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A 90 minute course for business negotiators. This course is for you if you buy products, services or solutions from suppliers or if you are selling your products, services or solutions to buyers. You will be equipped with the same advanced strategies, tactics and techniques that Jan Potgieter has been teaching to some of the world's biggest and best known organizations in more than 54 countries over the past 15 years.
The course is structured into 4 sections covering all the areas that you need to address to take your business negotiation results to the next level. Made up of a combination of instructional videos, a copy of the JPA Negotiation Preparation Check List and supporting explanatory notes, you will have everything you need to get ready for negotiation success.
After completing this course you will feel confident going into your negotiations knowing that you are well prepared to achieve your negotiation objectives.
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|Section 1: Are You A Good Business Negotiator?|
The six characteristics of elite level business negotiators. Watch the video to learn how your negotiation skills and experience measures up.
Is this course for you?
|Section 2: Becoming An Elite Business Negotiator|
People are complex, not linear. Your approach to negotiation should follow suit...
One of the most common goals voiced by those who've been through our corporate training programs is to gain confidence in their negotiation ability.
|Section 3: A Framework For Negotiation Success|
You will not know if you're getting better at anything if you don't measure your progress. How do you bring structure to your approach to negotiation so that you can measure your progress on the journey to becoming a master negotiator?
The best predictor of your negotiation behavior is your communication and negotiation preference, not your competence. What are the filters that you are viewing your negotiations through? Is it possible to easily understand personality types and what is important to others so that it becomes easier to connect with them and build relationships?
|Section 4: VISION|
How do you go about meeting the needs of your counterparts?
After analyzing the specific circumstances of your upcoming negotiation, how do you go about selecting the best negotiation strategy to pursue?
Ensure that you select appropriate negotiation tactics to support your selected strategy.
|Section 5: VALUE|
Set yourself up for success by creating ambitious objectives.
|Section 6: PROCESS|
A proven check list for negotiation success. The same check list used by our corporate clients around the world.
|Section 7: RELATIONSHIPS|
Take control of the negotiation environment.
Significantly increase the likelihood of your counterparts saying yes to your requests.
Negotiation confidently across borders and cultural backgrounds.
|Section 8: THE 3 BIGGEST MISTAKES MADE BY BUSINESS NEGOTIATORS|
Watch out for these common mistakes!
|Section 9: The Mother Of Negotiation Skills|
What should you do to have sustained, long term negotiation success?
Jan Potgieter is the
Founder & CEO of Jan Potgieter & Associates and the creator of
the JPA negotiation methodology which enables the new class of elite
business negotiators to immediately start saving time & money,
increasing their earnings and building mutually rewarding, long term
A leading proponent of a best practice approach to negotiations, Jan has proven instrumental in integrating an approach to negotiation that seeks to create a corporate negotiation capability that provides demonstrable competitive differentiation within international client organisations. After gaining a thorough understanding of the client’s organisational reality, Jan is able to bridge the gap between organisational imperatives and the status quo by designing or redesigning a negotiation strategy supported by processes that seamlessly integrate with the client organisation’s existing sales, purchasing or executive infrastructure to immediately unlock bottom line value.
Jan gained an MBA
specialising in Negotiation Skills under the leadership of Professor
Manie Spoelstra. A corporate architect, Jan’s entrepreneurial spirit was
ignited through the market need for a principle-centred, best practice
based, negotiation consulting and training approach that results in the
creation of an enduring organisational negotiation capability.
Jan is relentless in his
focus on creating rapid bottom line results together with strengthened
client relationships and market reputation. Jan began his career in the
financial services industry, serving as a Certified Financial Planner
and a Broker Consultant. Excelling in a number of different roles for
leading organisations, he consistently outperformed his growth
objectives. Throughout his career, he has exhibited a particular flair
for gaining a foothold in mature, competitive markets.
The next challenge for Jan was the Information Technology (IT) sector. Starting off as a District Sales Manager in the complex enterprise software application environment, he soon graduated up the ranks to be named General Manager and Public Sector Sales Director for a global systems integrator. As a result of his corporate background, Jan managed to gain extensive experience in both the private & public sector environments.
During his career in the
corporate sector, Jan consistently outperformed his growth objectives.
His negotiation skills and experience were shaped by the multi-million
dollar deals successfully closed and managed on a day to day basis. To
date, Jan has been involved in negotiating, or consulting to, commercial
deals totaling in excess of $ 5 billion.
Jan has conducted
assignments globally and has lived in Europe, America and Africa. He has
a particular interest in complex M&A and cross cultural
negotiations involving the deployment of teams for optimal value
creation and effectiveness. Jan brings a considerable specialisation in
applying strategic negotiation best practice to the executive domain. In
addition to conducting negotiation workshops all over the world (he has
delivered assignments in 58 countries to date), Jan regularly consults
to leading organisations internationally on negotiation strategies and
best practice processes.
Jan has significant
experience in high value, cross industry and cross cultural negotiations
which he has gained whilst on assignment with global organisations such
as Vodafone, Telefonica, Pfizer, IBM, Adidas, Macquarie Bank, RBS,
Network Rail, TFL, The NHS, Schlumberger, Victrex, Motorola, Nycomed,
Altana AG, The Hilton Group and others.
Currently writing his
first book on business negotiation, Jan enjoys frequent invitations to
speak at local and global seminars, and has lectured at universities and
business schools as far afield as Poland, Germany, Ireland and South
Jan has deployed
innovation as a key driver to the market positioning of Jan Potgieter
& Associates. To obtain different results from competitors, he
advocates that organisations must design and deploy innovative and
challenging strategies and supporting processes which serve to clearly
distinguish them from their competitors. He is passionate about
deploying constant innovation in the discipline of negotiation as a key
differentiator to unlock competitive advantage.
Founder and driver of JPA's unique methodology, Jan has been formally recognized for his innovative approach to delivering real business benefit. Jan is the proud winner of the World of Learning Award for ‘Best Instructor Led Training in the United Kingdom’ (Advanced Negotiation Training) 2004.