Negotiation Skills

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.

Watch the introduction video with Course Facilitator Patrick Rottiers

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.

Course Facilitator

Patrick Rottiers

Course Facilitator

execed@canterbury.ac.nz

Technology & innovation veteran Professor Patrick Rottiers brings 30+ years of international corporate know-how to this short course, which is an excerpt from our MBA programme.

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. He has an extra ‘higher-education teaching degree’ from Antwerp University and is passionate about incorporating the latest pedagogy insights into his programmes.

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

"It altered my approach to every business interaction thereafter, having the ability to derive what successful outcomes could look like, and how to reach that point. It paid for itself within the first week of putting the skills to effect."

- J Gardner, Building and Construction Sector Professional