Intensive Negotiation Skills

Date:
29 Mar 2010  to 30 Mar 2010
Time:
8.30am - 4.45pm
Location:
Level 28, Riparian Plaza, 71 Eagle Street, Brisbane
Presenter(s):
Michael Klug
Contact:
Jessica Greenwood, 1800 882 110, Contact Client Training
Cost:

$2115 (includes $192.27 GST) per person
$1904 (includes $173.09 GST) per person if payment is received two weeks prior to the workshop
$1797 (includes $163.36 GST) per person if in a group of three or four
$1692 (includes $153.82 GST) per person if in a group of five or more


Workshop overview

We’re mindful that it’s sometimes difficult to accommodate training around work demands. Our Intensive programs allow you to combine two levels of training in an intensive two day format. This has proved to be our most popular program.

This workshop is highly interactive and focused, therefore the number of participants is limited. Please email us your training objectives before the workshop and Michael Klug will partially customise the workshop to address your individual needs.

For group bookings of five or more, we offer the opportunity for a no-cost pre-workshop discussion to scope your specific requirements. Michael can also provide larger groups a confidential problem-solving session which can be held during the lunch breaks or immediately after the workshop on each day. These options are provided at no extra cost.

Day one: Core Negotiation Skills

Creating value not distributing value.

Day one will explore the core theory and practice of negotiation. Participants will develop an understanding of how negotiations work structurally and chronologically.

Agenda

  • Defining and understanding negotiation
  • Resolving disputes – three approaches
  • Understanding conflict – why we fight
  • Why negotiation sometimes doesn’t work
  • Bargaining – an integrative and collaborative way
  • Individual styles of negotiation
  • Adjusting your negotiating style to suit the situation
  • Characteristics of an effective negotiator
  • Preparing for negotiation
  • The risk of false assumptions
  • Thinking laterally
  • Resolving your problems cost-effectively
  • Listening – what to do and how to do it
  • Turning adversaries into partners
  • Making effective concessions
  • Persuasive phrases to assist you in negotiations
  • A planning guide for negotiation
  • Techniques for reaching a consensus
  • Persuasion vs coercion – what works best
  • Using deadlines to your advantage
  • Setting an appropriate climate for negotiation
  • A practical checklist for your negotiations
  • Dealing with difficult people.

Day two: Strategic Negotiation Skills

From desolation to resolution, stalemate to good mate!

Day two will show you how to do it. It will assist you to make strategic decisions and learn how to position yourself in negotiations using highly practical and useable skills. It offers unique insights into why negotiation can be a counter intuitive discipline.

Agenda

  • The beginning, middle and end game (a detailed analysis)
  • Understanding the other side
  • Threats – how to cope with them
  • Bargaining vs joint problem solving – selecting the right approach
  • Setting the stage for negotiation
  • Communicating your position
  • Compromise – making it easy
  • Balancing the tension between empathy and assertiveness
  • Maintaining and controlling momentum
  • Understanding your opponents’ hidden agenda
  • Timing
  • Persuasion – what works
  • Role of power in negotiations
  • Contingency plans
  • What not to do in negotiations
  • Rules for team negotiations
  • A strategic negotiation planning model
  • How to make wise choices under pressure.

Negotiation hotline

All of our negotiation workshops offer participants a no-cost follow-up specialist negotiation service for short consultations.

Learning outcomes

The workshop will provide you with the practical skills and techniques to:

  • Reduce business costs
  • Resolve disputes confidentially
  • Preserve and enhance personal and commercial relationships
  • Increase confidence and reduce stress when resolving conflicts
  • Create a corporate competency in negotiation
  • Create value in your negotiations
  • Achieve optimal commercial outcomes.

Even though the focus is on dispute resolution and commercial negotiation, many delegates have referred to it as a life skills program – so broad is the application of its content.

Who should attend?

This training program has been specifically designed for those in business and government who wish to reduce their transaction costs of resolving conflict (internally and externally) and those who need to build productive and enduring relationships.

Recent participant feedback

“Michael is a dynamic speaker who clearly communicates the intricacies of negotiation and provides great real life examples and experiences.”

“I feel like I am a new person at work (and at home) after doing the course – it has had an amazing impact on me.”

“Michael’s intellect, level of engagement and direct method of knowledge transfer are outstanding.”

“Excellent, charismatic, entertaining, highly persuasive and engaging.”

“The workshop was fantastic and the follow-up service has been first class!”