Provider:  Euromoney

 Cost:  €695pp (funding applied) 1 day

 Location:  Dublin

Date: 10th May 2017



This course looks at the skills needed for the aviation finance professional to negotiate and influence successfully in the global business environment.  The course will assist those attending to influence and persuade counterparts to successfully achieve mutual business objectives.  Using proven strategies such as the “Harvard” negotiation technique delegates will receive evidence based advice on how to create enhanced value for your organisation.


By end of this course delegates will be able to:

„  Describe the strengths and weaknesses of their own negotiating style and identify specific areas of behaviour to be developed/changed so as to improve their performance in future negotiations

„  Explain the phases and stages involved in a negotiation

„  Deal effectively with different types of  negotiators

„  Use the Harvard technique to improve your negotiations

„  Prepare and plan for a negotiation in a systematic, flexible and effective way

„  Distinguish between “Concession trading” and “Concession making”

„  Face with confidence their next negotiation using ideas generated during the workshop



Session 1
Introduction to Programme

„  Welcome and introductions

„  Objectives of the programme

„  Action planning – “stop, start, continue” model


Session 2
Phases and Stages in Negotiation

„  The negotiation process: prepare/discuss/propose/bargain

„  The role of market information

„  Planning and preparing for a negotiation – how it fits with your investment process

„  Facts that you should know about your organisation and tell counterparts

„  What should you say at the start:  What to tell and what to keep back

„  Exploring interests – managing the information exchange

„  Opening positions – yours and your counterpart’s

„  When and how to present Variables and options; Concession-making vs. concession-trading

„  The dilemmas and emotions of negotiation


Session 3
The Harvard Negotiation Technique: A Toolkit for Success
The Harvard technique is often seen as the gold standard in the negotiation process.  This part of the course will examine the technique and apply it in the wealth management arena.

„  When to show your hand and when not to

„  How to make tentative agreements in complex negotiations

„  Using criteria against willpower

„  What to do if you hit deadlock


Session 4
Using the Harvard Negotiation Technique to Turn Deadlocked / Challenging Negotiations into Success

„  Types of behaviours to use and avoid when negotiating on behalf of your organisation

„  Dealing with difficult negotiators and those who may want to take advantage of you!

„  Spotting and using gambits and ploys of those who negotiate with your organisation

„  Tactics which are acceptable and those which are not

„  Using the six laws of influence

„  Preparing a convincing case on behalf of your organisation

„  Negotiation “gurus” and their advice as to how to negotiate well


Session 5
Investment / Procurement / Buy Side Negotiation Role Play

„  Negotiation role-play incorporating the new elements from Harvard Technique session

„  Feedback undertaken in plenary session

„  Debrief and discussion: what went well and what could have gone better
Session 6
Putting it all into practice

„  Course summary

„  Course evaluation

„  Delegates will have a final opportunity to complete an action plan to commit themselves to new practices and behaviours on their return to work