When
Day:
Tuesday
Date:
15 December 2020
Time:
14:00 - 15:30
Duration:
1.5 hours
Prices
Members:
Free
Non-members:
£99.00
Where
Zoom
Online video conferencing

This virtual workshop will enable participants to learn from experienced practitioners and develop a range of approaches that suit their own style and the situations they face. The session will provide a step-by-step approach to the process and provide them with practical examples and opportunities to practice various techniques. It includes:

  • Basic negotiation tactics
  • Fundamentals of influencing
  • How to match negotiation and influencing techniques to individuals and situations.

The workshop will cover:

Negotiating Strategies:

  • FBI Behavioural Stair
  • Thomas and Kilman’s conflict styles (avoidance, accommodation, compromise, competition, and collaboration)
  • BATNA and ZOPA
  • Interests versus positions

Lead facilitator

Mark Leyshon  

An experienced commercial practitioner, Mark initially started his career in the Automotive industry within Supply Chain Management, and was actively involved in his organisations world class continuous improvement programme. He then moved on to a variety of senior, and executive commercial posts in the rail, energy and travel industries, where his experience includes acquisitions and a management buy out. At the turn of the Millennium Mark started his own Consultancy Company providing PFI support before broadening into a wide variety of improvement and change management assignments.

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