Understanding and navigating cooperation vs. competition
    • Value creation and value distribution in the negotiation process
    • Typical errors in IT negotiations and their causes
  • Negotiation Performance Assessment & Benchmarking
    • Individual positioning assessment
    • Benchmarking with hundreds of B2B negotiators
    • Derivation of personal development areas
  • Negotiation Simulations 1 - 3
    • Three simulations for activation and experience-based introduction to core dynamics
    • Structured debriefing after each simulation
      
      
• Complex Deals, Team Negotiation and Value Techniques
  • Professional Negotiation Preparation
    • Proposal strategies
    • Questioning techniques
    • Systematic preparation using negotiation roadmap
    • BATNA development: realistically assessing and strengthening own negotiation power
    • Anchoring: effectively setting and anchoring initial offers
  • FBI Team Negotiations
    • Roles in negotiation team: Commander, Negotiator, Decision Maker
    • Commander protocol
  • Value Creation and Value Distribution Techniques
    • Fairness frames: Why fairness perception causes deals to fail – and how to control it
    • Value creation through packaging: negotiating more than just price
    • Value distribution: concession management and strategic yielding
  • Negotiation Simulations 4 & 5
    • Two demanding scenarios, partly developed in collaboration with the Dispute Resolution Research Center (DRRC) of Kellogg School of Management
    • Structured debriefing with feedback
      
      
• Deal Design, Complexity and Transfer
  • Deal Design
    • Structuring complex negotiation packages beyond price
    • Creative contract design for mutual value creation
    • Multi-issue negotiations: recognizing and utilizing priorities
  • Stakeholder Management & Negotiation Center
    • Negotiating with multiple parties: Procurement, IT Management, Finance, external vendors
    • Understanding the Negotiation Center as control instrument for complex negotiation processes
    • Internal coalitions and external influence
  • IT Case: Negotiation Simulation 6
    • Final simulation based on real IT procurement scenario
    • Complete team negotiation with preparation, execution and results analysis
  • Outlook and Transfer
    • Personal development plan: the three most important levers for own negotiation practice
    • Advanced resources and deepening opportunities
    • Feedback session

Objectives:

• Understand the fundamental dynamics of negotiation and navigate the Negotiator’s Dilemma with confidence
• Know your own negotiation performance and develop it systematically
• Apply core concepts (BATNA, ZOPA, anchoring) with confidence
• Recognize fairness frames and use them strategically
• Conduct complex IT negotiations as a team using the FBI model
• Design deals beyond price and create value for both sides
• Transfer insights from 6 demanding simulations directly to your own B2B practice

Target audience:

• Procurement (strategic procurement, IT procurement, Procurement Manager)
• Sales (Account Manager, Pre-Sales, Solution Consultants)
• Specialist departments (Controlling, Finance, Project Management)
• IT management (CIO, CISO, SAP™ Manager, IT project leads)

Prerequisites:

For participation in the training NC300 Professional Negotiation in IT, no specific prior knowledge in negotiation is required; however, willingness for an intensive learning experience and professional openness to constructive feedback are expected.

Description:

Who negotiates in IT procurement, sales or project management quickly moves million-dollar budgets – often without systematic negotiation training corresponding to the responsibility. In the three-day intensive training NC300 Professional Negotiation in IT you develop your negotiation competence in a targeted manner: practice-oriented, scientifically founded and consistently aligned to the specifics of IT negotiations, and suitable for beginners as well as negotiation-experienced professionals.

IT negotiations belong to the most demanding B2B negotiations. Technical intransparency, complex license and pricing models, long contract terms and dependencies on few vendors quickly lead to power asymmetries. In this training you learn to recognize such dynamics, strengthen your position and achieve better results.

The intensive training NC300 Professional Negotiation in IT is a unique joint production, in which the decades-long IT industry expertise of qSkills™™ comes together with the B2B negotiation expertise of nachnordosten in a perfect action learning approach. Six demanding negotiation simulations are part of the program – including scenarios of the Program on Negotiation (PON) of Harvard Law School as well as simulations that were developed in collaboration with the Dispute Resolution Research Center (DRRC) of the Kellogg School of Management.

The participants contest negotiation situations very realistically, receive structured feedback and are concretely shown how they transfer the insights into their work. Beginners build a resilient foundation and gain considerably in confidence in approach and impact. Experienced negotiators sharpen their skills through benchmarking and debriefings, in which they recognize expensive blind spots and can work on them directly.