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Advanced Negotiation Skills: Claiming and creating value in commercial environments

Executive education program
20 - 21 March 2019

Increase win-rates and profitability of your deals

  • Needing a better deal-making toolbox?
  • Sick of negotiating only on price?
  • Frustrated by negotiations that don't optimise available value?

Our highly practical Advanced Negotiation Skills program will deliver you an advantage during any commercial negotiation, including with government and procurement.

Learn to prepare and implement complex negotiation strategy. Avoid common negotiation mistakes, deflect competitive strategies intended to unhinge you, and increase your claim in competitive negotiations.

Understand why dropping your price is not always advantageous, and how identifying the value drivers of each party is time well spent.

Day 1

Claiming and Creating Value in Deals – Theory and Practice
The Fundamentals of Competitive Negotiations – Strategies for Success
Claiming and Creating Value in Complex, Multi-issue Negotiations

Day 2

Practical Implementation – Succeeding in Complex Negotiations
Practice Forum – Learning from Australian Cases
Explore a range of complex negotiations in the Australian context
Live Consulting – Workshop your Negotiation Challenges:

Who should attend

  • Sales professionals
  • Procurement professionals who negotiate with suppliers and vendors
  • Suppliers and vendors selling into procurement
  • Professionals looking for a refresher and extension of previous negotiation training
  • Those wanting to shape compelling sales pitches to procurement in government or large organisations
  • Those evaluating or responding to RFPs
  • Any professional wanting to upgrade their negotiation skills.

Your learning experience

  • Learn from acknowledged negotiation experts
  • Navigate a series of negotiation simulations to test and benchmark your skills
  • Use case studies of strategies that work in real world negotiating
  • Experience group learning with like-minded industry professionals
  • Workshop your current negotiation challenges to create action plans for success
  • Practice skills with like-minded professionals

Venue: Monash Business School, Caulfield campus, Melbourne.

We are responsive to the needs of our clients. All our executive education programs can be tailored for custom or consortium delivery. Talk to us about how we can provide your organisation with a tailored in-house Advanced Negotiation Skills workshop.

Workshop facilitators

Anne LytleProfessor Anne Lytle
Director of Leadership, Monash Business School

Professor Anne Lytle received her BSc from Cornell University in the field of Neurobiology and Behaviour, and both her MS and PhD in Organisational Behaviour with a specialisation in Negotiation from the Kellogg Graduate School of Management, Northwestern University.

Professor Lytle’s expertise spans a wide range of leadership related topics, including negotiation, conflict management, emotional intelligence, team effectiveness, managing people for high performance and neuro-leadership.  Anne is co-Founder and Director of Leda Inc. a start-up that reflects her passion for sharing knowledge and creating learning tools to help leaders engage in successful behaviour change.

Professor Lytle brings more than 25 years of experience in negotiation consulting, training and research. Anne has provided training and consulting to government, non-profit and corporate organisations in Australia and across the globe.  She has taught at some of the world’s leading business schools, including the Kellogg Graduate School of Management at Northwestern University, Melbourne Business School (University of Melbourne), the Australian Graduate School of Management (University of New South Wales), the Hong Kong University of Science and Technology, the Ross School of Business (University of Michigan), and now at Monash Business School.

Anne has published in top academic journals and is the Past-President of the International Association for Conflict Management.

Chris LeptosChris Leptos, AM
Professorial Fellow, Monash Business School
Deputy Chairman, Flagstaff Partners

Chris Leptos is Professorial Fellow with Monash Business School specialising in negotiations and pricing.   Chris brings 30 years of experience spanning government, professional services, infrastructure, mining and resources. With a particular focus on government, he is a former Senior Partner of KPMG, and was Managing Partner Government at Ernst & Young - leading the firm’s public sector practice in Oceania.   Chris was appointed Lead Negotiator for the Victorian Government to restructure the State’s energy supply arrangements when the carbon tax was introduced, and he has delivered negotiation training in professional services for over a decade.

Chris is currently Deputy Chairman of Flagstaff Partners and sits on the boards of PPB Advisory, Arete Capital Partners and IDP Education (ASX:IEL).  He is a Governor of The Smith Family, and in 2000 was designated a Member of the Order of Australia for services to business and the community.

Chris is a Fellow of the Australian Institute of Company Directors, Fellow of the Institute of Chartered Accountants and Fellow of CPA Australia.

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Registration and more information

2019 program

Our next Advanced Negotiation Skills program runs from Wednesday 20 March to 21 March 2019.

Standard early bird price$3295 incl GSTuntil Thursday 31 January 2019
Standard full price $3995 inclu GSTafter Thursday 31 January 2019

Contact us

For more information and to register, contact the Executive Education team on:

P: +61 3 9903 1300
E: buseco-exec-ed@monash.edu

Register