Academy of Negotiations - Excellence in Negotiations©℠

The Excellence in Negotiations® Negotiation Academy is a series of flexible and cutting-edge negotiation training courses tailored to the needs of difficult business negotiators, buyers, salespeople and managers.

Closed-door "tailor-made" negotiation training - maximum effectiveness, practice and real results

Heuresis Negotiation Academy is a unique closed-door negotiation training program, created for the specific needs of your organization. Our workshops are 100% practical and have one goal: to help participants negotiate more effectively, increase the value of contracts and improve the quality of cooperation with customers and suppliers.

We address the program to those conducting difficult business conversations - negotiators, buyers, salespeople and executives. Trainings can be conducted in a certified or non-certified format - always tailored to the level of participants and the industry.

What does the Negotiation Academy include?

  1. Needs research and competency leveling - we determine the participants' baseline and training goals
  2. E-learning and online training games - engaging content and negotiation games on a digital platform
  3. Workshops with a trainer - intensive practice of negotiation skills (online or onsite)
  4. Mentoring / coaching - support in implementing tools into daily work
  5. Evaluation and certification - participants receive certificates with a description of acquired competencies

Thematic scope of training on negotiation

  • Psychology of negotiation: psychological laws, social engineering, reactions to pressure
  • Negotiation strategies and process: BATNA, scenarios, stages and tactics
  • Communication and culture of negotiation: communication styles, cultural differences, non-verbal communication
  • Etiquette and diplomatic protocol: rules of behavior in official and informal contacts
  • Legal aspects of negotiations: negotiating contract terms, clauses and contractual provisions (optional module)

Tools that participants receive

  • Scripts and knowledge pills on the e-learning platform
  • Questionnaires for self-analysis of negotiation style
  • Negotiation games and simulations (offline and online)
  • Checklists: preparation for negotiations, analysis of scenarios, evaluation of the result
  • Psychometric test examining resistance to stress

Why develop negotiators with Heuresis?

  • 20+ years of experience in providing negotiation training for business
  • Optimized duration of programs while maintaining efficiency
  • Practice only - real cases, simulations, tools to use "right away"
  • Closed training tailored to your company
  • Trainers-practitioners - focused on solving specific problems of participants

How to order Negotiation Academy for your organization?

We create each program individually. Fill out the contact form and our consultant will prepare a proposal that corresponds to the goals, structure and experience level of your team.

If you want to refer individuals for open training, see:
Excellence in Negotiations open training

What elements can a negotiator academy consist of?

Needs research and competence leveling

Enable you to build a training course for negotiators that takes into account your needs and level of knowledge and skills.

E-learning and online training games

Participants will have access to the platform throughout the academy.
Business games will provide an attractive introduction to complex substantive content.

Workshops
with a trainer

During the workshops, which we offer in two variants: onsite and online, participants will practice specific skills, develop or obtain negotiation tools that will allow them to work effectively.

Mentorship

Individual mentor support will stimulate the implementation of new behaviors and tools into professional practice.

Verification of acquired skills

Participants in our training courses will receive individual certificates with precise details of the skills they have acquired.

We can implement each course for negotiators according to individual arrangements, putting efficiency and time optimization first.

We build our courses using the following tools:

Interactive e-learning
with monitoring of participants' progress

Training
attractive in form classes honing specific groups of negotiation skills

Blended-learning classes
inspiring mix of interactive e-learning and workshop classes

Coaching/mentoring responding to individual needs of particular participants

Negotiation games
in a traditional form making learning more attractive and highly engaging

Psychometric tests
test examining resistance to stress

If you are hesitating which form will be best for your organization - call and talk to us about your needs! We will choose the formula that will be most effective for you!

What subject blocks can be included in the Academy?

We offer a full range of training courses that prepare you to conduct difficult conversations and enable you to conclude satisfactory agreements.

Psychology of negotiations

  • Psychological laws of negotiation
  • Exerting social influence during negotiations
  • Self-analysis of reactions to social engineering
  • Professional competencies of a negotiator
  • Psychological laws as a basis for techniques and tactics

Conducting negotiations

  • Preparation for negotiations - BATNA
  • Negotiation process - stages and course
  • the 3 S's of negotiation - Strategy, Scenario, Style
  • Methods, techniques and tactics used at different stages of the negotiation process

Effective communication

  • Conditioning and cultural differences in negotiation processes
  • Negotiator's country of origin vs. values and negotiation style.

Etiquette in the negotiation process

  • Diplomatic protocol, or "who before whom"
  • Etiquette in negotiation talks
  • Behavior in various negotiation and business situations (conferences, receptions, meetings)

Legal issues that are worth negotiating

A custom-built module can be led by legal advisors who will help refine the preconditions and boundary conditions of negotiated agreements.

Examples of tools that participants in the negotiator training will prepare or receive

Each participant will receive a script, knowledge pills and access to the knowledge base on the e-learning platform, and more:

Psychology of negotiation

  • Psychological laws governing related negotiation tactics

Etiquette in the negotiation process

  • Diplomatic protocol, or "who before whom"
  • Etiquette in negotiation talks
  • Behavior in various negotiation and business situations (conferences, receptions, meetings)

Why is it best to develop negotiators with Heuresis?

We have experience

Heuresis Sp z.o.o. has over 20 years of experience.

What matters is the effect

Our Academy for clients, combines diverse methods of individual work.

We like challenges

We conduct and have conducted classes for negotiators of companies in the most advanced industries: aviation, automotiv and BPO. In total, several hundred people.

Time counts

We are the only ones to offer time-optimized courses. The methodology we use has allowed us to reduce the time of participation in training by half on average.

Exclusively practical

Classes are practical and contain only content and tools ready for professional use.

Practical trainers

Our trainers are focused on training effectiveness and solving participants' problems.

We do an individual quote for each client based on identified needs.

If you want to find out how much a training session would cost your company, fill out the form and we will get back to you with a quote:

Closed training inquiry form

Frequently Asked Questions (FAQ)

Who is the Negotiation Academy training for?

The program is aimed at negotiators, salespeople, buyers and executives, i.e. anyone who has difficult business conversations.

Is the training practical or just theoretical?

These are fully practical workshops - participants analyze real cases, take part in negotiation simulations and receive ready-to-use tools to apply immediately after the training.

Is it possible to get a certificate after completing the training?

Yes - a certified version is available, where participants receive a certificate with a description of the competencies gained. There is also a training option without certification.

Will the training help increase the value of contracts and improve cooperation with partners?

Yes - training is designed to enable participants to negotiate more favorable terms, increase the value of contracts and build better relationships with customers and suppliers.

Is the training tailored to the industry and experience level of the participants?

Of course - each time we precede the program with a needs survey and competency leveling to tailor the topics, level of difficulty and tools to the specifics of the participants and the industry.

Does it correlate with BATNA practices, psychology and cross-cultural negotiations?

Yes - we cover modern methods such as BATNA, psychological techniques, intercultural negotiation, non-verbal communication and business etiquette.

How large are the groups and what is the format of the training?

We prefer groups of up to 12 people to ensure comfort and better workshop results. Trainings are conducted online or onsite, depending on the client's needs.

If you want to refer negotiators for open training, we invite you to visit: /training-and-certification/open-training/excellence-negotiations-csm-course-training-for-negotiators.