NEGOTIATION SKILLS TRAINING PROGRAM 2021 - Clayton ...
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NEGOTIATION SKILLS TRAINING PROGRAM 2021
Negotiation Skills Training Program Learn from a specialist negotiator
Your ability to negotiate effectively and achieve defined objectives is critical to your business Over 40 years experience “Michael’s intellect, level of
success. We’ve all seen unresolved conflicts derail even the most important projects, resulting engagement and direct method
in costly delays. Michael Klug AM Michael has taught ADR and
Negotiation Specialist negotiation skills for over 40 years.
of knowledge transfer is
Over the last decade alone, he’s outstanding.”
delivered over 600 workshops and
This cutting-edge training program Negotiator’s toolkit – Not only do Michael’s workshops Considered one of Australia’s trained over 11,000 delegates from “Excellent, charismatic,
is run by Michael Klug AM, one of
the nuts and bolts play an integral part of his clients’ pioneering – and best – Alternative the private and public sectors. entertaining, highly
Australia’s best-known specialists learning and development Dispute Resolution (ADR)
in negotiation, conflict management programs, he’s successfully lawyers, Michael has advised
persuasive and engaging.”
Each workshop will arm you with a Michael’s clients include some of
and dispute resolution. Michael is prepared some of Australia’s large corporate and government Australia’s largest organisations:
committed to helping you and your
highly practical toolkit including:
largest organisations for significant clients and been involved in very “Michael is a dynamic speaker
► Adelaide Brighton
organisation achieve your business ► A negotiation worksheet to guide negotiations. Examples include significant public disputes and who clearly communicates
goals through developing your you through the negotiation dispute resolution, contract matters. ► AGL Energy the intricacies of negotiation
corporate negotiation competency. planning process negotiations, procurement
► Arrow Energy and provides great real-life
negotiations, EBA negotiations, Michael has practised law for
The program will provide you with
► Checklists for effectively
community negotiations, internal over 40 years and been partner of ► Australian Taxation Office
examples and experiences.”
preparing for negotiation
a powerful, highly effective and disputes and international Clayton Utz and its predecessors ► Boeing Australia
ethical style of negotiation, along ► A constructive strategy for negotiations. for most of that time; it was this “Thank you for not only
► Department of Defence
with the practical skills and tools to: breaking through difficult experience that led him to embrace sharing your vast experience,
► Preserve and enhance personal
negotiations. Topics which can be tailored to your negotiation and to become one of ► Department of Transport and but also your personal insights
and commercial relationships
organisation’s needs include: the original founders of LEADR Main Roads and anecdotes.”
Customised Training ► Intensive Negotiation Skills
(Lawyers Engaged in Alternative ► Fletcher Building
► Increase confidence and reduce Dispute Resolution) and an
stress when resolving conflicts If your organisation has a group ► “Going Live” Targeted Practical original Director of the Australasian ► GHD “I enjoyed learning from
► Resolve disputes confidentially
of staff who would benefit from Session Disputes Centre. ► John Laing someone who clearly believes
training, or a specific issue that
► Negotiation – Breakthrough ► Laing O’Rourke in and is passionate about his
► Reduce the costs of resolving needs to be addressed, Michael
Techniques
Michael is committed to helping you
► Lloyds International
work.”
conflict can customise a workshop to and your organisation achieve your
your needs, partnering with you to ► Boardroom Negotiation Skills business goals through developing ► Mack Trucks Australia
► Increase profitability
develop a tailored solution. your corporate negotiation
“Inspirational and
► Create value in your negotiations
► Value Creating in Negotiation
competency, and his depth of
► National Australia Bank motivating. Best facilitator I
► Achieve optimal commercial
With customised training you’ll get: ► Negotiation Mapping – How to experience means he can provide ► Macquarie Bank have ever learnt from.”
Plan and Prepare for Your insight into realistic problems and ► NRMA
outcomes. ► Targeted materials to meet your
Negotiations situations – invaluable experience Recent participants
organisation’s specific learning ► Optus
Even though the focus is on ► Negotiation – Interest-Based to share with you and your
and business needs.
organisation. ► Origin Energy
conflict resolution and commercial Bargaining (IBB)
► Privacy. You can workshop and ► PwC
negotiation, many participants have
solve real problems in a ► Developing a Corporate
referred to it as a life skills program. ► QIC
confidential environment. Competency in Negotiation
► Queensland Health
Making it real ► Lower cost per delegate. You ► Negotiation – The End Game
can save as much as 50% ► Queensland Treasury
► The Golden Rules of Negotiation.
