HOW DOES ONE EQUAL HALF A BILLION?

In 2017, the federal government executed $47bn of new contracts.

Negotiating a 1% reduction would have saved $470m, almost half a billion dollars.

Our MD said that’s four beers per taxpayer. We said it’s ten new specialist cancer units in regional Australia, fifty thousand university scholarships for students from low income households, or $250 for every aged pensioner.

A small change with a significant impact.

But what if we increase value as well?
Better performance, faster delivery, truly engaging relationships, all at a better price?

It’s not about win-win, it’s about unlocking value and finding ways to claim it. It’s about getting what you want — better value for the money spent.

Are you a 1%, a 5% or a 10% person?

10% is a very serious impact—locally and globally—and is achievable by just about everyone… If you know how.

Negotiation is a bit like tennis—most of us have a go at some stage—a hit and giggle match. Very few have the natural talent to be a master at Wimbledon. Everyone, at all levels, improves with coaching and training.
10% improvement? More than achievable.

That’s $100,000 on a million-dollar contract. A good return for $3,000 investment in training.
At one per cent it’s still a good return and, like the magic of compound interest, it gives more year-on-year.

Our programs combine the best of theory from Harvard and Edinburgh Business schools, and elsewhere, into hands-on, practical, immersive programs designed for those who work in and to the Public Sector.

Why the public sector? Because it’s more difficult than business to business—it’s a cross-cultural negotiation of a differing value set in a public environment with policy, regulatory and behavioural constraints. The theory and practice is delivered in context by master negotiators who have worked both sides of the public–private sector boundary.

Start your 10% journey now. Pay for a course by end of the financial year and receive a 10% discount.

KIAH MASTERCLASS

Register for a Kiah Masterclass

Two hours, $250 (Incl. GST)

A rapid exposure to the tools of strategy, engagement and the alignment of interest in order to get what you want.

Kiah MD John Glenn distills three decades of experience.

This intensive session will not make you a master, but a master will tell you what you need to know to become one.

INSIGHT INTO NEGOTIATION

Register for the Insight into Negotiation course

Two and a half days, $3,300 (Incl. GST)

Explore and practice the principles of negotiation and arm yourself with practical tools to make a difference, now.

Suitable for anyone involved in negotiating internal or external agreements, managing multiple stakeholders, or balancing competing agendas in the public or private sector.

STRATEGIC NEGOTIATIONS

Register for the Strategic Negotiation program

Two and a half days, $3,960 (Incl. GST)

Go beyond the tactical ‘at the table’ engagements.

Learn how to design deals and build executable strategies that move past obstacles and unlock value.

An advanced program designed for participants with some prior understanding of the principles of negotiation.

INSIGHT INTO INDUSTRY

Register for the Insight into Industry program

Two and a half days, $3,960 (Incl. GST)

Learn how companies operate when dealing with the public sector.

Immerse yourself as the lead business development manager. Explore through case studies of actual events how industry approaches opportunities, develops and governs campaigns and, ultimately, builds tender responses.

Training courses

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Event Venue Date
Insight into Negotiations Kiah Consulting
  • August 7, 2018 3:30 pm
  • September 10, 2018 3:30 pm
  • November 26, 2018 3:30 pm
Register
A Masterclass in "Getting What You Want – multi dimensional negotiation" — Canberra Kiah Consulting
  • August 20, 2018 2:00 pm
  • November 5, 2018 2:00 pm
Register
A Masterclass in "Getting What You Want – multi dimensional negotiation" — Sydney Kiah - Sydney
  • October 8, 2018 2:00 pm
Sold Out
Insight into Industry Kiah Consulting
  • October 15, 2018 3:30 pm
Register
Strategic Negotiations – Deals by Design Kiah Consulting
  • December 10, 2018 3:30 pm
Register

Training Calendar

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