How to develop Negotiation Power
3-part Online Training Series
The How to Develop Negotiation Power online training series is a 24 video, 3-part fully online negotiation training that teaches 12 powerful tools for addressing negotiation power imbalance and taking back the initiative in your dealmaking.
Developed by Neil Orvay and Joe Sevack of Evolution-U, who bring over 60 years of combined investment banking, legal, corporate and entrepreneurial experience, the Negotiation Power series is a unique offering that will help even experienced bankers sharpen their skills and claim more value.
Each of the 12 modules comprise two videos: theory and application. The theory section of each module is not industry specific, while the application section of each module is either for general application, or specifically tailored to the legal or investment banking sectors.
5 hours total
Part 1: 90 minutes
Part 2: 90 minutes
Part 3: 120 minutes
We expect all parts to be eligible for CPT. We can apply to the relevant governing body where pre-approval is required. Based on course length and content, we expect the total 3-part course to qualify for 5 CPT points.
The ‘How to Develop Negotiation Power’ series is also available as a blended training whereby after completing the online content, participants attend a 2 or 3 hour instructor led application session. Application sessions can be offered in person or virtually using Webex, MS Teams or Zoom, and are customised to the clients requirements by use of role play, case study, online knowledge reviews and/or best practises sharing.
With over 30 years experience in Investment Banking and as an entrepreneur, Neil Orvay has worked with financial and MNC clients globally for over a decade on communication, influence, sales and negotiation based projects and strategies. A graduate of the London School of Economics, Neil holds an Executive Masters in International Negotiation and Policy Making from the Graduate Institute in Geneva, and has studied negotiation at the Harvard Negotiation Institute. Neil is also a trainer of Neuro Linguistic Programming and a certified ICF coach.
Joe is a lawyer with more than 25 years of experience advising banks, sponsors, borrowers and issuers on complex debt and equity financings and restructurings, buyers and sellers on mergers and acquisitions and investments, and companies, financial institutions and funds on structuring and governance issues, regulatory compliance and interactions with regulators. He has regularly been recognized by his clients and peers as a leading lawyer in major industry publications, and has practiced at several leading firms including Cravath Swaine & Moore, Freshfields Bruckhaus Deringer, Paul Hastings and Troutman Pepper.
When and how to use the 5 Negotiation Formats
There are five principle negotiation styles. Understanding when to use each and recognising which you are facing, and how to respond to it, is an important step in effective negotiation preparation and operating with negotiation power.
Negotiation Preparation: The Expansive Approach
Negotiation is an information game and effective pre-negotiation preparation using an expansive approach to negotiation is critical if we are to operate from a position of strength.
Getting your body language right
Your physiology can drive your psychology. A basic awareness of cross-party body language dynamics and how to use your own body language can improve your negotiation style and allow you to communicate with more confidence and authority.r.
Getting beyond price
What’s really driving decisions? It’s rarely purely price. The ability to move discussions beyond price and uncover other factors that generate value for the client is a major source of developing negotiation power.
Challenge Your Assumptions
One of the biggest errors negotiators make is not to challenge their assumptions sufficiently. Asking the right questions and developing a strategy to do so both before and during negotiations can swing the negotiation power dial back in your favour.
BATNA & Bottom Line
BATNA is debatably the single most important concept in commercial negotiation. Knowing when to walk away and how to generate more compelling options is at the very core or negotiation power, yet most negotiators spend little to no time considering or developing their BATNA!
The Constituency Concept
We are rarely negotiating only for ourselves. Usually, we represent a hidden constituency and when used correctly, this can be a source of negotiation power
The Fixed Pie Mindset
One of the most common negotiation failures of inexperienced negotiators is that they adopt a fixed pie mind set. this closes the door to creating value and leaves more experienced negotiators in prime position to claim more value than their position may merit.
The ability to step back from a negotiation and analyse not only what is currently on the table, but also what is off the table, can lead to interests being uncovered which allow us to play comparative advantages in our favour and develop negotiation power.
Making the First Offer
Most people’s opinion on whether or not to make the first offer is based on feel and not analysis. Negotiation theory gives us clear guidance regarding this much debated “to do or not to do” and in so doing allows us to negotiate with more composure and authority.
Using ZOPA to your advantage
The principle of ZOPA combines the analysis on BATNA and Making the First Offer. An understanding of the ZOPA provides a robust theoretical tool that can be applied into both negotiation preparation and actual negotiation in practise to improve our ability to claim value.
