Leadership, communication and motivation are words often used these days. Less often is it mentioned how
they arise from making relationships productive.
“Business is relationships” – Peter Drucker
proclaimed back in the 1960’s.
His idea is even more critical today as technology extends what is possible from creative dialogue. But to unlock that potential – on an individual and professional level – we need enhanced communication skills, especially negotiation skills.
Not just bargaining, but systemic use of
creative negotiation in order to bring into
focus what is possible and desirable through
agreement, regardless of the difficulty of
the problems at hand and
the people and institutions involved.
You are very welcome to our master class!
Monday – Thursday, June 15 – 18, 2020
Emajõe Maja, Emajõe 8, Tartu, Estonia
Your investment 1299 € +VAT will pay off:
Key to success is self-confidence – you’ll
become a better leader, more convincing
communicator, which will lead to happier teams,
satisfied clients and partners around you.
More fun in your work – and life!
call: +372 51 30146 Marju Unt
A unique negotiation skills training programme in the
world that empowers you, by giving a model to maximize
the outcomes from your communication and transforming
your negotiations into learning experiences. It goes far
beyond offering standard communication techniques.
Employing the latest expert thinking and research, the
course provides a strategic and psychological
framework – technology – to use in negotiations and as
a self-assessment tool for ongoing learning.
This builds self-confidence and enables
more efficient and rewarding collaboration.
Everybody wants to be a member of a winning team.
PROGRAMME OF THE MASTER CLASS
Strategic 3-stage model of negotiations
• Understanding your role as a negotiator
• Typical mistakes which destroy co-operation
• Preparing for negotiations: key elements of plan
• Strategic thinking and expressing
• Criteria for decision-making
• Strategic stages and interim finishes
Model in practice:
• 7 mighty negotiating tools
• Agenda control and timing
• Gaining hidden information
• Power in negotiations
Master class is led by Michael Gallagher – experienced American lawyer and strategic thinker, founder of Estonian Law Foundation, former director of Tartu University Eurocollege, president of consulting company TakeFive, and Marju Unt, founder and CEO of Estonian Euromanagement Institute.
Techniques in negotiations
• Influencing techniques in difficult talks
• Body language
• Leading the game
• Creating dialogue and listening skills
• Using quiet and tough tactics
• Training the techniques
Erle Nõmm is internationally recognized communication trainer. With her help you will practice situations in negotiations to become more courageous, skilful and self-confident to lead the game in real life.
Siret Liivamägi, CEO, Orlen Estonia
Mastery in negotiations is proportional to mastery in life. If you are going there to declare your ultimate truth, you will hardly gain any collaboration.
Ats Alupere, CEO, Siemens Estonia
Negotiation Technology has sharpened my eyes about seeing the possibilities in situations where you normally would not dare to go. It has been particularly valuable when something has not gone the predicted way – like it sometimes happens even in the best-planned big projects! Fixing the errors, keeping relationships, not going into crisis… these are the real benefits, which have tremendous value.
Gay Haskins, former Director General, European Foundation for Management Development (EFMD), and Associate Fellow, Saïd Business School, University of Oxford, UK
I have visited many of Europe’s leading management schools.
The Estonian Euromanagement Institute is certainly one of the most creative and innovative.
Its Director, Dr. Marju Unt, has introduced many outstanding programmes. She is an inspirational leader, with visionary ideas.
Marko Saviauk, Founder and CEO, Leanest
Peace – the most important outcome of this course. Peace of mind both before and after negotiations, backed by the system, the calm view to the negotiations – whatever the result.
Negotition Technology has constructively freed my mind from hesitations and worries (which have taken up a lot of energy, and ultimately, time) – now I can use this time for something more pleasant.
Professor Allan Gibb, OBE, Durham University, Queen's Award for Enterprise Promotion for lifetime achievement, European Entrepreneurship Education Award
The essence of all successful entrepreneurial business development lies in ‘know who’ and the successful development of ‘trust based’ relationships. This demands a constant process of learning and education of all key stakeholders and external decision makers. The skills needed for this process are at the centre of this programme.
An essential element in success is selecting who to deal with and who to learn from. The Estonian Euromanagement Institute is itself an examplar of successful development of key relationships over more than two decades.
Ergo Neeme, CEO, Balti Veski
I like Steve Jobs’ quote: The journey is the reward.
To keep the journey moving with great energy, I daily use the Negotiation Technology lesson how to “wrap” a negative opinion or feedback into positive so that the other party would not freeze into defense. If you barely bring out the negative, then others will withdraw and sit in trenches… and there will be no journey!
My second daily habit from NT is strategic planning. If you have skills and courage to think clearly: what is the worst that might happen as an alternative to your plan A? – then further decision-making is much easier. Both, in professional and private life.
Dr. Ruth Oltjer, CEO, Chemi-Pharm; Chairman of the Board of University of Tartu; Ernst & Young Entrepreneur of the Year 2012 Winner; Ernst & Young World Entrepreneur of the Year 2015 – Member of the Jury
From the Negotiation Technology I use planning daily – and effectively.
Before every negotiation I determine our minimum and maximum outcome. What is the absolute minimum, below which the cooperation will not make sense for us, and the maximum beyond which it would not make sense for the other party.
Negotiations may take an unexpected turn. We use our own sign system in our negotiations team: when the lead negotiator decides to change direction, then the other members do not get confused, but understand instantly and go along with the ride.
Sigrid Kivimäe, Sales Manager, Siemens Healthcare
Women are not as self-confident as men – at least in business settings. We would like to do things in the right way. I have to confess, I was rather skeptical before the course. But the masterclass surprised me pleasantly: all of us, experienced leaders and managers, came out of our comfort zones. At the Negotiation Technology course I really learned how to “read” my partners. This is a necessary precondition for the result – we both feel like winners when we raise from the negotiations’ table and shake hands.
Dr. Toomas Kornet, Partner, Semetron
Negotiation Technology – course itself: Luxurious, enjoyable, useful – different tuition style and rhythm.
Application: Systematic, well applicable in leader’s everyday life.
Total: Valuable! Development starts when you get out of your comfort zone. This masterclass gives you skills and courage to do that.
Annemari Muru, Head of Structural Funds Agency, Archimedes Foundation
Before coming to the Negotiation Technology course, I thought that I knew quite a lot about negotiations. And about relationships in life in general. – I was wrong! I realized that I knew a lot less than I thought.
Yes, the focus was negotiation skills. But the real value came to me at the end of the course: I realized that every situation in life, work, family etc – reflects my own inner balance. Surprisingly often we think we know, but actually do not know what we want: what is important and why. Success in negotiations is not how well we bargain with the other party, but rather – how well we know what we really want, and why.