Training

Feel a bit lost, perhaps lacking the power of knowledge when dealing with your commercial counterparts? Want to improve the proficiency and ability of your teams to respond to ever-changing demands and priorities?

Our clients often ask us to share our experiences with their teams, seeking insight into how their organisations might better address these challenges. We’ve developed seminars and training programs just for this purpose.

They are low on theory and high on experiential learning with real case studies and practical exercises – delivered by experienced practitioners. They build capacity and capability to improve responsiveness and resilience, not simply isolated skills.

LEARNING DELIVERY

Online Experiences

Interactive and online programs delivered in 3-3.5 hour modules. Topics include negotiation, contracting and strategic deal making, writing and preparation of complex papers.

We share the knowledge and tools that we have found most useful in our work and are delivered in a way that is accommodating of lounge rooms, kitchen tables, and the odd inquisitive intrusion by dogs, cats and children.

Scalable for groups up to 50 or more, with bespoke design and fully managed learning programs for your team.

 

Face to Face Experiences

Typically combined with a short online introduction to deliver maximum benefit from the face-to-face activities. Programs expand on the practical side of negotiation, contracting and strategic deal making with immersive roles plays and case studies.

Most suitable for small teams and groups up to 16. Best delivered from our purpose designed facilities, but can be accommodated anywhere.

 

Kiah Academy

Our Learning Management System combines the best tools industry has to offer to deliver an engaging experience of online self paced learning, facilitator led experiential online engagement, and face to face delivery.

Kiah Academy manages discrete courses through to 12-month programs of multi-layered modules combining self paced, online facilitated tutorials and workshops, and face to face programs. A complete learning delivery and progress management solution for entire teams.

Masterclass

Strategic negotiations and deal making

Interested in getting what you want? Who isn’t?

In this three-hour masterclass, Kiah MD John Glenn draws upon his three decades of experience in negotiation, mediation, recovery and business giving insights into the secret recipe that has led him and Kiah to consistently deliver outstanding outcomes and resolve some of the most challenging disputes. The masterclass covers the multiple dimensions of strategy, alignment and engagement that must be traversed in the creation of valuable and sustainable agreements.

While the masterclass draws on public sector case studies, the program is useful for anyone who seeks to get their own way—from corporate deals to dealing with teenagers! The program will not make you a master in three hours but will provide immediately actionable insights and a roadmap to becoming one.

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Training programs

Built on evidence-based practice and research and developed for the public-private sector environment, these training programs are more in-depth. We know they work because we use them ourselves.

The sessions are run over a number of days (with all materials and catering included) from Kiah offices but can be delivered in-house also.

Kiah CAPStone

Commercial acumen for the public sector

Affordable, scalable, delivered to your staff where they are, at home or at work.
Delivered over three months across three modules via The Kiah Academy. 

This program came about after decades of providing negotiation training that just wasn’t making enough difference for our public sector clients.

We concluded, after discussions with many clients,  that three things were needed in order to gain best commercial value:

  • Insight into how the other party operates: context, value and constraints
  • The ability to negotiate a good deal at the table, and
  • Know how to keep the value you created in the deal, after signature.

Traditional negotiations training only provides tools for the second point.

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Insight into industry

When I understand your perspective, mine changes forever

Gain an insight into the other side. This is a program designed specifically for the public sector, giving an insight into corporate and personal behaviours, their impact on decision making and how those decisions might be influenced.

Participants are immersed in a fictitious company for two and a half days as a lead business development manager working to an equally fictitious government department.

Learn how companies operate, individuals are remunerated, major and minor procurements are managed, tenders prepared and approved, and the impact of customer procurement choices.  

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Insight into negotiations

We negotiate to further our interests. We further our own interests by addressing the other parties’ interests

Learn the skills, build your confidence and take the angst away. 

Highly interactive, this two and a half day program combines a half day online session to build a common understanding of the principles of strategic deal making with two full days of experiential role plays and training. Learn how to discover the other parties’ interests, how to recognise and generate value and how to trade in order to better your outcomes, wisely.

Practice in a safe place, returning to work with confidence and comfort to put the techniques to use.

Learn techniques equally applicable to managing your way through major corporate deals through to the  daily trade-offs at work and home, and dealing with teenagers.

This is a challenging, fast-paced program using both practical and intensive learning experiences. Participants will leave assured in their understanding of negotiations and their ability to deliver positive outcomes.

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Tailored programs

We can tailor our programs to your organisation's needs or develop it further to specifically address the strategic skills and knowledge your people need. We can also adapt programs to your particular project. Below are our most popular programs that we adapt for our clients.

Rapid readiness for negotiation

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 that we envisaged.

This is a 2.5 day tutorial and workshop  program designed to support busy teams that have not had the opportunity for extended training and preparation. It arms the participants  with the basics, along with some practical experience operating in a negotiating team.

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Evaluation for negotiation

Your RFT is released! Now what?

Now is the time to prepare for negotiations – beginning with your evaluation. Preferably earlier of course. 

Too often we see evaluation as simply source selection, identification of the best value for money offer. In fact, the best value for money is best achieved through negotiation and so evaluation should be seeking the offer that can lead to the best-negotiated outcome.

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