Michael is widely known for compared to our open workshop Corporation
his engaging and stimulating fees.
workshops. He goes beyond theory
Support when you need ► Santos
by injecting his workshops with
► A corporate capability. Develop it the most ► Siemens
uniformly high performance
real-life “war stories” and interactive ► Stockland
negotiation skills across your As a participant of Michael’s
simulations. This means you’ll gain ► Suncorp Bank
organisation. program you’ll have comfort in
highly practical skills which you can
immediately apply back at work. knowing that you can depend on ► Toyota Motor Corporation
us for ongoing support. Whether
► Worley Parsons
it be two weeks or two years after
the workshop, you can call us ► Volvo Group Australia.
at any time for a short, no-cost
consultation.
FOR MORE INFORMATION PLEASE CONTACT US:
PHONE 1800 882 110, EMAIL CLIENT.TRAINING@CLAYTONUTZ.COM
OR VISIT WWW.CLAYTONUTZ.COM/CU-TRAININGIntensive Negotiation Skills
Recommended CPD point allocation: 14 points (excluding WA)*
WHAT’S ON: 2021
Our trainer ► Increase profitability
► Create value in your negotiations
Michael Klug AM
Negotiation Specialist ► Achieve optimal commercial
outcomes.
NEGOTIATION SKILLS
Dates: Brisbane
Brisbane 18-19 February 2021
10-11 May 2021 Who should attend? Even though the focus is on
18-19 February, 10-11 May, 22-23 June, 13-14 September, 25-26 October, 13-14 December 22-23 June 2021 conflict resolution and commercial
13-14 September 2021 All levels in business and negotiation, many participants have
Sydney 25-26 October 2021 government who wish to improve referred to it as a life skills program.
13-14 December 2021 their negotiating performance. It’s
1-2 March, 17-18 May, 18-19 October (virtual session), 29-30 November (virtual session) strongly recommended for those in Responsive to your needs
Sydney management roles.
Melbourne 1-2 March 2021 The workshop is highly interactive
17-18 May 2021 This two-day workshop is our and focused therefore please email
15-16 March, 24-25 May, 18-19 October (virtual session), 29-30 November (virtual session) 18-19 October 2021 – most popular, because it gives us your training objectives before
(virtual session) you an intricate understanding of the workshop.
Canberra 29-30 November 2021 the negotiation process through to
(virtual session) techniques of closing a deal. For group bookings of five or more,
Michael offers a pre-workshop
29-30 November (virtual session)
Melbourne On day one we’ll explore the discussion to scope the group’s
core theory and practice of requirements. He also offers groups
Perth 15-16 March 2021
negotiation, focusing on your a no-cost confidential coaching
24-25 May 2021
18-19 October 2021 – individual negotiation style and how session which can be held during
20-21 September (vitual Session), 6-7 December (virtual session)
(virtual session) negotiations work. the lunch breaks or immediately
after the workshop on each day.
Darwin 29-30 November 2021
On day two you’ll learn how to
(virtual session)
Register your interest for 2022 or virtual training sessions
make strategic decisions and “Michael is a highly skilled,
position yourself in negotiations
Canberra
using highly practical and usable
well-credentialed negotiator
29-30 November 2021
(virtual session) skills. You’ll be offered unique & presenter who presents a
insights into why negotiation can very valuable & interesting
Perth be a counterintuitive discipline and course.”
20-21 September 2021 when you should trust your instincts
(virtual session) and when you shouldn’t. “Michael was very engaging.
6-7 December 2021 I really enjoyed being able to
(virtual session) Central Locations participate in this workshop
Darwin Venues: Please contact us and hear Michael’s insights,
Register your interest tips & case studies.”
What you’ll learn
Time: 8.30am – 4.30pm Recent participants
You’ll emerge from this workshop
Cost: $2,789 per person with a powerful, highly effective and
$2,510 per person if ethical style of negotiation, along
booking two weeks with the practical skills and tools to:
before the workshop
► Preserve and enhance personal
$2,371 per person if in a
and commercial relationships
group of three or more.
