Persuading for Results - Critical Negotiation Skills
The Persuading for Results - Critical Negotiation Skills program explores different strategies ranging from influencing employees and clients to accept the 'changing environment' to negotiating with external stakeholders who may hold the key to the success of your business.
The most effective executives manage the critical steps in influencing and persuading key decision-makers and critical external clients. While research highlights the benefits that are possible when businesses collaborate to achieve results, some research also indicates that many organisations still treat some clients as adversaries, rather than partners. Strengthening relationships with clients is important. Relationships will only continue to grow if both parties decide to make it happen.
Using examples and concepts relevant to the new business environment, this challenging and innovative program aims to improve your ability to have a positive impact on business performance.
Using a unique approach, this program provides executives and managers with the skills and ability to negotiate better deals and persuade key stakeholders. It introduces a proven methodology for influencing the decisions of others via precourse work and the analysis of current trends in the businesses and markets of participants.
The program provides a forum where you can experience and reflect on outcomes during discussions, live case studies and group simulations.
International research will be used to demonstrate how executives and managers can effectively influence and negotiate to achieve and sustain results beyond the ability of their competitors.
A key feature of the program is the opportunity for you to discuss issues such as managing 'critical stakeholders' and 'making decisions on-the-run'.
This program is highly practical in its nature and is immediately applicable to your business needs. It will set the foundation for positive change and a capacity to achieve better results.
Topics
- The need for strategy and innovative management to lead into the future
- Influence and negotiation
- Preferred styles and adaptability
- Influence and persuasion applied to internal change
- Decision-making on-the-run
- Resilience
- Building strategic relationships
- Influencing relationship development
- The application of key tools
The Persuading for Results - Critical Negotiation Skillsprogram is designed to benefit senior and functional managers, executives and managing directors who have responsibility for influencing employees and major stakeholders in developing a new approach to business success. Those who wish to significantly improve how they influence and negotiate with others would benefit from this program.
- Improve relationships with key stakeholders
- Make sound decisions on-the-run
- Enhance relationships with all key employees
- Apply planning tools to improve your effectiveness
- Understand the link between emotional intelligence and business persuasion
- Understand the impact of effective mapping in negotiating and influencing
- Receive practical and insightful guidance from an authoritative presenter
You will benefit from the Persuading for Results - Critical Negotiation Skillsby examining the impact of your preferences in the way that you negotiate, persuade and influence others. You will identify ways to improve working relationships with all key employees and enhance your ability to make decisions on-the-run. You will gain an understanding of how to improve key relationships with all identified stakeholders. The presenter will help you to understand the connection between emotional intelligence and the unique ability to influence and change the way business is conducted.
Stephen Kozicki
With over 20 years experience in conducting high impact workshops, both in Australia and overseas, Stephen Kozicki has become a highly sought after presenter on a range of business development topics.
Having studied advanced influencing & negotiating skills at Harvard University, his areas of specialisation include influencing & negotiating in the 21st Century, strategic account management, effective presentation skills and turning creativity into innovation. His results-focused workshops have been delivered to executives and managers throughout Australia, New Zealand, Asia, USA and Europe.
Stephen commenced his sales and marketing career with 3M. He spent many years developing account strategies for industry groups and was involved in major contract negotiations with some of the Top 500 companies in Australia. Today, Stephen is the principal partner in one of Australia's leading business advisory firms, Gordian Business Pty Ltd, specialising in business development and focusing on increasing productivity and profitability for his clients.
He holds a Master of Business, Diploma in Training and Development and a Graduate Certificate in Marketing.
Stephen is the author of two Australian business books. His first, The Creative Negotiator, is now in its third reprint and has been translated into seven languages with over 120,000 copies sold worldwide. His second book, The Persuasive Presenter, is also published in India.
Dates
15 - 16 November 2010, non residential,
Fees
$2,970 (inc GST)
Fees include tuition, program materials and catering.
Venues
MGSM North Ryde Campus
99 Talavera Road, Macquarie Park
North Ryde, NSW, 2113
Program Coordinator
Phone: + 61 2 9850 9016
Fax: +61 2 9850 8630
Email: Public-Programs@mgsm.edu.au
