About this Event
You create value for your organisation in the agreements that you negotiate every day, both internal and external. Yet little time is devoted to understanding and sharpening this core competency.
Developing and broadening your influencing and negotiating skills will help you create and capture more value in the agreements that you reach with customers, suppliers, and a wide range of stakeholders. This includes agreements formalised in contracts as well as the myriad of informal agreements that we reach that allow us to cooperate and collaborate.
Negotiation is a process but also an art, given it is performed live. This 2-day workshop therefore ensures opportunities to practice and embed learnt skills and behaviours using simulations. Investment in your negotiation knowledge and capability provides immediate payback in the higher value agreements reached. Organisations highly value those skilled at reaching agreement, so advanced negotiation skills training is an investment in your future.
This comprehensive 2-day workshop is designed to provide frameworks and tools and is very applicable to real-life situations. The workshop presenter has a unique combination of advanced academic qualifications with decades of high-value international negotiation experience and will equip you with the tools and insights to become a more confident negotiator. Guest speakers provide an even greater breadth of experience and advice.
This interactive workshop will stretch you beyond your comfort zone in a supportive and learning environment alongside your peers.
Topics covered in this 2-day Workshop include:
- Crafting a negotiation strategy based on structured preparation
- Building rapport and relationship management and building rapport
- Examination of real-world negotiation case studies
- An examination of key negotiation tactics
- Panel discussion with guest presenters
- Engaging negotiation simulations that allow you to embed skills and behaviours
Who is this workshop suitable for?
- Sales and business development managers
- Professional services managers and associates
- Purchasing professionals
- Relationship managers
- Public sector agencies
- Project leaders and contract managers
- Other roles involving collaboration and agreements
Learning Objectives
- Confidently craft negotiation strategies appropriate for the situation
- Better understand and manage the negotiation process to achieve improved outcomes
- Increase the value of an agreement and improve relationships
- Observe behaviour and understand the psychology in negotiation situations
- Manage stress in conflict situations and select appropriate responses
- Broaden your toolbox of negotiation tactics
Materials
- A workbook containing information and exercises will be provided, as well as pre-reading to ensure that you get the most out of the workshop.
Fees are inclusive of:
- All catering (morning tea, lunch, and afternoon tea)
- All course materials including pre-reading and workbook
- Complimentary post-course consultancy session (40min) providing advice on an actual negotiation situation (valid for 6 months).
- All fees are GST inclusive.
- Numbers are strictly limited.
About the presenter, David Ferguson
David combines extensive commercial negotiation experience with advanced negotiation qualifications. He has worked in both the public sector (as New Zealand's Trade Commissioner to Japan and Korea) and in the private sector in Singapore, Australia and New Zealand for multinationals leading teams accountable for negotiating up to US$4bill per annum.
David has completed the Melbourne Business School’s Negotiation Course and the Harvard Negotiation Masterclass. He also holds a Doctorate in Business Administration (thesis on team negotiation) and a Juris Doctor (admitted to practice in Victoria). David is also a Chartered Member of the Institute of Directors and an Associate Member of AMINZ.
“I see negotiation as a broad set of skills and techniques that seek out untapped value in commercial relationships and allow agreements to be reached that benefit both parties. It remains the greatest single opportunity for organisations to create shared value by adopting a problem-solving approach and finding innovative solutions.”
Event Venue & Nearby Stays
ADR Centre, 129 Hurstmere Road, Auckland, New Zealand
NZD 1800.00 to NZD 2400.00