► Increase confidence and reduce
stress when resolving conflicts
► Resolve disputes confidentially
► Reduce the costs of resolving
conflict
FOR MORE INFORMATION PLEASE CONTACT US:
PHONE 1800 882 110, EMAIL CLIENT.TRAINING@CLAYTONUTZ.COM
OR VISIT WWW.CLAYTONUTZ.COM/CU-TRAININGIntensive Negotiation Skills Intensive Negotiation Skills – Optional Day 3
Targeted Practical Session – Register your interest
Recommended CPD point allocation: 7 points (excluding WA)*
What we’ll cover Golden Rules of Our trainer Each simulation will be followed “The practical examples
by a comprehensive debrief, so
Day two: Strategic Negotiation
Negotiation Michael Klug AM you can reflect on your strengths
will help me prepare for
Day one: Core Negotiation Skills
Skills Negotiation Specialist and weaknesses and identify what negotiations enabling me
Creating value not distributing
Throughout the workshop Michael
you might do differently in future to extract the most value
will reveal the most important rules
value. From desolation to resolution,
of negotiation and why no one can
negotiations. possible.”
stalemate to good mate. Dates are scheduled on a needs
► Defining and understanding afford to ignore them.
negotiation ► Multi-party, multi-issue basis. To register your interest What you’ll learn “Some very interesting
please contact us.
negotiations – a disciplined “Michael’s intellect, level of stories and practical exercises
► The two primary approaches You will:
approach
engagement and direct method Time: 8.30am – 4.30pm that can be applied in the
► Negotiation simulation ► Negotiation simulation of knowledge transfer is ► Learn how to apply negotiation workspace. I got what I was
► How to manage the principal ► The six most common mistakes outstanding.” Venue: Please contact us theory to real-life situations looking for in terms of some
tensions of negotiation made by negotiators ► Develop a sophisticated innovative techniques and
► Biases affecting judgment ► Checklists before closure “I feel like a new person at
Cost: $1,395 per person understanding of negotiation tips.”
$1,256 per person if concepts and good practice
► Slow thinking vs fast thinking – work (and at home). The booking two weeks
Kahneman’s dual process theory
► How to plan for negotiation
course has had an amazing before the workshop ► Practice using your toolkit to “I have been to a few
through a process of disciplined
and methodical preparation – impact on me.” $1,186 per person if in a plan, prepare and manage your negotiation courses in
► Techniques for exercising sound
judgment negotiation worksheet group of three or more negotiations from start to finish previous years, but this is by
“One of the best courses I’ve ► Improve your ability to flex your far the best – direct relevance,
► Ethical styles of negotiation ► The benefits of MESOs (Multiple
attended. It provided tools Who should attend? negotiation style to suit different practical, commercially
Equivalent Simultaneous Offers)
► Identify your individual style of that will make a significant If you’ve completed the Intensive
situations focused, rich examples.”
negotiation (the result is ► Diagnostic checklist – a crucial
discipline for closing a impact on my performance.” Negotiation Skills course, this new,
► Learn how to confront common
confidential)
negotiation optional day of training will help you
negotiation problems “The practical negotiation
► How to adjust your negotiating “Michael is a dynamic speaker develop your skills further. ► Emerge with increased allowed me to assess mistakes
► An unconditionally constructive
style to suit the situation
strategy for dealing with difficult who clearly communicates confidence and ability to optimise taken in reaching an
► Characteristics of an effective people the intricacies of negotiation Take a deeper dive by attending outcomes in your negotiations. agreement.”
this additional one-day session
negotiator
► How to manage team and provides great real-life that explores specific aspects of
► Proficiency – identify your negotiations examples and experiences.” negotiation through more complex
Recent participants
strengths and weaknesses (the
► Negotiating about negotiation
interactive simulations and expert “Role plays and anecdotes are
result is confidential)
Re-booting – a unique process “I enjoyed learning from feedback. Put your learning into extremely informative and
► Self-managed outcomes which negates your counterparty’s someone who clearly believes practice, reinforce and broaden
excellent for demonstrating
your understanding of negotiation
► Bargaining – the contrast starting point in and is passionate about his concepts, and discover proven practicality of theory.”
between distributive and ► Slow forward controlled work.” negotiating techniques.
integrative methods momentum – impasse vs “The practical exercises
► Strategies and tactics of uncontrolled escalation “It is the best few days What we’ll cover reinforced the lessons learnt
integrative bargaining ► Electronic connectivity – pluses education I’ve had... and I gained a better
Apply what you’ve learnt from
► The green credit approach. and minuses anywhere...period. You won’t Intensive Negotiation Skills to real- understanding of my own
► Listening – what to do and how
be disappointed.” life scenarios. personality traits in relation
to do it Under the expert guidance of to negotiation.”
