We’ve all seen
unresolved conflicts derail even the most important projects, resulting in
costly delays.
This cutting-edge training program is run by Michael Klug AM, one of
Australia’s best-known trainers in negotiation, conflict management and dispute
resolution. Michael is passionate about helping you and your organisation
achieve your business goals through developing your corporate negotiation
competency. This two-day workshop is one of our most popular, because it gives
you an intricate understanding of the negotiation process through to techniques
of closing a deal.
You’ll emerge from
this workshop with a powerful, highly effective and ethical style of
negotiation, along with the practical skills and tools to:
- Preserve and enhance personal and commercial relationships
- Increase confidence and reduce stress when resolving conflicts
- Resolve disputes confidentially
- Reduce the costs of resolving conflict
- Increase profitability
- Create value in your negotiations
- Achieve optimal commercial outcomes.
Golden Rules of Negotiation
Throughout the workshop Michael will reveal the most important rules of
negotiation and why no one can afford to ignore them.
Who should attend
All levels in business and government who wish to improve their negotiating performance. It’s strongly recommended for those in management roles.
The program caters for everyone involved in the negotiation process, from trainees through to senior executives. We offer flexible training options to suit your needs.
What we will cover
On day one we’ll explore the core theory and practice of negotiation, focusing on your individual negotiation style and how negotiations work.
On day two you’ll learn how to make strategic decisions and position yourself in negotiations using highly practical and usable skills. You’ll be offered unique insights into why negotiation can be a counterintuitive discipline and when you should trust your instincts – and when you shouldn’t.
Negotiator's toolkit – the nuts and bolts
Michael will arm you with a highly practical toolkit including:
- A negotiation worksheet to guide you through the negotiation planning process
- Checklists for effectively preparing for negotiation
- A constructive strategy for breaking through difficult negotiations.
Day One: Core Negotiation Skills:
- Defining and understanding negotiation
- The two primary approaches
- Negotiation simulation
- How to manage the principal tensions of negotiation
- Biases affecting judgment
- Slow thinking vs fast thinking – Kahneman’s dual process theory
- Techniques for exercising sound judgment
- Ethical styles of negotiation
- Identify your individual style of negotiation (the result is confidential)
- How to adjust your negotiating style to suit the situation
- Characteristics of an effective negotiator
- Proficiency – identify your strengths and weaknesses (the result is confidential)
- Self-managed outcomes
- Bargaining – the contrast between distributive and integrative methods
- Strategies and tactics of integrative bargaining
- The green credit approach.
Day Two: Strategic Negotiation Skills
- Multi-party, multi-issue negotiations – a disciplined approach (not available to virtual participants)
- Negotiation simulation
- The six most common mistakes made by negotiators
- Checklists before closure
- How to plan for negotiation through a process of disciplined and methodical preparation – negotiation worksheet
- The benefits of MESOs (Multiple Equivalent Simultaneous Offers)
- Diagnostic checklist – a crucial discipline for closing a negotiation
- An unconditionally constructive strategy for dealing with difficult people
- How to manage team negotiations
- Negotiating about negotiation
- Re-booting – a unique process which negates your counterparty’s starting point
- Slow forward controlled momentum – impasse vs uncontrolled escalation
- Electronic connectivity – pluses and minuses
- Listening – what to do and how to do it
- How to manage streamed input and the biases that arise
- How to close.