Improve your skills and confidence to influence and negotiate superior, more resilient outcomes for you, your team and your organisation.

This advanced two-day course allow you to explore your negotiation skills and acquire the insights and skills needed to influence, prepare and negotiate with greater certainty, improved efficiency and superior tactical finesse. It has a focus on continuous improvement and cross-cultural negotiations – critical both in multi-cultural New Zealand and across the world.

What will you gain?

You will learn to dramatically improve your ability to persuade, collaborate and negotiate. The workshop will help you to upskill your negotiations skills by:

• Understanding and improving yourself in the role of the negotiator, even under pressure, by developing strategies for self-improvement;
• Recognising and managing tactics and developing appropriate responses to them;
• Confidently managing the entire negotiation process (preparation, negotiation and evaluation);
• Understanding how to negotiate superior deals and create extra value, by beating the 'more of the same' syndrome;
• Learning to significantly boost your preparation for negotiations. You will learn unique tools to prepare you for multiple scenarios, double-SWOTs and in-depth awareness of the ‘homo emoticus’;
• Expanding your ‘Emotional Intelligence’ to become the essential value of ‘Cultural Intelligence’;
• Exploring the core factors in collaborating and optimising relationships (influencing, convincing and creating impact); and
• Building superior confidence and professionalism to drive critical negotiations in multi-cultural New Zealand and across the world.

Special attention is paid to challenges such as discrepancies in business size, impact of culture, working with or for Not-For-Profit and governmental organisations or Social Enterprises.

Course structure

This two-day course uses experience-based learning. It realistically deals with the wider framework that sits over contract negotiation and collaboration, such as strategy, tactics, management psychology, legal, intellectual property, marketing and supply chain.

You will be provided with a tested world-class methodology for working through the negotiation process, with the course culminating in a four-hour complete 'real-world' negotiation simulation that will be recorded for video analysis.

Understanding and dealing with ‘cultural differentiation’ is integrated throughout the course, at both conceptual and operational levels.

Improve your skills and confidence to influence and negotiate superior, more resilient outcomes for you, your team and your organisation.

This advanced two-day course will equip you to influence and negotiate with greater confidence, efficiency and superior tactical finesse. This course will suit anyone seeking to deliver more resilient negotiation outcomes.

What you will gain?

You will learn to dramatically improve your ability to persuade, collaborate and negotiate by:

• Understanding and improving yourself in the role of the negotiator, even under pressure, by developing strategies for self-improvement;
• Confidently managing the entire negotiation process (preparation, negotiation and evaluation) while developing a methodology enabling you to address challenging situations;
• Recognising and managing tactics and developing appropriate responses to them;
• 'Advanced Value Creation': 'Reception Psychology'-inspired seeking to negotiate additional, wider value, going beyond, further, focusing on creating better 'Buy-in's;
• Learning to significantly boost your preparation for negotiations with unique tools to prepare for multiple scenarios, double SWOT’s and awareness of latest insights from brain science;
• Building superior confidence and professionalism to drive critical negotiations in multi-cultural New Zealand and across the world.

This course suits professionals from any sector with attention paid to challenges such as discrepancies in business size, impact of culture, working with or for Not-For-Profit and governmental organisations or Social Enterprises.

Course structure

This is a hybrid, mixed-learning programme in which you will be immersed in experience-based learning.

Two weeks prior to course commencement you will be provided with pre-course reading and some personality tests.

A tested world-class methodology for working through the negotiation process, daily negotiation simulations culminating in a three-hour 'real-world' negotiation simulation that will be recorded for video analysis.

Sometimes anonymised, the original cases are from Patrick’s international business portfolio reflecting the most recent critical dimensions in management and business development.

Course Facilitator

Professor of Practice International Negotiation Patrick EJ Rottiers brings 35+ years of international business & public sector know-how to this highly participatory, intensive two day course.

Patrick has been teaching international post-graduate programmes (EMBA, MBA) since 2005 at universities and management schools in New Zealand, Europe, Russia, China and Australia, while also delivering in-house training and Executive Coaching.

Rottiers is the quintessential prac-ademic: someone who blends international academia with being an active practitioner in their subject area: a seamless transition between practicing, teaching, research and consulting, while feeding daily international business development expertise back into his teaching & publishing.