Recent participants Michael Klug, practise with
► How to manage streamed input
and the biases that arise confidence by taking part in two “This course goes beyond
► How to close.
high-level simulations. basic skills development and
You will be divided into teams provides practical, high-
and assigned roles. After reading level skills that translate to
the general instructions and solutions.”
confidential information about your
role, you will negotiate mostly in
teams.
FOR MORE INFORMATION PLEASE CONTACT US:
PHONE 1800 882 110, EMAIL CLIENT.TRAINING@CLAYTONUTZ.COM
OR VISIT WWW.CLAYTONUTZ.COM/CU-TRAININGNegotiation – Breakthrough Techniques - Register your interest Boardroom Negotiation and Conflict Resolution Skills -
Negotiation Skills Training Register your interest
Recommended CPD point allocation: 14 points (excluding WA)* Negotiation Skills Training
Recommended CPD point allocation: 7 points (excluding WA)*
Our trainer ► Asymmetry of information ► Advanced level skills to Our trainer What we’ll cover What you’ll learn
effectively break through difficult
» Why we don’t tell the other negotiations and achieve optimal Michael Klug AM ► Defining and understanding
You will leave the workshop with
Michael Klug AM side everything a practical toolkit providing for a
Negotiation Specialist outcomes Negotiation Specialist negotiation
structured approach to prepare,
» How to overcome this problem ► Increased confidence and ► Characteristics of an effective plan and manage board negotiation
► Synchronicity of behaviour reduced stress. negotiator challenges.
Dates are scheduled on a needs Dates are scheduled on a needs
basis. To register your interest » How to start singing from the basis. To register your interest ► Ideal negotiation skills for board
please contact us. same hymn sheet “Fantastic – loved the war please contact us. members – what constitutes a “Course content was very
► Is it the process?
stories! Very relevant, on point good mix practical and drew on a
Time: 8.30am – 4.30pm and highly entertaining.” Time: 8.30am – 4.30pm ► Ethical styles of negotiation number of very interesting
» If you get the process right the examples of live situations.”
Venue: Please contact us result mostly looks after itself Venue: Please contact us ► Identify your individual style of
“Brilliant. Highly insightful negotiation (the result is
Cost: $2,789 per person
► Finding joint gains and extremely engaging.” Cost: $1,395 per person confidential) “Michael has a strong
$2,510 per person if » The real challenges and how $1,256 per person if ► How to adjust your negotiating
understanding of the topics
booking two weeks to go about it in a value “Michael relates his experience booking two weeks style to suit the situation and was able to articulate
before the workshop creating way to the topics very well before the workshop a number of practical
► Negotiation planning and
$2,371 per person if in a ► Power in negotiations and makes the learnings $1,186 per person if in a
execution
experiences that will help me
group of three or more.
» Who has it? Where does it lie? memorable and enjoyable.” group of three or more in the future.”
► Conflict management within
Who should attend? » How to manage it to achieve a boards and with external
negotiated outcome “Excellent anecdotal accounts Who should attend? stakeholders
Recent participants
► Those involved in troubling and of negotiation situations and
complex negotiations ► Creativity ► Non-executive directors ► Managing a working negotiation
key lessons.” framework with your CEO and
► Anyone involved in dealing with » Understanding the creative ► Executives who report to boards
executive leadership team
challenging people. process Recent participants ► Shareholder representatives
► Use of third parties
“Dovetailing your differences to
» Why we close off creativity ► Those seeking non-executive
► Negotiation simulation
create value.” Lax and Sebenius. » How to engage in productive director roles.
creative thinking to achieve ► Negotiation toolkit.
