Negotiate with Monopolists
In this 2-days, hands-on, intensive workshop for experienced negotiators, we deal with one of the most difficult, but also most common challenges in negotiations: confrontations with monopolists.
Participants will receive new perspectives and practical tools to either avoid monopolists from the start or to use creativity, commitment, storytelling and psychology to gain the upper hand in the negotiation – with direct impact on the profitability of your company!
This workshop is delivered in partnership with Negotiation Advisory Group GmbH.
WHEN: October 2024
WHERE: Sofia, Bulgaria
WHO: Pia Kleiber, Director @ Negotiation Advisory Group GmbH and Paul Engling, Senior Consultant @ Negotiation Advisory Group GmbH
This workshop is brought to you in partnership with Negotiations Advisory Group GmbH (NAG).
Better negotiation management means more efficient cooperation. Only successful partnerships, in which both sides achieve their goals by using an unforeseen scope for solutions, are partnerships at eye level with a lasting positive impact.
With more than 2,800 successfully completed projects and a negotiated volume of more than 19 billion euros, Negotiation Advisory Group GmbH is the leading negotiation consultancy in Europe.
Delivered by:
Pia Kleiber, Director @ NAG GmbH
Career (extract):
- More than 13 years of cross-industry negotiation experience
- Director of Bilateral Negotiation at Negotiation Advisory Group
- Head of Procurement at Emma - The Sleep Company
- 7 years of negotiation experience in automotive purchasing at
- Mercedes-AMG
- Over 6 years of negotiation experience at ALDI Süd
- Very experienced trainer for negotiations in all industries
Outstanding projects and experiences:
- Renowned expert, especially in purchasing for more than 13 years
- Senior expert in bilateral negotiations and monopoly negotiations across a wide variety of industries
- Level-headed and confident negotiator and a sparring partner for many C-Suite members in coaching them in their decision-making across complex and important negotiations
- Training as an actress and speaker as well as a degree in trade management
- Group-wide and global trainings across all departments such as Procurement, Sales, and HR with a focus on behavioral & psychology skills and complex negotiation situations, including Fundamental, Advanced and Expert Trainings
- Project lead of various kinds – from monopoly negotiations in the pharmaceutical industry to sales coaching for Tier1 automotive suppliers to the conception and implementation of negotiation training across all negotiation levels
Industry knowledge:
Emma, Brenntag, BMW, Mercedes-AMG, DT, iwis, Aldi
Paul Engling, Senior Consultant @ NAG GmbH
Career (extract):
- Negotiation Advisory Group, Consultant for advanced negotiation methods
- Daimler AG, Department of Strategic Purchasing Mercedes-Benz Cars, Game theoretical negotiation and preparation of processes
Outstanding projects and experiences:
- Support in designing game theoretically based conception of auctions and negotiation processes for complex awardings
- Implementation of online auctions for projects with large volumes
- Extensive negotiation training experience, especially in retail and automotive procurement organizations
- Negotiation coaching for procurement and sales, with particular emphasis on auction awardings and high-power negotiation partners
- Data & complexity management for large volume negotiations
- Internal and external stakeholder management for high stakes negotiations
- Bachelor of Science in Economics, University of Hohenheim
- Master of Science in Economics, focus on microeconomics, esp. Game Theory and Behavioral Economics, University of Muenster
Industry knowledge:
BMW, Deutsche Bahn, Magna, Tesa, Nemak, Paccor
Workshop Agenda: Day 1 / Session 1 & 2
Overview of objectives and didactic methods
Topic: Monopolists and bargaining
power
Table of contents:
- Introduction to the topic using your own negotiation case
- Definition and meaning of bargaining power
- (De facto) monopolists
Learning objective:
- Understanding: Who are your monopolists and why do they exist?
- Understanding: How does bargaining power affect your negotiation and why?
- Understanding: Circumstances that create "monopolists" in purchasing
Use of didactic methods: Group discussions, exercises in small groups, video clip & discussion, presentations & video clips.
Topic: Solution Approach
Table of contents:
- Optimization of the initial situation for negotiations
- Getting from an emotional to a rational negotiation
Learning objective:
- Understanding: Relevant factors to optimize one's own initial situation
- Understanding: Emotional behaviors and choices that influence the approach to a negotiation
Use of didactic methods: Presentations, video clips & discussions.
Topic: Building up room for negotiation
Table of contents:
- General value add
Learning objective:
- Understanding: increasing offer attractiveness for all parties
Use of didactic methods: Group work and discussions.
Topic: Establishing comparability
Table of contents:
- TVO evaluation and Options Matrix
Learning objective:
- Understanding: Approach to monetarily evaluating possible negotiation options and scenarios
Use of didactic methods: Presentations and group work.
Summary and wrap-up
Table of contents:
- Summary of methods and application on own case
Learning objective:
- Understanding: How does one apply the taught methods concretely to one's own case?
Use of didactic methods: Exercises in small groups.
Workshop Agenda: Day 2 / Session 3 & 4
Overview of objectives and didactic methods
Topic: Creating commitment and stakeholder management
Table of contents:
- Maintaining internal commitment and signalling it externally
- Stakeholder identification and mapping
- Internal negotiation mandate (commitment)
- External communication of commitment
Learning objective:
- Understanding: Relevance of commitment for negotiation success
- Understanding: Addressing and engaging cross-functional stakeholders
- Understanding: Structured approach to obtain internal commitment
- Use of communication and change management methods to convey credibility
Use of didactic methods: Presentations, video clips & discussions, exercises in small groups & presentations, discussions.
Topic: Negotiation implementation
Table of contents:
- Create and implement a negotiation roadmap
- Storylining and storytelling
- Use of psychological effects: Framing, Anchoring & Nudging
Learning objective:
- Understanding: Influencing and changing emotional states in the negotiation partner
- Understanding: When and how can Nobel Prize-winning effects be successfully used in negotiations?
- Understanding: How does one apply the taught methods to one's own case?
Use of didactic methods: Presentations & exercises in small groups, video clips, group exercises & discussions, experiments and practical examples.
Summary and wrap-up
Table of contents:
- Summary of methods and application on own case
Learning objective:
- Understanding: How does one apply the taught methods concretely to one's own case?
Use of didactic methods: Exercises in small groups.