About

We have many choices when we negotiate, the choice we make in a particular case is determined by personal factors, but mostly by how view the other party, how we view negotiation, and what we expect to get out of it.  Like most social activities, negotiation is affected by how we see it, understand it, define it and give meaning to it. 

Negotiations and Deal Making for Senior Executives and Policy Makers is designed to explore the assumptions and principles behind perusal approaches to negotiation, and to expose participants to a new and more effective way of achieving their objectives through a more effective approach to negotiations.

Key Learning Objectives
• Increase your levels of confidence when negotiating with senior people
• Gain better recognition in your organisation as someone who can handle 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
• Greater awareness of, and confidence in, your own abilities to negotiate
• Increased opportunities for win-win outcomes in many situations

Training Methodology.
The Workshop takes place over an intensive period of 2 days. It is highly interactive, experiential and includes lecturing, discussions, learning materials, simulations, presentations, and video material. Content will cover the following agenda, but may be amended on the day based on delegates needs.

Outline

Course times 9am-5pm – Refreshment breaks and lunch are included
Introduction to Negotiation
• Introduction and expectations
• Basic negotiation values. Win-win, and the alternatives
• Four phase negotiation model
• The importance of preparation. Choosing a preparation process
• Identifying higher level negotiation skills.

Negotiating – Values and Style
• What are your values and style as a negotiator?
• Understanding attitude and behaviour change
• Planning values and behaviour changes to underpin an improved approach to negotiations

Conflict Resolution
• Aspects of conflict - position and personality
• How conflict arises
• Common conflict negotiation styles
• Conflict resolution

The Basics of Negotiation
• The four phases of the negotiation process
• Key steps in preparation
• Essential communication skills
• Power in negotiation - the sources of power, power balance, and strategy
• Personal power – the key to managing the power balance
• Negotiation tactics and counter tactics
• Identifying and establishing the “settlement range” and a “BATNA”

Influence and Persuasion
• Recognising and evaluating each party’s material and emotional needs
• Presenting benefits that meets these needs, on each negotiating point
• Building the other party’s desire to settle each point

Putting it All Together
• Reviewing the course principles and ideas, and applying them to a commercial/work context
• Achieving success in negotiations

Seminar Conclusion

Facilitator

Gavin Houston BSc; FITD, Principal, GH Business Training

Gavin Houston has been a trainer, coach and consultant to a wide range of New Zealand businesses for 15 years. He is currently the principal of GH Business Training, and co-owner of the International Travel College of New Zealand.

As a Fellow of the UK’s Institute of Personnel and Development, and with experience as a manager and business owner, Gavin brings a wealth of expertise to his training programs. These cover business communication, including presentation skills, report and proposal writing; sales, customer service, and negotiation; trainer skills and coaching; and all aspects of management and leaders.

Gavin’s style of training is well focussed on learners and learning. His training is highly interactive, stimulating and focussed towards practical application and results back at work.

In-house Training