This two-day workshop focuses your negotiation outcome Negotiation skills are a key
on developing high-level skills to platform for the efficient and
► Managing conflict
break through difficult and sensitive proper management of board
negotiations. ► The top 30 breakthrough agendas, interactions with the
techniques CEO, executive leadership team
While this workshop is stand-alone, and shareholders and conflict
► The building blocks for durable
it combines well with the other resolution.
relationships.
negotiation skills programs we offer.
If boardroom negotiations aren’t
What you’ll learn
What we’ll cover properly managed, they can
escalate into matters than can have
► The negotiation dilemma – why You’ll emerge with: unnecessary consequences for the
is it so hard? ► A structured breakthrough company and its stakeholders.
» Creating and claiming value strategy for when negotiations
reach an impasse This one-day workshop will
» Empathy vs assertiveness provide you with a sophisticated
► Mechanisms to deal with difficult
» Principal and agent tensions and even deceptive people
understanding of the negotiation
skills and processes that are
» Obstacles to negotiation essential in the boardroom.
FOR MORE INFORMATION PLEASE CONTACT US:
PHONE 1800 882 110, EMAIL CLIENT.TRAINING@CLAYTONUTZ.COM
OR VISIT WWW.CLAYTONUTZ.COM/CU-TRAININGValue Creating in Negotiation – How to do it (The Ultimate Goal) - Negotiation Mapping – How to Plan and Prepare for Your Negotiations
Register your interest - Register your interest
Negotiation Skills Training Negotiation Skills Training
Our trainer Value creation is often depicted as ► Value balance sheet – a tool for Our trainer The key to successful negotiations What you’ll learn
expanding the pie, as opposed to tracking negotiation credits and is detailed planning and process
Michael Klug AM dividing it, or thinking outside the debits Michael Klug AM management. The workshop will provide you with
Negotiation Specialist square. Negotiation Specialist
» The crucial questions This workshop will introduce you
the skills and tools to:
By creating rather than distributing » Reasons for deficit to a comprehensive negotiation ► Efficiently plan and manage your
Dates are scheduled on a needs value, the negotiation can be Dates are scheduled on a needs mapping tool to prepare, plan and day-to-day negotiations with high
► Checklist for creating value degree precision
basis. To register your interest pushed towards a solution where basis. To register your interest manage your negotiations from
please contact us. a mutual gains approach is the » Questions that negotiators please contact us. start through to sign-off. ► Make wise choices and
primary objective. should consider decisions in negotiations
The tool, which is in the form of a
This workshop can be customised
This stand-alone workshop focuses
» Self-evaluation This workshop can be customised
web-based app, has been designed ► Optimise outcomes in your
to meet your organisation’s needs. to meet your organisation’s needs.
on maximising your outcomes ► The elements of relationship by Michael Klug. negotiations
Venue: Please contact us in negotiation and significantly management Venue: Please contact us ► Obtain a competitive advantage
enhancing your negotiation
» Value creation in relationship What we’ll cover when negotiating.
Time: 8.30am – 4.30pm potential. Time: 8.30am – 4.30pm
management ► The seven elements of
negotiation What to bring
Who should attend? It will explore the importance of ► Fractionating the interests of the Who should attend?
creating value in your negotiations parties – a negotiator’s value ► Identifying stakeholders and ► A laptop or tablet that can
All levels in business and and walk you step-by-step through creating toolkit Anyone who requires strong interests connect to Wi-Fi.
government who wish to improve the value-creating process. competency in negotiation. It’s
► Does distributive negotiating ► Stakeholder prioritisation
their ability to create value at the have a place? highly suited for those involved in
negotiating table. What do we mean What we’ll cover team negotiations, for example: ► Stakeholder influencing
by creating value, not distributing ► The way ahead to productive
► Is adding value always possible? negotiation. ► Procurement ► Negotiation processes with
value, and why should you do it? stakeholders
► Distributive vs integrative ► Enterprise bargaining
negotiating What you’ll learn ► Negotiation worksheet
► Corporate/commercial
» the essential tension of the The objective is to increase
negotiations ► Mutual gains approach to
negotiation process your workplace competency in negotiation
negotiation by changing your ► Policy development processes
► The behaviours of successful orientation to a value-creating ► Value creation process
► Conflict resolution
value creating negotiators model. » Creating negotiation credits
► Multi-party multi-issue
► A mutual gains approach
negotiations » Value balance sheet analysis
» What does this mean? “Very enjoyable and useful
material. Kept my interest ► One-on-one negotiations. » Checklist for creating value
» Techniques for achieving it all day.” » Negotiation health check
► Negotiation credits
► Managing stakeholder objections
» Generating credits “I appreciate how each person’s ► What to do when things go
» Credit activities contributions were valued.” wrong.
