Stepping Stone Learning

Negotiation Training Courses

ABOUT THE PROGRAM
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In today's competitive business landscape, successful negotiations are paramount to securing contracts, renewals, and fostering long-term client relationships. This training is designed to equip the participants with the skills and strategies necessary to excel in negotiations, especially when dealing with seasoned negotiators on the other side. We will focus on value creation, recognizing and avoiding common negotiation tactics, and crafting optimal agreements while maintaining strong client relationships.

What sets us apart

We specialize exclusively in negotiation. Unlike other training organizations, our sole focus is on providing negotiation training, rather than covering a range of different subjects.

Welcome to Stepping Stone, where expertise meets experience in the realm of corporate negotiation. With a legacy spanning over two decades, we take pride in being a dedicated company committed to imparting the finest negotiation methodologies tailored for the corporate sector. Our customized in-company courses are crafted on the foundation of the latest and most impactful strategies, drawing inspiration from the esteemed academic institutions of Harvard, Berkeley, and Oxford.

“This is to express our deep appreciation for the Negotiation training which you have kindly conducted at the WTO. The concepts were very insightful and valuable for our professional activities. The combination of theoretical concepts and practical exercises were particulary productive for our team.”

Christian Dahoui, Director, UN - World Trade Organization

Join us on a journey of learning and mastering the art of negotiation, as we continue to empower professionals and organizations for success worldwide.

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Program

We customize our negotiation training to your unique objectives, beginning with thorough pre-class research. Identifying specific challenges, we create a personalized program, incorporating tailored case-studies reflecting your organizational culture, operational needs, and relevant factors for realistic learning.

Value Creation:
Shaping Win-Win Deals

  • Negotiation preparation and planning
  • Collaborative vs. competitive negotiation approaches
  • Strategies for negotiating terms and pricing
  • Moving beyond price: How to create value for both parties
  • Interactive exercises: Crafting value propositions

Recognizing and Avoiding
Negotiation Tactics:
Staying in Control

  • Common negotiation tactics
  • Psychological tactics and their impact
  • Strategies to counter and deflect tactics
  • Role-playing scenarios: Dealing with negotiation tactics

Adding Emotional
Preparation to Negotiation Toolkit

  • Discerning emotional frames that both parties bring to table
  • Interpreting body language and facial micro expressions
  • Dealing with difficult people
  • Conducting effective conversations
  • Interactive exercises: Recocgnizing and dealing with emotions

Optimizing Agreements: Achieving Sustainable Outcomes

  • Elements of a strong, win-win agreement
  • Long-term contract management strategies
  • Real-world examples of optimized agreements
  • Agreement analysis and optimization exercise

Methodology

To ensure practical application, we conduct negotiation role-play exercises in realistic market scenarios. These simulations will help the participants put the newfound skills into action, gain confidence, and refine their negotiation techniques.

Remember, a well-trained sales team is a valuable asset to any company. The ability to negotiate effectively can lead to increased revenue, stronger client relationships, and a competitive edge in the marketplace.

Training Formats

Run this training:

  • In-House (live in-person training), or
  • Live Digital (live interacting online)

We will deliver the training at your location if your team is centralized. However, our training can be delivered virtually, in a Teams or Zoom environment, if you have a distributed team.

  • In-depth Training: 40h - 5 days (5 x 8h modules)
  • Comprehensive Training: 24h - 3 days (3 x 8h modules)
  • Compact Training: 16h - 2 days (2 x 8h modules)

Through dynamic exercises and intensive simulations, the participants will gain proven frameworks for addressing their most complicated negotiation challenges and emerge a highly skilled and confident dealmakers.

Who is our program designed for?

Executives, sales reps, managers, and high-potential leaders from a range of functional areas such as:

  • Sales and Marketing
  • Procurement and Supply Chain
  • Planning and Development
  • Strategic Partnerships
  • Human Resources

Many of our clients bring departments together to build the synergy of working together while strengthening negotiating skills.

