Introduction

Negotiation is a core skill for many senior professionals, but all too often the temptation is to fall back on discounting the price. This seminar is designed to provide delegates with tools and techniques that will help them defend margins and maximise profits during the negotiation phase of a transaction.

This course is designed to explain the principles of successful negotiation to delegates and let them practise in a realistic but enjoyable scenario. As well as a tried and tested negotiation process, delegates will learn the key skills of effective negotiation and acquire skills and tools that will help them maximise their negotiating capability.

Course Content

• the principles of negotiation
• how to build the offer
• how to minimise price and maximise other deal elements
• how to set up trades
• how to map the other sides likely negotiating stance
• how not to be caught unawares
• how to say "no" and mean it
• how to trade price for service

Speaker/s

• Diana Newcombe is a personal and professional coach, she works both as a coach in private practice and as a consultant to organisational development programmes. Diana is a qualified Barrister and Solicitor in England and in the Australian Capital Territory. She has extensive experience in negotiation, conflict resolution and facilitation. She is also a Senior Legal Adviser to General Healthcare Group, where she manages a practice in health care, regulatory and health and safety, commercial, employment and contract law. Prior to moving to the UK, Diana investigated and reported on client complaints for the Commonwealth Ombudsman of Australia and delivered a range of training presentations both to domestic and international audiences.

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10 October 2008

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