» How to track the health of the “Negotiation is central to
negotiation in a measurable
and positive way my role and the skills I’ve
learnt from this workshop
» Identifying negotiation debits are invaluable.”
and techniques for avoiding
them.
Recent participants
FOR MORE INFORMATION PLEASE CONTACT US:
PHONE 1800 882 110, EMAIL CLIENT.TRAINING@CLAYTONUTZ.COM
OR VISIT WWW.CLAYTONUTZ.COM/CU-TRAININGNegotiation – Interest-Based Bargaining (IBB) - Developing a Corporate Competency in Negotiation
Register your interest - Register your interest
Our trainer What we’ll cover What you’ll learn Our trainer What we’ll cover What you’ll learn
Michael Klug AM ► What is IBB? ► Learn how to apply IBB skills Michael Klug AM ► Why we need to develop a
You’ll learn how to:
Negotiation Specialist Negotiation Specialist corporate negotiation capability
► Why don’t we do it naturally? ► Learn how to create strategic
► Assess your level of corporate
partnerships and achieve ► Reviewing and refining your
► How are positional and negotiation competency
mutually beneficial agreements. individual skills
Dates are scheduled on a needs distributive bargaining different? Dates are scheduled on a needs ► Improve your individual
basis. To register your interest basis. To register your interest ► Conflict – why it arises, how to
please contact us.
► How do I create value, not just
“The presenter was please contact us. prevent it, and how to resolve it
negotiation skills to a high
distribute value? standard
interactive and approachable. ► Developing long-lasting and
This workshop can be customised ► When is it appropriate to just I enjoyed the negotiation This workshop can be customised durable relationships with your
► Develop a thorough
to meet your organisation’s needs. distribute value? exercises.” to meet your organisation’s needs. understanding of the necessary
staff, clients, suppliers and other
skills set you and your workforce
► How much information do I A recent participant stakeholders
require
Venue: Please contact us share? Venue: Please contact us
► The negotiation behaviour of
► Become an advocate and mentor
► The complication of multi-party, Time: 8.30am – 4.30pm your workforce – is it effective,
Time: 8.30am – 4.30pm for the development of effective
multi-issue negotiations in IBB consistent, highly ethical and
negotiation techniques in your
Who should attend? ► The role of time and how to Who should attend? transparent?
organisation
manage it ► Techniques for transforming
Those who wish to understand ► Mentor your staff and keep them
This workshop has been designed negotiation into a corporate
► How to preserve and enhance in your workforce for an
for those in business and and improve their organisations’ capability.
relationships even when you are extended period of time
government who would like to corporate competency, including:
in disagreement
develop or refresh their IBB skills. ► Directors ► Manage conflicts in a low-cost
► The role of emotions and how to way
Interest-Based Bargaining (IBB) deal with them in IBB ► Senior executives
► Understand best practice in
techniques are becoming more ► Middle management.
► The role of the independent third negotiation.
and more popular, especially in
party
government. Does your organisation have
► How to turn adversaries into uniformly high negotiation skills?
This one-day workshop will explain allies
IBB concepts and provide you with A strong business is based on the
► Why most negotiators need to
the skills and strategies to make it strong relationships its staff forges
win
work effectively. with clients, suppliers – and each
► When the deal is done, what other. Negotiation is crucial to these
needs to be done? relationships, but how can you
► How to achieve a culture shift to ensure your workforce has first-
IBB. class, consistent negotiation skills?
In this workshop you’ll learn about
the connection between your own
individual negotiation skills and
your corporate competency. You’ll
also discover how you can act as
a catalyst to unify and consolidate
your workforce’s abilities.
