To launch Counsel+, we are proud to bring to you an expert in the field of negotiation, Steve Gates, founder of The Gap Partnership, which delivers market leading behavioural change negotiation workshops. Steve is also the author of the bestseller, The Negotiation Book, which was the CMI Management book of the year in 2017.
Negotiating dilemmas, will be an interactive workshop exploring the challenges faced by those representing their business and client’s interests. We will test the assumptions of those who have a ‘best or preferred’ way of negotiating and introducing options which help to optimise agreements in the different situations you are presented with.
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Key themes we will cover:
- How power, perceived or real, will influence your negotiations?
There are many ways in which you can negotiate. Non right, wrong, good or bad. There will however be an appropriate way to negotiate your agreement and this we shall explore. So, what options do you have and how empowered are you to manage through your next agreement? Have you negotiated authority internally and has this empowered you to be collaborative or even creative in your problem solving? Is time with you or against you and how might this effect your options or judgement, the tempo, the concessions or even capitulation as options run out.
- Negotiating from inside their head
Whatever you think or believe about the priorities, interests and needs of the other party, it is only when you see the negotiation from inside their head can you effectively negotiate. To do so from your perspective with your pressures, timelines and consequences provides a dangerous place from which to negotiate. So, nerve, insight and intuition will play an important part in enabling you to see the things that others miss. During this session we will examine how to qualify, understand and negotiate from their perspective. Only this way can you maximise the potential of your agreement.
- The criticality of total value agreements
Many seek a great price, agreement or settlement but few form a broad enough agenda to cover the full scope of total value. Risk, responsibility, clauses, triggers, contract period, performance, compliance, specification, volume are but a few of the variables which can greatly enhance the total value of an agreement. Too often it is the tangible and contentious issue of price or fee that sits central to discussion and remains the red herring that some simply must win. But at what cost?
About the hosts
Steve founded The Gap Partnership 22 years ago which now operates in 60 countries with office hubs in London, New York, Dusseldorf, Moscow, Hong Kong, Singapore, Sydney and Johannesburg.
With his team of 250 who support over 600 blue chip organisations in every business sector and in 14 different languages, The Gap Partnership is now the largest niche negotiation consultancy in the world.
Steve designed and developed The Gap Partnership’s market leading behavioural change Negotiation workshops, and is the author of the bestselling book, The Negotiation Book.
His understanding of the negotiation process, strategy, tactics, behaviour and psychology has enabled him to shape and mould the most effective negotiation solutions in the world.
Steve’s 30 years’ service sector experience in senior operational, commercial and development roles includes the preparation of multi-million pound negotiation strategies personally consulting for many FTSE 100 companies; and providing consulting and support in trade terms negotiations for several major corporations.