Are you leaving money
on the table?
This training will show you the answer to that question is almost certainly “yes”. It’s time
to transform your negotiation skills from good to great to mastery, so you maximise the
value of every deal.
“This training is intense from the very first moment. It’s very
practical. And there is no hiding at the back. But that’s all for
the good. Every minute is used to make you a better negotiator.
And you will be glad you did it.”
Contact us
Become the best negotiator in any room you enter
Imagine walking into your next negotiation as the most competent, confident and commercially tough person in the room. You’re calm. You’re calculated. And you’re always in control.
- Control of your emotions so fear and doubt and ego don’t control you.
- Control of your body and words so you strengthen rather than undermine your position.
- Control of the process, so you’re better prepared before and during a negotiation.
- Control of your counterparty, so you understand and influence how they think, feel and behave.
- Control of the team’s approach, so you’re speaking the same language and working together.
- And control of the outcomes, so you craft and close a deal that maximises value.
But it’s not that easy, right?
Especially when the stakes are high.
You’re a human, not a negotiation robot. You have pressure on your shoulders, someone across the table, and good old human emotions to contend with.
“What if I screw up this deal?”
“I’m experienced, but when there is enough riding on it, I feel that pressure in my stomach. It’s my face attached to the deal. My reputation. What if I push too hard? Or not hard enough? How much money did I just leave on the table? What if I’m wrong and the deal collapses?”
“I can’t damage this relationship.”
“I’m not just selling a second-hand car here. I have to think about the long term relationship, not just this conversation. The bigger the deal, the bigger the client, the more pressure I’m under and the more leverage they have. It becomes harder and harder to say no.”
“I’m giving away too much.”
“Of course I plan for my negotiations, but it feels inadequate. In the heat of the negotiation, it’s easy to lose control of the variables and difficult to quantify our true value. So I lose the upper hand and our part of the sausage gets sliced thinner and thinner.”
Expert negotiation training so good
you’ll never leave money on the table again
This is instantly impactful, intensive training that makes you think, plan, speak, and behave like a master negotiator. You’ll gain the psychological, tactical and practical skills required to maximise value, whether you’re closing hundred million pound deals, or just trying to get your kids to bed on time.
Practical training that works
Don’t expect standard corporate training, where you sit there munching on a croissant checking your email, while the trainer walks you through a mind-numbing powerpoint.
This is wake up, pay attention and get a little uncomfortable training. It’s relentlessly practical, focused on achieving positive and lasting change in your behaviour.
Delivered by subject experts
We’re not academics down from our ivory tower here to lecture you about negotiation theory. You can read a book for that. We’re experienced practitioners, people that know what it feels like at the coal face when the stakes are high.
So this training was forged in real-world commercial negotiations. And that’s why it works.
Custom learning platform
You and your team will experience a modern digital learning experience.
You get access to our dedicated training portal, where you can access the e-learning modules and tech-enabled negotiation tools, participate in workshops, download course materials, schedule 1-2-1s with your tutor, and track your learning journey.
Six steps to mastery of negotiation
Starting at level 1, you’ll progress through 6 levels across three stage of competency: Foundation, Skilled and Master. How far you go up the levels depends on your role. If you’re junior or mid-level, reaching level 3 might suit you. The more complex your negotiations and the larger the value, the more likely level 6 is right.
LEVEL 1
LEVEL 2
LEVEL 3
FOUNDATION NEGOTIATOR
1.
Introduction to
Negotiating
2.
Becoming
commercially tough
3.
Adaptive negotiation
and using levers
LEVEL 4
LEVEL 5
SKILLED NEGOTIATOR
4.
Negotiating complex,
valuable, conditional deals
5.
Negotiating high trust,
interdependent partnerships
LEVEL 6
MASTER NEGOTIATOR
6.
Becoming the
Master Negotiator
E-LEARNING MODULES
Self-paced foundational and advanced negotiation theory that prepares you for the practical live workshops.
