Refined over 20 years of practice, these Negotiation and Deal-Making Workshops will teach you proven and highly effective strategies and skills for negotiating, influencing and decision-making.
Leaders & Searle has run negotiation programs for some of the region’s best companies and business schools.
About the presenter
Richard Searle spent fifteen years engaged in Industrial Relations negotiations, Government and Regulatory negotiations, and Landlord and Tenant negotiations.
Richard has spent another twenty years teaching management and commercial negotiations to thousands of managers from hundreds of businesses and organisations.
Richard is educated at Harvard University and in the Program on Negotiation at Harvard University.
Richard strives for what he calls a 3E approach to negotiation education – effective, efficient and enjoyable learning.
For five years Richard taught the Negotiation Course for the Mt Eliza/University of Queensland MBA and it consistently received the highest ratings for an elective.
Advanced Negotiation and Deal-Making Workshop
About the workshop
This Workshop is typically 3 or 2 Days in length (including 1 day x 1 day) and targeted at senior or more experienced managers. The workshop is built around a Value Maximization and Mutual Gains Framework and has a focus on your workplace negotiations.
Topics typically covered include:
complex negotiations,
deal making,
and the influencing, joint decision making and stakeholder management challenges which face many senior managers.
The workshop is high energy, very enjoyable and highly interactive. We use lots of real world examples, and the relevant exercises and simulations are written either by the Presenters or sourced from the Program on Negotiation at Harvard University and the Dispute Settlement Centre at Kellogg Business School. We provide a range of laminated Guides and memory jogs to take back to the workplace.
Topics to choose from
The value maximization and mutual gains framework for negotiating and influencing
Deal design to maximise value and advantage
Process design and process moves to maximise value and advantage
Managing the tension between creating and claiming value
The art of framing and persuasion
Strategies for dealing with the relational, conflict and behavioural dimensions of negotiation
Influencing strategies
Dealing with Biases in Decision Making
Auctions, tenders and negotiations
Procurement and negotiations
Project Management and negotiations
Contracts and negotiations
Internal corporate negotiations and influencing strategies
External stakeholder management processes
Joint decision making
Facilitation of group negotiations and conflicts
“Richard conducted a Master Class on Negotiation for the Australian Private Equity and Venture Capital Association (AVCAL). His thorough approach and real life experience working with business leaders and negotiators will bring a rich experience to anyone who chooses a Leaders & Searle program.”
Negotiation, Influencing & Decision-Making Skills Workshop
About the workshop
This Workshop is typically 3 or 2 days in length (including 1 day x 1 day) and targeted at middle to senior managers. The focus in this Workshop is to build the fundamental skills needed to negotiate high value agreements while protecting working relationships.
The Workshop is based on the Value Maximization and Mutual Gains Framework developed by the Program on Negotiation at Harvard University. We provide a range of laminated guides and memory jogs for participants to take back to the workplace.
In this Workshop there is a strong emphasis on one-on-one or two party negotiations and the scenarios are generally simpler than in the Advanced Workshop. In many ways the simpler scenarios allow for a greater concentration on fundamental principles, frameworks and skills. The Workshop also helps to develop the communication, conflict management and influencing skills of the participants.
Participants are provided with guidelines for preparing a real Workplace Challenge which they currently face, and there is a consultation process around these challenges during the program. The Workshop allows corporations to build a common negotiation language and methods across the organisation. Corporate participants leave this Workshop clear about how to apply a Mutual Gains Approach and confident in their workplace challenges that they can negotiate better outcomes while building better relationships.
This Workshop is presented by Richard Searle and he follows a very practical and reliable development process to improve the negotiating and influencing skills of any manager. This reliable structure can be tailored to meet the different needs of companies, industries or professions. Lots of additional options can be chosen such as the use of various behavioural feedback instruments.
Have questions?
Get in touch with us for more information on how this workshops can be tailored to meet the needs or your organisation.
“Because of my procurement role I have done several negotiation courses during my career, but Richard’s workshop has opened my eyes to many more value maximizing opportunities. And it was just a lot more fun than the others.”
