NEGOTIATION SKILLS TRAINING PROGRAM 2023
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NEGOTIATION SKILLS TRAINING PROGRAM 2023
Negotiation Skills Training Program Learn from a specialist negotiator Your ability to negotiate effectively and achieve defined objectives is critical to your business Michael Klug AM Over 40 years experience “Michael is highly success. We’ve all seen unresolved conflicts derail even the most important projects, resulting FAICD Negotiation Specialist knowledgeable and in costly delays. Michael has taught ADR and experienced. I found the negotiation skills for over 40 years. Over the last decade alone, he’s real world experiences very delivered over 600 workshops and informative.” This cutting-edge training program Negotiator’s toolkit – Not only do Michael’s workshops Considered one of Australia’s trained over 14,000 delegates from 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. “Michael was fantastic! Australia’s best-known specialists learning and development Dispute Resolution (ADR) in negotiation, conflict management programs, he’s successfully lawyers, Michael has advised So knowledgeable and Michael’s clients include some of and dispute resolution. Michael is Each workshop will arm you with a prepared some of Australia’s large corporate and government Australia’s largest organisations: passionate about negotiation committed to helping you and your highly practical toolkit including: largest organisations for significant clients and been involved in very practice. His stories peppered ► Adelaide Brighton organisation achieve your business ► A negotiation worksheet to guide negotiations. Examples include significant public disputes and throughout the day were goals through developing your you through the negotiation dispute resolution, contract matters. ► AGL Energy eye-opening and brought corporate negotiation competency. planning process negotiations, procurement ► Arrow Energy the content to life. He was 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 very generous with his a powerful, highly effective and preparing for negotiation disputes and international Clayton Utz and its predecessors ► Boeing Australia explanations and patience ethical style of negotiation, along ► A constructive strategy for negotiations. for most of that time; it was this too.” breaking through difficult ► Department of Defence with the practical skills and tools to: experience that led him to embrace ► Preserve and enhance personal negotiations. Topics which can be tailored to your negotiation and to become one of ► Department of Transport and “This has been one of, if not and commercial relationships organisation’s needs include: the original founders of LEADR Main Roads the most valuable programs Customised Training ► Intensive Negotiation Skills (Lawyers Engaged in Alternative ► Fletcher Building I have attended. I learnt an ► 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 immense amount about myself ► Resolve disputes confidentially of staff who would benefit from Session Disputes Centre. ► John Laing which is extremely valuable training, or a specific issue that ► Negotiation – Breakthrough ► Laing O’Rourke at the outset of my career, as ► Reduce the costs of resolving needs to be addressed, Michael Techniques Michael is committed to helping you ► Lloyds International well as practical skills to take conflict can customise a workshop to ► Boardroom Negotiation Skills and your organisation achieve your forward from this point.” your needs, partnering with you to business goals through developing ► Mack Trucks Australia ► Increase profitability develop a tailored solution. your corporate negotiation ► Create value in your negotiations ► Value Creating in Negotiation competency, and his depth of ► National Australia Bank “Michael is exceptionally ► Achieve optimal commercial With customised training you’ll get: ► Negotiation Mapping – How to experience means he can provide ► Macquarie Bank knowledgeable and provided outcomes. ► Targeted materials to meet your Plan and Prepare for Your insight into realistic problems and ► NRMA descriptive case studies to organisation’s specific learning Negotiations situations – invaluable experience ► Optus illustrate different techniques Even though the focus is on and business needs. ► Negotiation – Interest-Based to share with you and your ► Origin Energy and theories in practice.” conflict resolution and commercial Bargaining (IBB) organisation. ► 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 Recent participants ► 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-TRAINING
Intensive Negotiation Skills Recommended CPD point allocation: 14 points (excluding WA)* WHAT’S ON: 2023 Michael Klug AM This two-day workshop is our Responsive to your needs FAICD most popular, because it gives Negotiation Specialist you an intricate understanding of The workshop is highly interactive the negotiation process through to and focused therefore please email techniques of closing a deal. us your training objectives before INTENSIVE NEGOTIATION SKILLS | FACE-TO-FACE WORKSHOPS the workshop. Dates: Brisbane On day one we’ll explore the Brisbane 13-14 February core theory and practice of For group bookings of five or more, 27-28 April negotiation, focusing on your Michael offers a pre-workshop 13-14 February, 27-28 April, 25-26 July, 23-24 August, 17-18 October, 14-15 November, 5-6 December 25-26 July individual negotiation style and how discussion to scope the group’s 23-24 August negotiations work. requirements. He also offers groups Sydney 17-18 October a no-cost confidential coaching 14-15 November On day two you’ll learn how to session which can be held during 20-21 