Live workshops
Live simulation
a lot of doing. Carefully designed, proprietary case studies help advance your skills.
Video playback
A revelatory experience that helps you become conscious of your and your counterparty’s behaviours – accelerating your learning.
Peer analysis
It’s hard to step out of our own heads. Discover what your peers think about your negotiation skills, compared to how you thought they perceived you.
Follow up coaching
Follow up sessions with your peer group and 1-2-1 with your tutor, where you’ll analyse real world negotiations and further embed successful behaviours.
E-LEARNING MODULES
Self-paced foundational and advanced negotiation theory that prepares you for the practical live workshops.
Live workshops
Live simulation
a lot of doing. Carefully designed, proprietary case studies help advance your skills.
Video playback
A revelatory experience that helps you become conscious of your and your counterparty’s behaviours – accelerating your learning.
Peer analysis
It’s hard to step out of our own heads. Discover what your peers think about your negotiation skills, compared to how you thought they perceived you.
Follow up coaching
Follow up sessions with your peer group and 1-2-1 with your tutor, where you’ll analyse real world negotiations and further embed successful behaviours.
What’s inside the The Master Negotiator course?
LEVEL 1: INTRODUCTION
We’re going to build you into a master negotiator, but first we have to make sure the foundations are rock solid. So everyone starts here.
- Learn the foundational principles and shared language of effective negotiation.
- Introduction to the tools and techniques of planning, proposing and closing deals.
- Learn the critical difference between selling and negotiating.
- And learn to navigate your way with P.L.A.N.T and the Kahvay Negotiation Compass.
LEVEL 2: The Haggler
- Learn why you’re giving away value if you’re not using the F.A.F.S technique.
- The secret to gaining power that involves questioning and strategic mouth shutting.
- Understanding and controlling human behaviours so you can maximise returns.
- And how to use reciprocity to gain control of the negotiation.
Level 3: The Dealer
With the Dealer’s skillset, you’ll become a more confident and adaptable negotiator able to trade single issue proposals more profitably.
- Learn to navigate conflict while preserving important client relationships.
- Learn how to spot and take advantage of weaknesses in your counterparty.
- Develop the key questioning skills that reveal the true interests of your counterparty.
- Learn why being comfortable with being uncomfortable gives you the upper hand.
Level 4: The Engineer
- Gain more complex planning techniques to help with low-cost, high value proposals.
- Learn how to build warm, cooperative and trusting relationships while also being firm.
- Manage information sharing, understand their position without exposing yours.
- And better understand all the variables at play and the value of them to each party.
Level 5: The Diplomat
- Using advanced negotiator tools to solve problems together with your counterparty.
- Learn to calculate total value for both parties and recognise shared problems.
- And learn to align interests, use more creative solutions, and break deadlocks.
- And how to use reciprocity to gain control of the negotiation.
Level 6: The Strategist
As the Strategist, you’ll examine the entire negotiation process, with emphasis on structured thinking, decision-making, risk analysis, and process mapping.
- Learn how using a simple planning matrix can improve stakeholder engagement
- Discover The Strategic Negotiation Planning Canvas and other advanced planning tools.
- Learn to use R-IP-T-AR to quickly assess risk and “what if” scenarios.
- And visualise a specific future and create the processes that secure that future.
Learn all of this and much more on your path to negotiation mastery
Click below to let us know you’re interested, and we’ll do the rest.
“I’ve always been a confident person, but now I go into negotiations with another level of confidence. I know that whatever situation or personality I face, I have the tools and techniques to come out on top.”
Managing Director | Kahvay Customer
Is this negotiation training for me?
Yes. Almost certainly. It doesn’t matter if you’re a small business owner trying to close a new client. A manager at a big company moving a project forward with many stakeholders. Or a commercial buyer or seller responsible for colossal deals. Negotiation is key to your success.
