Negotiation Fundamentals

An introductory workshop suitable for those new to negotiating or for more experienced negotiators who would like a refresher. Key areas covered include:

• The importance of preparation
• The phases of a negotiation
• Potential outcomes
• Common challenges

Negotiation Challenges: Dealing with Difficult People

A workshop suitable for all levels. Concentrates on the challenges faced when working or negotiating with difficult types. Key areas covered include:

• Understanding negotiating styles
• Recognising difficult types and behaviours
• Building self-awareness of our reactions
• Exploring coping strategies


Negotiation Challenges: Tricky Tactics

A workshop suitable for all levels. Focuses on recognising the tactics used by some negotiators as well as addressing other specific negotiation challenges. Key areas covered include:

• Recognising tricky tactics
• Exploring counter-tactics
• Dealing with power struggles
• Positional v principled negotiation

Negotiating a Commercial Contract

Suitable for less experienced negotiators, this workshop involves walking through a sample commercial contract to identify ‘red flags’, discuss the most commonly negotiated clauses and become familiar with some of the jargon used in commercial deals. Some of the provisions to be addressed include:

• Limitation of liability
• Liquidated damages
• Extended warranties
• Intellectual property
• Termination
• Software licence
• Confidentiality
• Price and payment

Negotiating Across Borders

A valuable workshop for anyone involved in commercial deals or negotiations that have a multi-national flavour.