February, 8-9 May, 14-15 August, 10-11 October 5-6 December make strategic decisions and the lunch breaks or immediately position yourself in negotiations after the workshop on each day. Melbourne Sydney using highly practical and usable 20-21 February skills. You’ll be offered unique 8-9 May insights into why negotiation can “Michael is a fantastic and 3-4 April, 18-19 September, 12-13 December 14-15 August be a counterintuitive discipline and very knowledgeable person. Canberra 10-11 October when you should trust your instincts He helps you to understand and when you shouldn’t. your negotiations style and 17-18 July Melbourne I love all the case studies, 3-4 April Central Locations which he shared with us. It is Perth 18-19 September Venues: Please contact us definitely the best training I 12-13 December have been done.” 4-5 September Canberra What you’ll learn 17-18 July “Thank you Michael for INTENSIVE NEGOTIATION SKILLS | VIRTUAL WORKSHOPS You’ll emerge from this workshop this excellent course - very Sydney / Melbourne / Canberra / Darwin / Perth Perth with a powerful, highly effective and practical and packed full of 4-5 Sepetmber ethical style of negotiation, along with the practical skills and tools to: real use case studies. I look With the return to face-to-face sessions, we’ll schedule virtual training on a needs basis. Please contact us to register forward to putting these your interest client.training@claytonutz.com. ► Preserve and enhance personal theories into practice.” and commercial relationships Time: 8.30am – 4.30pm ► Increase confidence and reduce “Very informative, great case NEGOTIATION MASTERCLASS – WEBINAR SERIES Cost: $3,000 per person stress when resolving conflicts studies, encouraged active $2,704 per person if booking two weeks ► Resolve disputes confidentially participation and passed on This 10 part one-hour webinar series was created for those wishing to learn negotiation skills during locked down. before the workshop ► Reduce the costs of resolving knowledge and experiences The series has been delivered 5 times over the past 3 years. With the return to face-to-face sessions, we’ll schedule $2,556 per person if in a conflict well.” a masterclass on a needs basis. Please contact us to register your interest client.training@claytonutz.com. group of three or more. ► Increase profitability Recent participants ► Create value in your negotiations ► Achieve optimal commercial Who should attend? outcomes. All levels in business and Even though the focus is on government who wish to improve conflict resolution and commercial their negotiating performance. It’s negotiation, many participants have strongly recommended for those in referred to it as a life skills program. management roles. FOR MORE INFORMATION PLEASE CONTACT US: PHONE 1800 882 110, EMAIL CLIENT.TRAINING@CLAYTONUTZ.COM OR VISIT WWW.CLAYTONUTZ.COM/CU-TRAINING
Intensive 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 ► How to close. Michael Klug AM Each simulation will be followed “The practical examples FAICD by a comprehensive debrief, so will help me prepare for Day one: Core Negotiation Skills Day two: Strategic Negotiation Golden Rules of Negotiation Specialist you can reflect on your strengths negotiations enabling me Skills Negotiation and weaknesses and identify what to extract the most value Creating value not distributing you might do differently in future value. From desolation to resolution, Throughout the workshop Michael negotiations. possible.” stalemate to good mate. will reveal the most important rules Dates are scheduled on a needs ► Defining and understanding negotiation ► Multi-party, multi-issue of negotiation and why no one can basis. To register your interest What you’ll learn “Some very interesting please contact us. negotiations – a disciplined afford to ignore them. stories and practical exercises ► The two primary approaches You will: approach (not available for Time: 8.30am – 4.30pm that can be applied in the ► Negotiation simulation virtual delivery) “Michael’s intellect, level of ► Learn how to apply negotiation workspace. I got what I was ► How to manage the principal ► Negotiation simulation engagement and direct method Venue: Please contact us theory to real-life situations looking for in terms of some tensions of negotiation ► The six most common mistakes of knowledge transfer is ► Develop a sophisticated innovative techniques and ► Biases affecting judgment made by negotiators outstanding.” Cost: $1,500 per person understanding of negotiation tips.” $1,350 per person if concepts and good practice ► Checklists before closure ► Slow thinking vs fast thinking – “I feel like a new person at booking two weeks ► Practice using your toolkit to “I have been to a few Kahneman’s dual process theory before the workshop ► How to plan for negotiation work (and at home). The $1,275 per person if in a plan, prepare and manage your negotiation courses in through a process of disciplined ► Techniques for exercising sound and methodical preparation – course has had an amazing group of three or more negotiations from start to finish previous years, but this is by judgment negotiation worksheet impact on me.” ► Improve your ability to flex your far the best – direct relevance, ► Ethical styles of negotiation Who should attend? negotiation style to suit different practical, commercially ► The benefits of MESOs (Multiple ► Identify your individual style of Equivalent Simultaneous Offers) “One of the best courses I’ve situations focused, rich examples.” negotiation (the result is attended. It provided tools If you’ve completed the Intensive ► Learn how to confront common Negotiation Skills course, this new, confidential) ► Diagnostic