Strategy in negotiations


Negotiations is what you do at table. Strategy in negotiation is how you get the right people to the table, in the right frame to finalise a deal of maximum value to you. This program is directed at participants who need to find — or create — alignment of complex issues. The program goes beyond tactical ‘at the table’ engagements and explores deal design and execution strategies. It examines tendering practices and the leveraging of evaluation to support negotiations. Other complex multi-party, non-procurement, interest-based negotiations and approaches are also explored, and an alternative to traditional negotiations where complex options exist.

In this two and half-day program we will explore and practice the processes and techniques to enable you to get the best outcome for when you arrive at the negotiating table. The program focusses on strategy, rather than the tactics at the table.

This is a challenging, faced paced program that begins with a half day online session to build a common understanding of the principles of strategic deal making followed by two full days of experiential role plays and training. Participants will leave more confident in their understanding of negotiations and their ability to deliver positive outcomes.

Some of the topics we cover include:

  • building a strategy
  • alternate procurement strategies
  • multi party, multi-issue negotiation
  • adapting to changing circumstances
  • building influence outside of the negotiating room
  • complex negotiation teams and the internal negotiation
  • dispute, disagreement and recovery
  • dealing with difficult people
  • bias, blindspots and the power of information
  • ethics in negotiations

This course is suitable for public sector leaders with some negotiation experience and are leading the creation of complex commercial or policy agreements that will be finalised at the negotiating table.

Programs are preferably held at Kiah’s offices, which have purpose-built negotiation spaces that support the practical exercises and minimise distractions.

This is a 2.5-day intensive program with morning and afternoon tea, lunch and all workshop materials included.

The workshops are best for  teams up to 12 people, but we can cater for up to 16 and require a minimum of six participants to usefully conduct the practical sessions.

The cost is $17,575 plus GST.

More Information and Booking

For more details on upcoming courses, or to speak to us about a custom course for your organisation, please get in touch by clicking the button below.

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