Key Features
3 or 2 days in length
For Senior or more experienced Managers
Presented by Richard Searle
This Workshop is typically 3 or 2 Days in length 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.
Richard Searle is the lead Presenter. Richard spent fifteen years engaged in Industrial Relations negotiations, Government and Regulatory negotiations, and Landlord and Tenant negotiations. Richard has spent another fifteen 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.
Some of the many Topics which clients can choose from include:
The value maximization and mutual gains framework for negotiating and influencing
Deal design to maximize value and advantage
Process design and process moves to maximize 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
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 - Read article here on How To Make Tricky Decisions
Facilitation of group negotiations and conflicts
Global negotiations and cultural challenges
Consultations over your own workplace challenges
Why don't you talk to us about it, or recommend us to your Executive or HR Director? Download Brochure Here