Services

Bespoke Training Solutions


We offer a tailored training package comprising a menu of  16 individual modules. Your training package is customised to meet your unique needs in every respect including modules required, duration and existing skill level.  We listen to what you want and give you what you need. Our IRESOLVED® programme has empowered our clients to achieve greater success. The system underpinning the programme contains of the essential elements at the core of any successful negotiation.   The IRESOLVED® programme can be tailored to a 2-3 day course and includes teaching material, practical exercises, role play, demonstration and feedback.

Our story begins in the world of hostage negotiation. Founder and lead negotiator, Kirk Kinnell, has always felt a conviction to fight for fairness, which led him to join the Scottish Police in his youth and later the Armed Response Team. As the Head of Hostage Negotiation and Armed Policing Scotland, over the course of 30 years, Kirk gained experience in various high pressure areas including the Organised Crime and Counter Terrorism Unit (OCCTU).Kirk quickly realised the skills learnt as a hostage negotiator were transferable to the all aspects of business and life. When Kirk left the police, he felt that these skills were too valuable to leave behind as well; thus, Negotiated Resolutions was born. (he felt that he could continue to help people in another way)

Training Modules

We offer 3 tailored training packages from a menu of 17 modules. Your training package is customised to meet your unique needs and requirements in every aspect including duration and existing skill level. As with every area of our services we work with you to ensure any programme is consistent with the continuous professional development need you have identified.

Introduction to Negotiation Skills

HIGHLIGHTED MODULES:
Open dialogue and listening skills, Understanding others, Questioning skills within a conversation, and more.

Advanced Negotiation Skills & Application

HIGHLIGHTED MODULES:
Strategy & Tactics, Power and Leverage, Corporate Negotiations and more.

Advanced Leadership Programme

HIGHLIGHTED MODULES:
Critical Decision making, Feedback, Threat Risk and Harm.

Introduction to Negotiation Skills

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Open dialogue and listening skills

Overview
This module is the most essential of all negotiation skills and creates a unique communication system. Control negotiations from the outset by learning the true art of communication, which begin with the 'life and death' listening skills used in Hostage Crisis Negotiations.

Understanding others

Overview
This module teaches you to really figure people out.  You will learn to listen for the clues contained beneath the surface of the dialogue. This allows you to have more meaningful relationships whether personal or business.

Questioning skills within a conversation

Overview
This module covers the ‘art of communication’ and how to use appropriate questions during a conversation to gather the information you require without disrupting the flow of the conversation.

Legitimacy, Credibility, and Trust

Overview
This module recognises that legitimacy, credibility and trust are sought after traits and are granted to you by others.  Become professionally equipped and have your position acknowledged.

Conflict resolution and empathy

Overview
This module is the solution to most communication breakdowns within teams and when working in silos. We teach you to recognise the perspective of others through empathy.

De-escalation of conflict

Overview
When confronted by hostility learn how to stay in control, harness the energy and make the situation better, rather than worse.

Making decisions in high-pressure situations

Overview
This module helps participants to learn from the world of hostage negotiation in order to limit the effects of stress in high pressure situations. Learn to manage your emotions and that of your staff.

Advanced Negotiation Skills & Application

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Identify the problem, secure your mandate

Overview
This module helps you identify your upper and lower limits to create a strategic mandate. Learn how to find an agreement and work closely with your decision maker.

Examine the issue and analyse people

Overview
This module covers how to find out what is going on beneath the surface and thereby get to the heart of the matter. It further allows you to work out the dynamics of the people involved and who will have the most influence to help you achieve your goal.

Strategy & Tactics

Overview
This module shows how to evaluate the strategy adopted by the other side in any negotiation and then how to adapt your tactics in the changing nature of a live negotiation and maintain the advantage.

Power and Leverage

Overview
This module demonstrates how to identify points of leverage during a negotiation by finding the 'Achilles Heel' of your opponent. This can then be used to influence the perception on key elements in order to gain a benefit – cost, time, value etc. 

Corporate Negotiations

Overview
This module shows you how to search for and find what is valued most by your opponent, which helps formulate your future proposal that will meet their needs and help you close the deal.

Dealing with difficult profiles

Overview
This module examines the problems faced when confronting negotiation partners with challenging personality types and difficult profiles.

Advanced Leadership Programme

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Critical Decision making

Overview
Learn a process that explores in detail the skill of Decision Making, which will withstand the challenges of a dynamic environment and the scrutiny of hindsight. This includes the identification and evaluation of risks associated with that decision.  You need to be confident, well informed and nimble of thought to make the right decision in high pressure situations.

Feedback

Overview
Learn how to prepare and deliver tough conversations without causing harm to the relationship. It also includes how to give and receive feedback in a corporate environment.

Threat Risk and Harm

Overview
This module will show you how to recognise the difference between threat and risk, balance your actions, and reduce unnecessary reactions.

Progress Assessment Reports

Training modules

Our 16 training modules are listed and summarised below.  Each module has been expertly designed, integrating years of practical experience into learning opportunities. The duration of each module, typically between 1 to 3 hours, is informed by your individual needs. We will work with you to design your bespoke Training Solution incorporating the relevant modules.

Conflict Resolution & Empathy

This module is the solution to most communication breakdowns within teams and when working in silos. We teach you to recognise the perspective of others through empathy.

Enquire Now

Legitimacy, Credibility & Trust

This module recognises that legitimacy, credibility and trust are sought after traits and are granted to you by others.  Become professionally equipped and have your position acknowledged.