Human Capital Negotiator
Maybe you’re a sales, account or operations manager. Or you’re in human resources or recruitment. Or you’re a leader in the human capital sector. As specialists in this area, we’ll help you negotiate successful contracts, build better relationships, and become a trusted partner to all your stakeholders, all while you get the best possible deal for your company.
Retail Negotiator
You’re a commercial buyer or seller, manager, HR professional or senior leader in the retail sector. You’re responsible for negotiating the best possible outcomes for your business, while managing important long-term relationships. This course will give you the skills to do that with the control and confidence of a master negotiator.
General Negotiator
While we specialise in the human capital and retail sectors, this course helps anyone that negotiates as a part of their role. Whether you’re driving organisational change, bargaining with trade unions, or simply trying to close better contracts, this course will be hugely beneficial to you. If you’re unsure if you’re a good fit, get in touch and tell us about your role
What is The Master Negotiator course like?
Training that packs a punch
Our learning experiences are immersive, pragmatic and instantly impactful. The Master Negotiator course is a real commitment. An investment of time, energy and money.
An intense process that challenges and changes you.The experience is like a roller coaster. Sometimes unnerving, sometimes exhilarating, but always worth doing.
Successful because it’s practical
No one learns well when they’re bombarded with information. That’s why The Master Negotiator training takes a 70:20:10 approach to learning. 10% is learning theory. 20% is coaching by your peers and tutor. And 70% is actually practicing. Because you learn by doing.
Everything has been designed to maximise what you learn and remember. And to make it easy for you to realise on your own terms that you need to change (because no one changes when someone tells them to change).
Customise your team’s learning
The Master Negotiator journey follows a proven pathway, with a highly effective “off-the-shelf” version. But there’s also flexibility to customise the training. Following a training needs analysis, we’ll adapt The Master Negotiator course to fit your learning and development needs.
We can tailor e-learning modules, live simulations, case studies, course structure and delivery schedule. So your team’s learning experience reflects your business and the real commercial conditions they face.
When you’re the best negotiator in the room …
When you’re someone that maximises the value of every deal, great things start to happen. Financial targets are beaten. Careers take off. Partnerships are achieved. Profit margins soar. Businesses grow. And 5-year-old children get to bed on time.
- You’ll easily discover what the other party wants and needs and adjust accordingly.
- You’ll instantly spot weaknesses in your counterparty’s negotiation approach.
- You’ll realise you have more power than you think and become commercially tougher.
- You’ll be able to deal with every personality, from the puppy dog to the bulldog.
- You’ll be able to assess body and verbal language and control your own.
- You’ll be able to use emotion to your advantage and your counterparty’s disadvantage.
- You’ll have the advantage of being more comfortable with being uncomfortable.
- You’ll have a proven planning process that puts you in control of every negotiation.
- And you’ll have the confidence that comes from the genuine mastery of a skill.
Ok, you talk a good game. But how do I know this training will actually make me a better negotiator?
We’re not here just to tick a learning and development box. We’re here to actually affect change; to improve your skills, mindset and behaviours. So that you change your results. So you negotiate better outcomes. That’s what this is all about.
%
Would recommend The Master Negotiator
%
Improved their negotiation skills.
%
Believe training adds value to their business
The Master Negotiator achieves an
excellent Net Promoter Score
Get a 10x return on your investment guarantee
This course will show you that you’re leaving money on the table. And teach you how to stop doing that. If your company doesn’t achieve at least a 10 times return on your investment in The Master Negotiator*, we will return your money.
Have you ever heard of a training course that offers a money back guarantee? It’s usually the exact opposite. Most training includes a specific disclaimer that “results are not guaranteed”. That should tell you a lot about the quality of this course.
*Only applies to delegates that successfully complete level 5 or above. We fully expect you to achieve a 10xROI even if you stop at level 3, we just don’t guarantee it, as you’re not fully trained by us yet.
Get the skill essential to life and business
Some people hear the word negotiation and think of a slippery used car salesperson. Or haggling over price at a street market. And they often don’t think of themselves as negotiators. But that is wrong.
