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Negotiation Skills - July 2022

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Event description

Ticket sales end 11am Tuesday 21 July 2022 unless sold out prior.

Overview

This hands-on intensive 2-day workshop provides you with proven tools and insights to build superior confidence and professionalism, driving critical negotiations/collaborations that produce more resilient, higher value outcomes.

Essential training for large organisations, SME’s, start-up companies, government, not-for-profit: leadership & management critically relies on superior negotiation capability.

This international management course, taught at various management schools & executive development programs around the world, builds towards understanding and mastering the interrelated skills contributing to the art of today’s successful business negotiating.

The course realistically deals with the wider framework that sits over contract negotiation & collaboration: strategy, tactics, management psychology, legal, intellectual property, marketing, supply chain, etc.

Understanding and dealing with ‘cultural differentiation’ is integrated throughout the course at both conceptual and operational levels.

Participants learn to negotiate with greater confidence, superior tactical finesse and cultural sensitivity whilst under considerable stress. This intensive workshop is about building superior confidence and professionalism to drive critical negotiations (preparation, negotiation, evaluation), generating more resilient, higher value outcomes, in multi-cultural New Zealand and across the world.

Upskill your negotiation skills to protect margins, budgets creating extra value in the negotiated relationship, deliver superior resilience, protecting the relationship and brand.

Learn to dramatically improve your ability to persuade, collaborate and negotiate.

Using needs-analysis, develop powerful sequences of quality arguments and engineer credibility at a personal, team and organisation level.

Experience-based learning: you will be involved in daily negotiations - culminating in a four-hour complete 'real-world' negotiation simulation, recorded for video analysis. This draws on the facilitator's extensive global negotiation portfolio to provide 'real-life' negotiations for in-depth practise and understanding.

Learning outcomes for this workshop include:

Understand and improve yourself in the role of the negotiator (when stressed), develop strategies for self-improvement

Recognise & manage tactics and develop appropriate responses to them

Confidently manage the entire negotiation process: preparation - negotiation - evaluation

Understand how to negotiate superior deals, create extra value, beat the 'more of the same' syndrome – don't let the popular ‘win-win’ hold you back

Learn to significantly boost your preparation for the negotiation: The course will provide you the unique tools to be prepared for multiple scenarios, double-SWOTs and in-depth awareness of the ‘homo emoticus’.

Expand ‘Emotional Intelligence’ to become the essential value of ‘Cultural Intelligence’

Explore the core factors in collaborating and optimising relationships: influencing, convincing and creating impact.

Special attention is paid to the challenges that come from discrepancies in size (SME vs. corporate/government), referred to as ‘David vs. Goliath’ the impact of culture, corporate culture and management psychology the extra challenges seen with Not-for-Profit (NFP) and governmental organisations, ‘Social Enterprises’ and the intrinsic duality this new model brings.

This course has a strong focus on managing real-world complexity.

Achieve fluency in modern commercialisation strategies, VAR to JV, M&A and various hybrid options in between

Understand intellectual property concepts and their impact on business negotiations

Gain advanced fluency in building ‘agreement’ strategies and terms, and the monitoring thereof – Memorandum of Understanding (MoU), Memorandum of Agreement (MoA), Heads of Agreement, etc.

Course fees include morning tea & lunch (all dietary requirements can be catered for) and on-site parking. 

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Refund policy

Refund and Cancellation policy A written notification of withdrawals or substitutions must be sent via email to The University of Canterbury Business School Executive Education Team at execed@canterbury.ac.nz Substitutions Participants who have registered for a place on a course may be substituted at no extra charge, where at least two business days’ notice is given prior to the course start date, via email to execed@canterbury.ac.nz Cancellations UC Executive Education reserves the right to cancel any course or programme for any reason. Fees are fully refundable for courses cancelled by us, however UC will not be responsible for airfares, accommodation or any other associated costs incurred by participants. No refund will be given where the participant fails to attend the course, or if the participant withdraws from the course at any stage, for any reason. Any cancellations received fewer than 14 days from the course start date are subject to different levels of refund, excluding GST as detailed below. Where a cancellation is received 15 or more days before course commencement, a full refund will be made. Notification received: 15 or more days : A full refund will be provided 8 – 14 days : 50% of course fee 7 days or less : No refund Covid19 Vaccine Passes Under the ‘Amber’ or ‘Red’ status of the COVID-19 traffic light system, vaccine passes will be scanned on arrival on the first day of each course. Attendees unable to present a valid vaccination pass will forfeit their place on the course and will not qualify for a refund. This is in line with providing less than 7 days’ notice of cancellation, per our standard cancellations policy described above.