NLP (Neuro-Linguistic Programming) and Negotiation


Anthony Little, 23.05.2012, M6 Educational Centre

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Seminar overview

NLP is now several decades old, but its use in an increasingly wide range of occasions in which inter-personal relationships and activities are important continues to grow. The key basics of NLP can be used effectively in a negotiation situation, either in one-2-one situations, or as part of a ‘negotiation team’ situation.
The seminar will identify some of the particular ‘tools’ of NLP that can be used on these occasions, and also present how these fit into a well-known negotiation approach that aims at achieving the preferred “win/win” outcome.

Who Should Attend

Any manager or official who has responsibility to negotiate with others on behalf of their respective organizations. These can be from the private or the public sector.

How will you benefit?

· Understand what NLP can do for you in a variety of inter-personal situations
· Be able to apply the “Harvard” negotiation process
· Be able to apply some simple NLP tools in the negotiation process
· Improve the outcomes of negotiations

11:00 – 11:30 Registration and Coffee

11:30 – 13:00 Modul 1
· What is NLP: Myths and Misunderstandings
· Simple NLP ‘tools’ for interaction
· Exercise: “The Eyes have it”
· Practical use of ‘tools’

13:00 - 13:15 Coffee Break

13:15 – 14:45 Modul 2
· Negotiation principles
· “Harvard Method”
· Exercise: Shark Island
· BATNA

14:45 - 15:30 Lunch Break

15:30 – 17:00 Modul 3
· Putting it together
· Avoiding over-reliance on ‘tricks’
· Final Exercise:
· Wrap up: Q&A

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Anthony Little
Tony Little is the owner and Senior consultant with Little & van de Geer Limited, an independent training and consultancy company currently based in Skopje, Macedonia. The company was originally founded in the UK in 1996, and has a ‘sister’ organisation based in the Netherlands. Both organisations provide a diverse range of support to public and private sector clients in the HRMD (Human Resources Management and Development) area, and more recently (since 2004), Tony transferred the UK company to Skopje.
Tony worked for 20 years in the financial sector in the UK for two Internationally known banks, and after a successful career as a commercial manager, transferred to the Head Office training division of the TSB banking group in 1993. His principle engagement at that time was to prepare managers and other staff in interview skills including the use of ‘persuasive’ techniques such as NLP. At the same time, it was necessary to balance the maximization of sales while ensuring compliance with the FSA (Financial Services Act). In the period up until he left the bank in 1996, the sales “penetration” of the bank was the highest in the sector in the UK.
He has been engaged throughout the Balkans since 1999 and has experience with both the public and private sectors in the region. The training of people in NLP and related skills continues to be a mainstay of his experience.
Tony has a professional degree in Banking and Finance, and has undertaken post-degree studies in Adult Education (Huddersfield University, UK), and MBA (Warwick University, UK).
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