Negotiation
Overview
Negotiation is the single most frequently used skill in the business world at every level and is probably BUSINESS SUCCESS FACTOR No 1.
The UTS Negotiation Skills course that goes beyond Winning to Maximising.
It is a fascinatingly new look at the world of Negotiation and How it works and How it goes wrong.
The UTS Negotiation Program differs in many ways to other negotiation courses. It is different in that it progressively throughout the 3 Stages explores impacts and reconfigures the way participants think and thus behave.
This program is about embedding a mental agility and behavioural flexibility:
During the 3 Stages participants will explore negotiating in the following settings:
- One-on-one
- Formal/Informal
- Multiparty
- Power Dynamics
- Cross Cultural
- Public Policy
Key Opportunity
Never before has there been more need for successful negotiations to happen every hour of the day and each one can create ease, efficiency, completion and enhance relationships or the opposite.
Artful negotiation is a time saver, relationship building, energy producing, mind expanding, business enhancing process when delivered artfully. UTS Negotiation Program takes negotiators from all levels and many walks of life and lifts them up out of "auto pilot" and takes them to an astute place of PROCESS AWARENESS. Once we understand How we do or don't do something we can change and improve it. The program produces deep lasing change. The methodology in insightful, practical and incorporates new findings from the world of neuro science.
UTS Advantages
UTS has internationally renowned reputation for providing high quality educational programs.
UTS Negotiation Program brings a new and fresh look at Negotiation that goes way beyond the often used FORMULATED approaches.
It is a "situational assessment" approach and very practically deals with the reality not just the theory.
The program takes you on a journey, first realizing where you are, then explores 3 stages:
- New generation approach
- Going to your next (unknown) level
- On to Mastery
Throughout the program you will learn How and become skilled at:
- Turning objections into agreements
- Design and apply a strategic framework and approach
- How to accurately assess conflict and how to de-escalate it
- Promote and achieve Mutually Beneficial Outcomes or better
- Met deadlocks and impasses
- Build rapid rapport even with those with whom you don't share a 'wave length'
- Set and agree on clear frames of reference and stay on track
- Ensure what is agreed gets implemented
- Understand influence PROCESS positively
- The science and craft of Forensic questioning
- The art if mental agility and emotional state control
A Process Not An Event
The UTS Negotiation Program is offered in three stages and each program builds on and expands on the previous stage with practical field work between sessions to embed the learning.
The Mastery program takes negotiation to another dimension with material not seen in Australia in a Negotiation Skills course before.
Step 1 |
Negotiation- Stage 1: the next generation: a new approach
Introduces the "Situational Awareness Response" approach. It takes participants out of auto pilot, unpacks what they do, takes out what does not work and builds on what does. It replaces habit with calculated agile thought and flexible behaviour. |
Step 2: |
Negotiation- Stage 2 : your next level? Discovery, agility and adaptability
Opens up previous blind spots and teaches you eagle like observation skills and with that explores the process of MAXIMISATION (beyond win/win). This stage explores How to influence the process to bring minds together to innovate rather than egos tangled to aggravate. Stage 2 Develops the CRAFT to deliver a new approach (Maximisation) with outcomes that produce more than everyone expected. |
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Step 3:
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Negotiation- Stage 3: opening a new world
Mastery - Looks at what master negotiators do that is invisible to the rank and file. What are the subtle elements that have powerful impact. Why is it that some people do it, produce results, create no fuss, no drama, don't play the power game and it just looks like a friendly fire side chat and it all falls into place. Stage 3 will explore the mastery of the covert factors that create such magic. |
Customised in-house Training
Customised in house programs can be an ideal way of learning the material while building your organisations unique culture and meeting specific needs. This allows for the use of your real world negotiations to be simulated and rehearsed heightening the quality of the outcomes.
Testimonials
Allan Parker's Negotiation Skills course, allows every participant to recognise their existing skills in negotiation, and to build on them. The course is high energy, very stimulating and fun! Allan is one of the best teachers I have ever come across, and he uses a range of techniques to convey his own extensive experience and knowledge. He gives individual attention to the needs of each participant and also allows the opportunity for participants to learn from the experiences of the others attending. My facilitation and dispute resolution work has been greatly enhanced by attending the course, which I strongly recommend to any one involved in these areas.
Dr. Jane Elix, Facilitator in Dispute Resolution.
It formulated what I have been unconsciously doing in negotiations. Once you have a formula, others can learn from it. It was a very powerful and enlightening workshop.
Mark Addison, Dibbs Abbott Sillman Lawyers.
For more information, please contact Executive Development.
