Negotiating High-Value Contracts: Advanced Skills and Behaviours

Overview

🕮 Off the shelf (OTS)

The Advanced Negotiation Capabilities programme for Civil Service Learning is a highly interactive and practical 2-day course that offers a combination of sessions focused on core negotiation capabilities with a negotiation Professor and focused immersive negotiation practices with behavioural specialists. The programme is contextualised for international trade negotiations (free trade agreements, inward investments).

The programme addresses multiple perspectives on complex negotiation situations, recognising that the environment in which negotiations occur can be pressurised and stressful. Emphasis is placed on both the negotiation (strategy, process, content) and the negotiator. We address the individual negotiator dimension, enabling individuals to develop an enhanced self-awareness of their behaviours' impact on others, self-managing when challenged, and the ability to work with others whose preferences, perspectives, agendas, cultural norms and personal styles may differ. These are crucial capabilities for every negotiator.

The programme aims to enhance strategic negotiation capabilities from the planning through to the execution of complex agreements in the context of international trade.

Educational and instructional methods include lectures, short exercises, analysis of negotiations and negotiation practices with behavioural experts.