Areas of Focus

Negotiation, persuasion, influence

Win support from people whose own self-interests and priorities don't necessarily align with the outcomes of your project

Build bridges not battlefields

Managers and their teams are being handed direct responsibility to negotiate critical components in the delivery of the project.

An unwise choice of words, a poor negotiation strategy (often no strategy at all) and an inability to disarm a potential objection can position your projects into battles that didn't need fighting. You need to win support from people whose own self-interests, insecurities and competing priorities don't necessarily align with the outcomes of your project. You need to motivate people working for you to succeed.

Kiah consultants are expert negotiators and facilitators, having studied and developed our own approach to doing this masterfully and quickly. Our approach is practical and designed for internal and external negotiations. It is equally applicable to dealing with inter-organisational disagreement, cross-department shared services, or major commercial deals.

We understand how to develop contracts and Service Level Agreements that support success, not punish failure. Only the most trivial of collaborations and procurements are transactional. Most seek a contributory relationship. Designing good contracts should be a commercial process. Don’t leave it to the lawyers!

We understand the impact on process and culture of dealing with public monies, serving a greater good than the bottom line, and being responsive to a political agenda. This knowledge allows us to balance commerciality with other imperatives. It also makes us valuable to the private sector who are often find doing business in the public sector challenging.

Designed specifically for the public-private sector environment

Negotiation strategy and support

The stakes are high, the deal is unconventional, your people lack experience, or fresh eyes may see new opportunities …

There are many reasons to engage an experienced negotiator to help you get to the table in the strongest position possible and keep you there.

Kiah can support you to develop your negotiation strategy and directive, conduct negotiations on your behalf and make sure your negotiation team understand their roles at the table.

Alongside your external negotiations, are the internal negotiations. We know that managing your nervous stakeholders is a time-consuming challenge essential to your success.

Kiah has invested in, developed and adapted the best negotiation practices to deliver an approach that supports deal creation rather than conforming to a pre-conceived outcome. It is a multidimensional approach from the formation of the initial approach to market, through evaluation, to selection and negotiation.

The Kiah Method model of negotiation and engagement is designed specifically for the public-private sector environment. It is consistent with the models developed by the major European and US schools on dispute and negotiation.

Let us show you how the Kiah approach can unlock value, build relationships, and set the conditions for the success of your outsourced services.

Tailored for your particular engagement

Negotiation leadership and coaching

Everyone can play tennis. Everyone can negotiate. But the difference is, some have a talent and will excel, others might enjoy watching better. Even the most talented will improve with training, experience and coaching.

Increasingly, managers and their teams are being asked to take on contract negotiation and management tasks for which they may feel underprepared. Kiah’s negotiation services can be shaped to give your teams the confidence they need to be effective in these new roles.

We can lead your negotiations for you, give behind the scenes support, or give you and your team training and coaching to prepare you for the table.

We coach teams to adopt a consistent model for negotiation, tutoring individuals in techniques at the table, and coordination across teams, especially where parallel activities are undertaken. Kiah makes sure that the full negotiation team is educated and equipped to play their part.

Preparation is key, but we understand it doesn’t always happen as it should. That’s why we offer specific workshops, tailored for your particular engagement, designed to rapidly prepare you for negotiations, keep you safe at the table, and get you to the best results.

A one-day intensive program to support busy teams

Rapid readiness for negotiation

Sometimes, despite the best planning and intentions, time simply gets away and we find ourselves facing contract negotiations without the level of preparation we envisaged.

This is a one-day tutorial and workshop to support busy teams that have not had the opportunity for extended training and preparation. Its aim is to help get the best achievable outcome by arming participants in the basics and includes some practical experience operating in a negotiating team.

Its content is based on experience and the clear insight that some planning is better than none. The program is light on theory, heavy on practical advice and tailored to your project.

The program allows for a pre-brief and some tailoring to enable the workshop to be delivered in context. Time is allowed for discussion on topics of immediate interest for the upcoming negotiation. Practical approaches and strategies for dealing with the issues of importance are considered.

The Rapid Readiness Program is a one-day intensive program designed for teams of 6-16, held at Kiah offices.

Examples of the type of work we do

Comissioning social services and aid initiatives
Dealing with disagreements, disputes and stalemates
Building legislative-compliant operating procedures

Kiah training

Kiah training program design reflects our extensive study of the European and US schools of thought culminating in studies at the Harvard and Edinburgh Business Schools on strategy, strategic negotiation and long-term deal making.

Masterclasses

Kiah Masterclasses are intensive two-hour sessions provided to selected organisations. They are tailored to the needs of your organisation and designed to enhance the knowledge and ability of participants in a specific area of interest. They are held at a mutually convenient time and venue.

Training programs

Each of Kiah’s training courses are undertaken over two and a half days:
The courses are public and generally take place offsite, to ensure maximum focus on the learning experience. Specific targeted training can be tailored for groups. For current prices, dates and offers, contact us to discuss your specific training needs.

Tailored workshops

Custom designed training to suit the specific requirements of your team and projects.