FOR MORE INFORMATION PLEASE CONTACT US:
PHONE 1800 882 110, EMAIL CLIENT.TRAINING@CLAYTONUTZ.COM
OR VISIT WWW.CLAYTONUTZ.COM/CU-TRAININGNegotiation – The End Game - Register your interest The Golden Rules of Negotiation - Register your interest
Negotiation Skills Training Negotiation Skills Training
Our trainer What we’ll cover What you’ll learn Our trainer What we’ll cover “Michael’s passion for this
Michael Klug AM Michael Klug AM ► Preparing for negotiation topic makes this presentation
Negotiation Specialist
Day one You’ll develop a deeper
Negotiation Specialist a ‘must see’, informative and
understanding of the negotiation ► Making effective concessions
► Brief overview of the key
process and will acquire the skills to
real.”
learnings from Negotiation – ► Using deadlines to your
negotiate in a highly sophisticated,
Dates are scheduled on a needs Breakthrough Techniques Dates are scheduled on a needs advantage “Best presentation ever.
low-cost and effective way.
basis. To register your interest ► Negotiation breakdown – causes basis. To register your interest ► Escalation Captivating.”
please contact us. please contact us.
and cures “Excellent ability to impart ► Understanding the other side
This workshop can be customised ► Ten guidelines for effective knowledge and experience in This workshop can be customised ► Trust
“I intend on applying the
to meet your organisation’s needs. negotiating negotiation and mediation.” to meet your organisation’s needs. Golden Rules immediately.”
► Starting points
► Avoiding being coerced
Venue: Please contact us A recent participant Venue: Please contact us ► Managing the tensions in Recent participants
► The power of silence
negotiation
Time: 8.30am – 4.30pm ► Trade-offs – why they are Length: One hour presentation
(can be extended if ► The six most common mistakes
essential
of negotiators
Who should attend? ► Helping the other side to agree
required)
► Negotiation atmosphere
This program caters for ► The necessity for deadlines From his decades of experience,
Michael Klug has observed ► Strengths in negotiation
experienced negotiators who have
► The role of time and extracted the key rules of
attended Intensive Negotiation ► Characteristics of an effective
Skills and Negotiation – ► What if I can’t cut a deal? negotiation. This interesting and negotiator.
Breakthrough Techniques. entertaining presentation will reveal
► Recognising needs
the most important rules and why
“Bring them to their senses, not ► The art of deciphering everyday no one can afford to ignore them.
to their knees – the power of conversation
negotiation!” William Ury.
► Is strategy necessary?
This course is essential to
Day two
consolidate the lessons learned
in the Intensive Negotiation Skills ► Five key steps to reduce conflict
and Negotiation – Breakthrough ► Tension reduction
Techniques workshops. It draws
together the theory and practice of ► Making options more desirable
negotiation with a more advanced ► Multi-party multi-issues – how to
level of exercises. emerge from the fog
► Changing competition to
collaboration
► What to do when the other side
is being difficult
► How to manage risk and select
the right options
► Third party intervention (a crucial
technique) – when, how and
who?
► A wrap-up for the rest of your life.
FOR MORE INFORMATION PLEASE CONTACT US:
PHONE 1800 882 110, EMAIL CLIENT.TRAINING@CLAYTONUTZ.COM
OR VISIT WWW.CLAYTONUTZ.COM/CU-TRAININGSydney
Level 15
REGISTRATION FORM
ABN: 35 740 217 343
1 Bligh Street
Tax invoice: This document will be a tax invoice when you
make payment and will be the only tax invoice which is
Sydney NSW 2000
provided by Clayton Utz for these workshop costs. Please +61 2 9353 4000
retain the original for your GST records. Receipts are not
provided. Melbourne
Registration options Cancellations, substitutions and no shows: Notification
of cancellations and substitutions must be made in writing to
Level 18
client.training@claytonutz.com. Substitutions can be made at 333 Collins Street
Register online at www.claytonutz.com/cu-training or complete this any time without penalty. The following charges apply to
Melbourne VIC 3000
cancellations and no shows:
registration form or email to client.training@claytonutz.com +61 3 9286 6000
Cancellation date range Cancellation charges
Brisbane
There are no penalties – you
Workshop details 15 or more days
can choose between a full Level 28
refund or a credit position at a Riparian Plaza
Workshop topic: future workshop.
71 Eagle Street
8-14 days The full cost of the workshop will
Brisbane QLD 4000
City: be charged and you’ll be offered
a credit position at a future +61 7 3292 7000
workshop. Credit positions must
Date/s: be used within 12 months of the Perth
original workshop date.
