Negotiation - Breakthrough Techniques - Register Your Interest

Date:
30 Dec 2012  to 31 Dec 2012
Time:
8.30am - 4.45pm
Location:
Level 15, 1 Bligh Street, Sydney
Presenter(s):
Michael Klug
Contact:
Monica Taylor, 1800 882 110, Contact Client Training
Cost:

$2,286 (includes $207.82 GST) per person
$2,057 (includes $187.00 GST) per person if payment is received two weeks prior to the workshop
$1,943 (includes $176.64 GST) per person if in a group of three or more

This workshop is scheduled on a needs basis. To register your interest, please follow the registration prompt below or email client.training@claytonutz.com.

“Dovetailing your differences to create value.” Lax and Sebenius.

This workshop will focus on developing high-level skills to break through difficult and sensitive negotiations. Let us teach you the practical steps involved.

Participants in this workshop will benefit from challenging interactive negotiation exercises and individualised feedback. 

While the Breakthrough program has been designed as a stand-alone workshop, it combines well with any of the other negotiation programs we offer.

Workshop agenda

  • The negotiation dilemma – why is it so hard?
    • Creating and claiming value- Empathy vs assertiveness
    • Principal and agent tensions
    • Obstacles to negotiation
  • Asymmetry of information
    • Why we don’t tell the other side everything
    • How to overcome this problem
  • Synchronicity of behaviour
    • How to start singing from the same hymn sheet
  • Is it the process?
    • If you get the process right the result mostly looks after itself
  • Finding joint gains
    • The real challenges and how to go about it in a value creating way
  • Power in negotiations
    • Who has it? Where does it lie?
    • How to manage it to achieve a negotiated outcome
  • Creativity
    • Understanding the creative process
    • Why we close off creativity
    • How to engage in productive creative thinking to achieve your negotiation outcome
  • Managing conflict
  • The top 30 breakthrough techniques
  • The building blocks for durable relationships.

Learning outcomes

The workshop will equip you with advanced level skills and techniques to effectively break through difficult and sensitive negotiations to achieve optimal outcomes.

Who should attend?

This training program has been specifically designed for anyone who has had difficulties with challenging people and troubling and complex negotiations.

Recent participant feedback

“Excellent presentation as always. Great experiences and examples from real cases.”

“Brilliant. Highly insightful and extremely engaging.”

“Michael relates his experience to the topics very well and makes the learnings memorable and enjoyable.”

"A very beneficial program – very useful."