Michael Klug
Consultant •
Brisbane
Intensive negotiation skills
Overview
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.
To complete your registration, please scroll past 'Event Details' and locate the green banner displaying the 'Register' button.
Event Details
Dates:
Sydney: 26-27 May, 11-12 August, 14-15 October
Brisbane: 23-24 June, 25-26 August, 27-28 October, 15-16 December
Melbourne: 2-3 September, 25-26 November
Canberra: Register your interest
Time: 8.15am for 8.30am - 4.30pm
Venue:
Clayton Utz Sydney
Clayton Utz Brisbane
Clayton Utz Melbourne
Clayton Utz Canberra
Cost: Inc GST
$3,382 per person
$3,044 per person if booking two weeks before the workshop
$2,875 per person if in a group of three or more
Further information:
Phone 1800 882 110
Email [email protected]
To Register:
Meet the trainer
What our clients say
Intensive negotiation skills
My work sometimes requires me to mediate resolution of safety concerns that relate to electrical infrastructure. The strategies I have encountered in this program will change my approach to these meetings.
It has helped me to work out my weakness when negotiating each day so now I can replace these and change them.
Very informative, great case studies, encouraged active participation and passed on knowledge and experiences well.
This course has been a turning point for me to add on value to my business and my managers.
Support when you need it most
As a participant of our program you'll have comfort in knowing that you can depend on us for ongoing support. Whether it be two weeks or two years after the workshop, you can call us at any time for a short, no-cost consultation.
Recommended CPD point allocation: 14 points (excluding WA).
If this particular educational activity is relevant to your immediate or long term needs in relation to your professional development and practice of the law, then you should claim one CPD unit for each hour of attendance, refreshment breaks not included. Please contact your Professional Body for your state.