Level 27
Participant details
7 days or less, The full cost of the workshop will QV.1 Building
including no shows be charged. Credit positions do
not apply. 250 St Georges Terrace
Mr/Mrs/Miss/Ms/Dr: Perth WA 6000
Disclaimers: Clayton Utz Training Program workshops are +61 8 9426 8000
intended to provide commentary and general information. They
Position: should not be relied upon as legal advice. Formal legal advice Canberra
should be sought in particular transactions or on matters of
Organisation: interest arising from the workshops. Clayton Utz reserves the Level 10
right to postpone, cancel or alter the workshops as required. NewActon Nishi
If workshop cancellation is necessary we’ll attempt to contact
Telephone number: : registrants at least one week before the workshop date to 2 Phillip Law Street
arrange a refund or credit position. Clayton Utz accepts Canberra ACT 2601
no responsibility for any travel, accommodation or other
Postal address: consequential losses which may be incurred. +61 2 6279 4000
Darwin
Email: Privacy policy: Clayton Utz is committed to ensuring your
privacy. All information collected is dealt with in accordance with 17–19 Lindsay Street
Clayton Utz’s Privacy Policy. Darwin NT 0800
How did you find out about us?
We will use your personal information for the following
+61 8 8943 2555
purposes: providing services to you; responding to your inquiry;
marketing our services, administering and operating our online
Training investment – Payment must be provided before the workshop subscriptions and providing you with information about legal
developments and other services that you have requested; www.claytonutz.com
Two day workshops maintaining, managing and developing our relationship with
you; contracting out some of our functions to external service
$2,789 (includes $253.55 GST) per person providers and suppliers (such as IT, mailing houses and printing
companies, advertising and marketing); the organisation of
$2,510 (includes $228.18 GST) per person if booking two weeks before the workshop events; and complying with our legal and regulatory obligations.
We or our third party contractors may also use your personal
$2,371 (includes $215.55 GST) per person if in a group of three or more information for statistical, design and operational purposes.
If your personal information is used in this manner then any
One day workshops information that we produce will not personally identify you. We
sometimes engage other companies to provide services on our
$1,395 (includes $126.82 GST) per person behalf which may result in them having access to your personal
information. They will only have access to the information for
$1,256 (includes $114.18 GST) per person if booking two weeks before the workshop the purpose of providing the services and must not use your
personal information for their own purposes. We may disclose
$1,186 (includes $107.82 GST) per person if in a group of three or more personal information to external service providers located
overseas (including England) so that they can provide us with
services in connection with the operation of our business, such
Half day workshops
as marketing services and data storage. If you do not wish for
$698 (includes $63.45 GST) per person us to send you information about legal developments and other
services, please let us know by contacting our Privacy Officer
$628 (includes $57.09 GST) per person if booking two weeks before the workshop at the details below. You can also unsubscribe from our email
notifications by clicking on the ‘Unsubscribe’ button at the
$593 (includes $53.91 GST) per person if in a group of three or more bottom of our email notifications and following the prompts or by
emailing us by clicking the ‘Contact Us’ button on our website.
Payment options If you do not provide all the information we require, we may not
be able to do any of the things set out above. We have a Privacy
Policy which contains information about how you may access
Cheque (payable to Clayton Utz) the personal information about you that we hold and seek the
correction of such information. Our Privacy Policy also contains
Credit card: Visa Mastercard (Amex is not accepted) information about how you may complain about a breach of the
Australian Privacy Principles and how we will deal with such a
complaint.
Cardholder’s name:
You may contact our Privacy Officer by either:
Email privacy@claytonutz.com;
Card No:
Post Attention “Privacy Officer” Level 15,
1 Bligh Street, Sydney 2000 NSW; or
Telephone (02) 9353 4000 (within Australia) Persons listed may not be admitted
Expiry date: / Signature: + 612 9353 4000 (outside Australia). in all states and territories. This document
is intended to provide general information.
*If this particular educational activity is relevant to your immediate or long term needs in The contents do not constitute legal advice
relation to your professional development and practice of the law, then you should claim one and should not be relied upon as such.
CPD unit for each hour of attendance, refreshment breaks not included. Please contact your © Clayton Utz 2021
Professional Body for your state (excluding WA).www.claytonutz.com
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