checklist – a crucial that will make a significant optional day of training will help you negotiation problems “The practical negotiation discipline for closing a ► How to adjust your negotiating negotiation impact on my performance.” develop your skills further. ► Emerge with increased allowed me to assess mistakes style to suit the situation confidence and ability to optimise taken in reaching an ► Characteristics of an effective ► An unconditionally constructive “Michael is a dynamic speaker Take a deeper dive by attending outcomes in your negotiations. agreement.” strategy for dealing with difficult negotiator people who clearly communicates this additional one-day session ► Proficiency – identify your the intricacies of negotiation that explores specific aspects of Recent participants ► How to manage team strengths and weaknesses (the and provides great real-life negotiation through more complex result is confidential) negotiations examples and experiences.” interactive simulations and expert “Role plays and anecdotes are ► Negotiating about negotiation feedback. Put your learning into extremely informative and practice, reinforce and broaden ► Self-managed outcomes Re-booting – a unique process “I enjoyed learning from your understanding of negotiation excellent for demonstrating ► Bargaining – the contrast which negates your counterparty’s someone who clearly believes concepts, and discover proven practicality of theory.” between distributive and starting point in and is passionate about his negotiating techniques. integrative methods ► Slow forward controlled work.” “The practical exercises ► Strategies and tactics of momentum – impasse vs What we’ll cover reinforced the lessons learnt uncontrolled escalation integrative bargaining “It is the best few days Apply what you’ve learnt from and I gained a better ► The green credit approach. ► Electronic connectivity – pluses education I’ve had... Intensive Negotiation Skills to real- understanding of my own and minuses anywhere...period. You won’t life scenarios. personality traits in relation ► Listening – what to do and how be disappointed.” Under the expert guidance of to negotiation.” to do it Michael Klug, practise with ► How to manage streamed input Recent participants confidence by taking part in two “This course goes beyond and the biases that arise 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-TRAINING
Negotiation – 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)* Michael Klug AM ► Asymmetry of information ► Advanced level skills to Michael Klug AM What we’ll cover What you’ll learn FAICD effectively break through difficult FAICD » Why we don’t tell the other negotiations and achieve optimal Negotiation Specialist ► Defining and understanding You will leave the workshop with Negotiation Specialist side everything a practical toolkit providing for a outcomes 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: $3,000 per person ► Finding joint gains and extremely engaging.” Cost: $1,500 per person confidential) “Michael has a strong $2,704 per person if » The real challenges and how $1,350 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 $2,556 per person if in a ► Power in negotiations and makes the learnings $1,275 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-TRAINING
Value 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 Michael Klug AM Value creation is often depicted as ► Value balance sheet – a tool for Michael Klug AM The key to successful negotiations What you’ll learn FAICD expanding the pie, as opposed to tracking negotiation credits and FAICD is detailed planning and process Negotiation Specialist dividing it, or thinking outside the debits Negotiation Specialist management. The workshop will provide you with square. » 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-TRAINING
Negotiation – Interest-Based Bargaining (IBB) - Developing a Corporate Competency in Negotiation Register your interest - Register your interest Michael Klug AM What we’ll cover What you’ll learn Michael Klug AM What we’ll cover What you’ll learn FAICD FAICD Negotiation Specialist ► What is IBB? ► Learn how to apply IBB skills Negotiation Specialist ► Why we need to develop a You’ll learn how to: 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-TRAINING
Negotiation – The End Game - Register your interest The Golden Rules of Negotiation - Register your interest Negotiation Skills Training Negotiation Skills Training Michael Klug AM What we’ll cover What you’ll learn Michael Klug AM What we’ll cover “Michael’s passion for this FAICD FAICD Negotiation Specialist Negotiation Specialist ► Preparing for negotiation topic makes this presentation Day one You’ll develop a deeper 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-TRAINING
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We or our third party contractors may also use your personal $2,556 (includes $232.36 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 $1,500 (includes $136.36 GST) per person behalf which may result in them having access to your personal information. They will only have access to the information for $1,350 (includes $122.73 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 $1,275 (includes $115.91 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 $750 (includes $68.18 GST) per person us to send you information about legal developments and other services, please let us know by contacting our Privacy Officer $675 (includes $61.36 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 $637 (includes $57.91 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 2023 Professional Body for your state (excluding WA).
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