Enquire Now

Identify the Problem and Secure your Mandate

This module helps you identify your upper and lower limits to create a strategic mandate. Learn how to find an agreement and work closely with your decision maker.

Enquire Now

Examine the Issues and Analyse the People

This module covers how to find out what is going on beneath the surface and thereby get to the heart of the matter. It further allows you to work out the dynamics of the people involved and who will have the most influence to help you achieve your goal.

Enquire Now

Strategy & Tactics

This module shows how to evaluate the strategy adopted by the other side in any negotiation and then how to adapt your tactics in the changing nature of a live negotiation and maintain the advantage.

Enquire Now

Opening Dialogue and Listening Skills

This module is the most essential of all negotiation skills and creates a unique communication system. Control negotiations from the outset by learning the true art of communication, which begin with the 'life and death' listening skills used in Hostage Crisis Negotiations.

Enquire Now

Understanding Others

This module teaches you to really figure people out.  You will learn to listen for the clues contained beneath the surface of the dialogue. This allows you to have more meaningful relationships whether personal or business.

Enquire Now

Power & Leverage

This module demonstrates how to identify points of leverage during a negotiation by finding the 'Achilles Heel' of your opponent. This can then be used to influence the perception on key elements in order to gain a benefit – cost, time, value etc. 

Enquire Now

Decision Making

Learn a process that explores in detail the skill of Decision Making, which will withstand the challenges of a dynamic environment and the scrutiny of hindsight. This includes the identification and evaluation of risks associated with that decision.  You need to be confident, well informed and nimble of thought to make the right decision in high pressure situations.

Enquire Now

Corporate Negotiations

This module shows you how to search for and find what is valued most by your opponent, which helps formulate your future proposal that will meet their needs and help you close the deal.

Enquire Now

Feedback

Learn how to prepare and deliver tough conversations without causing harm to the relationship. It also includes how to give and receive feedback in a corporate environment.

Enquire Now

Dealing with Difficult Profiles

This module examines the problems faced when confronting negotiation partners with challenging personality types and difficult profiles.

Enquire Now

Making Decisions in High Pressure Situations

This module helps participants to learn from the world of hostage negotiation in order to limit the effects of stress in high pressure situations. Learn to manage your emotions and that of your staff.

Enquire Now

Questioning Skills within a conversation.

This module covers the ‘art of communication’ and how to use appropriate questions during a conversation to gather the information you require without disrupting the flow of the conversation.

Enquire Now

De-escalation of conflict

When confronted by hostility learn how to stay in control, harness the energy and make the situation better, rather than worse.

Enquire Now

Threat Risk and Harm

This module will show you how to recognise the difference between threat and risk, balance your actions, and reduce unnecessary reactions.

Enquire Now

The IRESOLVED® Programme

The IRESOLVED® Programme has been designed as a comprehensive process encompassing the essential elements of a successful negotiation.  The team will always be there to support you throughout your negotiations.

The Programme, which has nine modules assembled chronologically, can be tailored in duration depending on the existing skillset of participants and is typically a 2 or 3 day course.  The course includes exercises in Hostage Negotiation or in bespoke scenarios relevant to your business or industry sector.  

We are confident that the IRESOLVED® Programme will better prepare you for real world negotiations which translates into added value for you and your business.

Information
Compassionate Assertion: We will show you the conduct associated with conflict in the concept of compassionate assertion.

Legitimacy: Legitimacy, Credibility and Trust are the main criteria for being accepted by others during a negotiation.

Trust is an "attitude" that enables co-operation: You cannot award authenticity to yourself - others must award it to you, it is painstakingly earned.

Instinct v Intuition v Impulse v Negotiate: We will explore your natural responses and reactions to stimuli and teach you how to manage that response.

Mandate / Tactical Parameters: The negotiator is not the one who decides but he holds part of the decision-making power given to them by the mandate.
Realise the problem
The negotiator must identify search for and identify the shared common objective between both parties.
Examine and analyse the issues and the people involved
Available Information: Open-source information is available to assist in the evaluation of people, structure and context surrounding a negotiation.
Strategy & Tactics
Globalisation: Put all eggs in the same basket and negotiate on the single price.

Point by point: We don't talk about the second point unless the first one has been negotiated.

Techniques: More than 200 different techniques. They have been gathered in 4 boxes.

Competition: Pie is cut in half. Compromising.

Cooperation: The negotiator is not the one who decides but he holds part of the decision-making power given to them by the mandate.

Coopetition: Competition first and then thanks to an SCO or an innovative solution, we switch into a cooperation mode.
Open dialogue
It is important to select people according to their role.

No. 1 Negotiator: The person responsible for dialogue.

No. 2 Negotiator: The person responsible for supporting Negotiator with account and product advice, when required.

Decision Maker: The person who will sign off on the deal but must not undermine or interfere with negotiations.

Customer: Figure them out.
Listen, Understand and Influence
The seven layers of listening:

1. Facts
2. Motivators
3. Emotions
4. Currency
5. Worth
6. Values
7. Beliefs
Validate your assumptions on power and leverage
- Influence
- Pathos
- Persuasion
- Logos
- Ethos
- Deductive
Establish a proposal to close the deal
- Good sense
- Good moral character
Debrief
- Institution
- Relational
- Situational
- Personal

Get in touch to see how we can help you.

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"Kirk really understood us as an organisation and made links during the session so it felt really bespoke. He definitely made an impression and won't be forgotten."

Richmond Housing Group
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