Negotiation Skills - Mastering Negotiation Success

Overview

This course helps managers to be more confident, efficient and skillful throughout the whole negotiation process (preparation, negotiation, evaluation).

It focuses as much on individual performance as on improving the negotiating team’s performance. Ultimately it is how the overall performance reflects the organisation’s values and credibility.

During the course, we discuss the impact culture and organisational culture plays. Detection of culture and tuning it towards cross-cultural negotiation success will be discussed.

Although negotiation has its roots in international business development, its application is also effective for not-for-profit and government organisations.

Topics covered

Based on the facilitator’s extensive global negotiation portfolio, this course is delivered in New Zealand and overseas. This successful proven course provides a cross-cultural ‘real-world’ negotiations methodology with long-term management development outcomes covering:

• Under pressure, you are to convince the other party of your value-creating proposals. Taking into consideration the value chain, procurement context and against the backdrop of stakeholders’ interests.
• The core components of superior, value-creating negotiation, including the David vs Goliath challenge of small organisations negotiating with large organisations.
• You will work with multiple stakeholders (across PESTLE). Deal with the impact of different cultural values and behaviours on negotiation styles, organisation and contract clauses.
• Negotiation typologies and how they impact your preparation.
• Risk mitigation strategies, concession strategies, tactics and how to deal with them.
• Maximise efficiency and credibility by managing roles and fine tune team dynamics of your negotiation team.
• Building credibility and understanding the relationship between trust and negotiation.
• Set-up a contract dashboard and explore essential contract clauses, including ‘functional flexibility’ options.

Outcomes

You will:

• Understand better what kind of negotiator you are (under stress) observing your behaviour and your team’s behaviour.
• Analyse your strengths to further improve your negotiation skills.
• Recognise and analyse different negotiation approaches and tactics.
• Develop appropriate responses to others and increase your comfort zone around cross-cultural negotiation.
• Confidently manage the entire negotiation process from preparation to negotiation to evaluation; mixing analogue concepts and digital platforms for maximum, OECD standard efficiency.
• Learn how technology can boost credibility, process and negotiated outcomes.
• Better manage your own behaviour (under-stress) and get comfortable with the methodology for continuous self-improvement.

Your organisation will:

• Benefit from more resilient, better-quality negotiated outcomes.
• Build credibility and respect with world-class negotiators and transparent quality processes.
• Be the learning organisation that systematically seeks to learn and improve upon past negotiations processes.
• Realise the value of internal ‘buy-in’ and the importance of creating traceability around negotiated outcomes and their arguments.

What participants say

"This course is very informative with interesting insight into negotiations. The facilitator offers a huge depth of valuable knowledge and presented very well."
Richard Garrett - National Tenders Manager @ Waste Management NZ Ltd

"I gained confidence in negotiating with strategies tactics and skills from this course."
Vaughan Bell - Senior Development Manager @ Development Advisory Services Limited

Who should attend

• Managers seeking to take their present negotiating practice to the next level, from both profit or not-for-profit sectors including large and small organisations.
• Managers with limited negotiation experience needing to prepare for a role that will include substantial negotiation.
• Senior managers and entrepreneurs who anticipate critical strategic negotiations in the near future.

Your organisation may be eligible to use a Capability Development Voucher through the NZTE Regional Business Partner Network on this course. Follow this link to find out more www.exec.auckland.ac.nz/nzte 

This course may qualify as a continuing professional development (CPD) activity.  Please check with your professional body.