Complex & Competitive Negotiation - for Senior Executives

Course Objectives

Key Learning Outcomes

• Prepare strategically for every negotiation
• Understand how do deal with the ‘fear factor’ and clear obstacles to higher performance
• Analyse and make the best of power balances in the negotiation context
• Review strategy, tactics and appropriate counter-tactics with outcome based professionalism
• Understand and apply various aspects of the psychology of persuasion to negotiation
• Apply a range of advanced communication techniques tailored to enhance your negotiation ability
• Reach negotiated agreements where all parties are happy to work together in the future

"This course taught the both the strategic, hard core elements of negotiation and the psychological side – also very interesting in today’s business world where the humanistic side of business is more the norm"
Regional Engineering Manager Queensland, Aker Kvaerner Australia

"A real insight into what goes on ‘behind the scenes’ in a persons mind during negotiation, very entertaining and pertinent experiences from the presenter"
Head of Commercial Development, MacarthurCook Ltd

About the Course

When engaged in high value, complex negotiations where your skill as a negotiator may prevent losses and increase the gains for you and your organisation, this course can offer you key methodologies to significantly increase your capability to move negotiations from claiming value to creating value.

The intensive modules on this course are based on a combination of sound academic theory and significant practical business negotiation experience to provide you with a due diligence framework that will ensure that you are able to:

• Increase levels of personal confidence when negotiating with senior people
• Gain better recognition as a worthy company representative in more complex negotiations
• Enhanced outcomes in professional, personal, and conflict resolution negotiations
• Greater capacity to mentor and coach colleagues to better results and greater confidence in negotiations
• Ability to transport skills learned in the negotiation context to other areas of life and business
• Turn challenging relationships into rewarding relationships
• Avoid leaving value on the table

Who Should Attend

All professionals involved in negotiations who seek increased levels of personal confidence and a set of implementable skills to get ahead when negotiating with senior people.

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