The reality is we’re all negotiating all the time (and not just over price). Negotiation is not some dark art of manipulation. Or a way to trick people. It’s one of the most valuable life and business skills you can learn. At Kahvay, our mission is simply to help more people gain mastery of this life-enhancing skill.
Meet the Tutors
Giles Morgan
“I am proud to have worked with some of the world’s leading brands helping hundreds of professionals in the art and science of negotiation developing their confidence in navigating better negotiated outcomes.”
DOMINIC VAUGHAN
“I help people become better negotiators through challenging the status quo, using a proven methodology, and bringing insight from 20yrs experience in the negotiation arena.”
Ready to become the most competent, confident and successful negotiator in any room you enter?
- Simply fill out the form that appears
- Next step is a quick no-pressure chat
“Some negotiations can be very uncomfortable. The other party plays it tough. They play on your emotions. They tell you what you’re doing is bullshit. And they put pressure on you in other ways. There is no better way to prepare yourself for these tough negotiations than Kahvay training.”
Managing Director Enterprise Clients
You read all that and still have questions? You must be keen.
Q. How long does it take to complete the course?
A. This depends on what level you complete, and how the schedule has been arranged. Sometimes our clients want to condense the course into an intensive few week period. Others prefer to space out the sessions to allow time to apply knowledge on the job. So it really does depend. But as a ballpark for the complete course, and allowing time to apply the training in the workplace, you might follow a calendar timeline like this:
LEVEL 1-3
LEVEL 4-5
LEVEL 6
About 1 month
About 1 month
About 1 week
2 months applying skills in the workplace
3 months applying skills in the workplace
6 months applying skills in workplace
Q. How much does The Master Negotiator cost?
A. This depends on a range of factors, so we don’t publish pricing here. It depends on how many levels you complete, how many delegates you place on the course, whether the course is customised for your business, how fast you want to complete it and so on. Just get in touch here and we’ll create a proposal with all the details you need to make an informed choice.
Q. How do you measure ROI for the 10x guarantee?
A. Good question. After completing Kahvay training, we follow up with delegates and get you to complete a C.A.R (Context Action Result) report which documents the impact of the training on your actual real life negotiations. we’re able to demonstrate at least a 10x ROI. Often the return on the investment in the training is far in excess of this.
Remember, the 10x return on investment only applies to delegates that reach at least level 5. So if you stop at level 3, we don’t offer this guarantee, as you’re not yet fully trained by us. Once you go on to complete level 5, or 6, the guarantee will kick in.
Q. I work in [your industry], will this work for me?
A. Most likely, yes. Negotiation is a universally important skill. The World Economic Forum rates negotiation as one of the top 10 skills to learn. Anyone trying to climb the career ladder or build a business or just be successful in their role, will benefit from being a better negotiator.
People hear the word negotiation and think of buying and selling cars. Or haggling in a street market. But really there is a negotiation whenever there is some trading of value. This can be between colleagues in different departments. Between freelancer and client. Between parent and child. Between manager and team. And between buyer and seller.
Q. I’m an experienced, tough-as-nails commercial negotiator, will this be a waste of my time?
What usually happens is the people that think they know it all realise within the first hour that they do not. And that there is tremendous value to be had from this training. No one ever thinks it’s a waste of time. Everyone rates it as excellent.
Q. Isn’t negotiation training just for manipulative sales dudes trying to trick people out of their money?
A. Not at all. Becoming a skilled negotiator is one of the most valuable life and business skills you will ever gain. Most people don’t think of themselves as negotiators. But we’re all negotiating through life everyday. As parents, as colleagues, as managers and, yes, as buyers and sellers.
So it’s not about tricking or nefariously manipulating other people. It’s simply about being more aware of what you and your counterparty are thinking, feeling, and doing. So you can make better decisions that achieve better outcomes.
Read an email. Become a better negotiator
Subscribe to get practical negotiation advice. But remember, you learn best by doing.
So don’t just read these emails. Take what you learn into your next negotiation.