How do underdogs win? How does a smaller force, out-numbered or out-gunned, seize victory?
The answer lies in the motivation of a higher purpose. Underdogs do their homework, plan better, they’re smarter & more ambitious. They use the right tactics and can be more agile once the fight has started.
“Prepare like an underdog and action like a winner”
If you apply these principles to your negotiations, you can even up the odds in any scenario.
Learn about the 10 key principles
- Intelligence
- Training & practice
- Mission
- Priorities
- Aiming high & forecasting
- Tactics
- Teamwork
- Standard Operating Procedures
- Camouflage
- Communications
…and how your team can apply them to negotiations through the ‘4-A’ system.
Acquire
Aim
Ask
Apply
We surveyed buyers and sellers with an average service of 13 years and a €20m budget
- They are negotiating six times per day
- 89% think they are negotiating collaboratively
- 58% have no negotiations training
- 72% feel they have less leverage than their opposition
- Yet 60% feel they are getting what they want
- It’s not as collaborative as you think
- You’re aiming too low
- It’s costing your business money
Who can benefit from the course?
The course is especially relevant to candidates in the Retail, FMCG and Food Service industries, both buyers and suppliers.
Candidates with all levels of experience will benefit from Alpha Group training. Negotiations skills can be layered up so new recruits can start with a clean sheet. More experienced candidates will learn new skills and a new approach, whilst being reminded of pre-existing knowledge.
The course is delivered in one-day, two-day and three-day formats with participants qualifying as one, two or three-stripe negotiators. There are no pre-requisites for any of the courses. The defining factor is your own ambition.
How does it work?
- The on-line pre-course survey allows the course objectives to be tailored specifically to the group.
- Pre-read materials support candidates to participate fully in interactive sessions.
- Negotiation scenarios are designed to test both individual and group negotiation skills. Roles are rotated so there is nowhere to hide.
- The course can be delivered at your location, using your facilities to keep costs down.
Course content
- Market dynamics discussion
- Review of pre-course survey
- Definitions of negotiations
- 10 key military principles
- The ‘4-A’ negotiation system
- ACQUIRE: acquiring the relevant intelligence and background information to prepare.
- ASK: what the important variables are for the negotiation.
- AIM: define your points of aim, what you’ll ask for, what you want and what you’ll settle for.
- APPLY: apply the appropriate tactics to execute your negotiation strategy
- Types of negotiation and opposition
- Common glitches and mistakes
- Practice Scenarios
GET IN TOUCH
We’re eager to discuss your business needs and answer any questions you may have.