Our highly customized programs are designed to meet the negotiation needs of all businesses people, providing tools that resonate at all levels of experience.

Professor

Predrag Pancevski, Ph.D.

Meet Predrag Pancevski, a distinguished negotiation expert with an illustrious career as a C-level executive in multinational giants, globally renowned for their excellence in various domains. With a rich corporate background spanning over thirty-four years, Predrag has navigated highly senior positions in Management, Sales, and Marketing within three prominent groups: Coface, the French world-leading credit insurer; Allianz Group, a global insurance powerhouse; and AU Group, the world's largest credit insurance broker.

Currently serving as the Managing Director of Stepping Stone, Predrag Pancevski leads our commitment to excellence in imparting state-of-the-art negotiation methodologies tailored specifically for the corporate sector. Holding a Ph.D. in Business Administration from Rennes Business School, France, Predrag is not only a seasoned mechanical engineer but also possesses an MBA and master's degrees in economics and finance.

Predrag's expertise in negotiation is finely honed through specialized training at Harvard, Berkeley, and Oxford, cementing his status as a true authority in the field. As a distinguished Negotiation professor at Fundação Getúlio Vargas, the largest business school in Latin America, he has consistently been recognized for his outstanding contributions, receiving awards every year from 2008 until the onset of the pandemic, showcasing his dedication to the art and science of negotiation education.

Predrag is fluent in six languages and has trained over 40,000 business people across the globe over the last 20 years.

Some of our clients

We have provided negotiation training and consultancy across the globe for a variety of companies:

Testimonials

What people are saying

“For those in charge of a project, managing conflicts between people is not an easy mission. After the training, I noticed considerable improvement in my people management.”
Deborah Oliveira
Project Leader - DHL GLOBAL

"Negotiating is an art; as in every art, constant improvement is necessary with the essential support of an expert, and Mr. Pancevski is that expert. The knowledge gained during the training was of great value, enhancing my skills in the art of negotiation."
Gilson Carvalho
Chief Executive Officer of FIDIS – BANK OF FIAT

“The course is excellent. The negotiation techniques, practical activities and cases presented during the course have contributed a lot to my day-to-day life. Today I can define the best strategy to use and structure a negotiation with much more clarity and objectivity.”
Renato de Moraes
Sales Executive LAURENTI.

“Dynamic and current presentation of the content, immediate application of the concepts in my day-to-day life.”
Thalita Rincon
Project Manager at WAL-MART.

“The teaching was great and the methodology was spectacular, differentiating itself from traditional systems. We learned a lot mainly due to the dynamics in class. In conversation with other colleagues, satisfaction was above expectations.”
Ricardo de Almeida
Mkt / Product Development WURTH

“It was a fabulous experience! The classes are very clear and explanatory, always very well illustrated with videos and real-life examples. Days after the class, I was already applying the techniques and improving my results in negotiations. Immediate result! Great!"
Thalita Rincon
SIMPRESS Project Leader – RICOH DISTRIBUTOR

“Without a doubt the best negotiation course I’ve ever taken. Today I achieve better results in negotiations and above all, I build a more lasting partnership with the other party”.
Marcelo Cardoso
Information Security Manager LATAM.

“The negotiation course is focused on current situations faced at a negotiation table. Knowing what to do in tense situations, outside your work environment, is one of the aspects that caught my attention in this course. The professor’s experience in hostile international situations is an added value for learning and professional development. I recommend it to all those seeking professional success and good results in negotiations throughout life.”

Sandro Rogério Duarte
Director - Brazil BQS BRASIL QUALITY SERVICES.

“Surely, it was the discipline that I am applying the most in practice, and I know that this is due to the methodology applied by the professor.”
Milton Haruo Nishimoto
Systems Manager at VISANET.

Get more information

training@steppingstoneintl.com

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