The Information Game
For the final module we return to the principle that negotiation is an information game and deliver additional tools around active listening and strategic questioning to allow trained practitioners to capture more value and operate from a position of negotiation power.
Steve Bernstein, Managing Director, Lone Star Funds
“Subject Matter Expert!”
"Neil is a true subject matter expert. He brought his skills to our firm and taught Negotiation to our professional staff. He has an incredible way of engaging the audience, keeping everyone motivated and interested. We learned a lot and look forward to learning more. Highly recommended."
Chris Wong, Partner at Simpson Thatcher & Bartlett LLP
“Really good, highly recommended!”
The online training is really good! I have been a partner at a corporate law firm for 15 years, winning countless clients and mandates, but your online training has given me a great refresher (and a lot of good tips) on negotiations. I could have avoided giving up a lot of fees over the years! The training is a great introduction for first-time negotiators as well as seasoned professionals. Highly recommended!
Peter Bullock, Partner at King & Wood Mallesons
“Very engaging and tailored to its audience”
I have just completed the online CPD course, "How to develop negotiation power, Part 1". It was a very engaging way to cover the subject of the psychology and practice of successful negotiation, tailored for an audience in a law firm. The course, which took me exactly 90 minutes to complete, consists of a mixture of video content, questions requiring written answers on a note pad facility, and multiple choice questions. Although I have prior experience of the theories behind the learning, I found it useful and pitched at the right level to avoid me feeling either patronised or fed technobabble. I would recommend the course to any solicitor in private practice, not only those working in dispute resolution, but also those who have ever had to sell in a challenging market - and that's all of us.
Ari Harmaala, Senior Vice President, Metsa Fibre
“Strongly recommend this training!”
"We have had Neil’s trainings of Persuasion & Influence Psychology and Expert Negotiator skills. Feedback of my sales and marketing teams in EMEA and Asia were extremely positive and participants feels that they have got some real help in their daily work. I can strongly recommend this training to you sales and marketing teams !"
Michael Chin, Partner at SIMMONS & SIMMONS LLP
“One I will remember”
I recently completed Evolution-U’s online negotiation power training. Like most professionals, I have had my fair share of online content during 2020 however the video and content quality of this course make it one that I will remember. The quirky use of avatars and storyline to get across important points on how to develop negotiation power were a good reminder to me, even as a senior lawyer, how small things can have a significant impact. I recommend this online course not only to lawyers, but any professional that wants to get an edge in negotiation
Jessica Tse, Head Of Human Resources at Hyakunousha International
"It is a delight to recommend Neil if you are looking for Corporate trainer and NLP trainer. He has an incredible knowledge in NLP, Communication skills, Sales and Negotiation skills. He can work with your team with high impact."
Amar Shah, Financial Services Leader
“Impactful. Definitely recommend.”
Neil’s session on Negotiation Power was to the point but delivered with real life examples, making it impactful. The framework provided was very useful and stops you in your tracks to think about assumptions being made by different parties and what is often left on the table when it comes to negotiations. Definitely recommend this session by him
Kannan Natarajan, Deputy Head of Operational Risk,BNP Paribas
“Impacftul and brings new dimensions!”
"‘Impactful’ is the best reference any trainer would like to hear after their session. Neil stood by that right from beginning and delivered to the satisfaction of all the participants. He brought a new dimension to ‘Negotiation’ that can be easily adopted by everyone with little efforts..."
Richard Chan-Pensley, Senior Associate at King & Wood Mallesons
“Explains the theory and applies it to familiar situations”
I found Neil’s online CPD course on developing negotiation power (Part 1) to be extremely useful and well structured. Not only did it explain the theory behind negotiation principles but it applied them to familiar legal situations to provide valuable context. The interactive nature of the course encouraged me to consider how I have approached negotiation in the past and also how I would improve my negotiation skills going forward. The importance of developing negotiation power should not be underestimated as a transferable skill, especially by legal practitioners, and this course ably demonstrates how effective negotiation can be key to achieving a successful outcome.
Yuki Chiu, Associate (Commercial Disputes) at RPC- law firm
“Informative and well presented”
Neil’s online course on developing negotiation power was informative and well presented. I was introduced to some new concepts that can be applied to everyday situations