Topic: Powerful Procurement: effective negotiation skills that get results
Date of webinar: 17th March 2016
Cooperation and alignment are in, confrontation is out. In a world of changing priorities, the old ways of doing business just don’t cut it anymore. But if cooperation is in, how can you create competitive tension to unlock value? Effective negotiation skills are vital – not just for negotiations with suppliers, but also for managing internal stakeholders. They are also pretty handy at home for negotiating with builders, teenagers, family and neighbours – because in business and in life, you don’t get what you deserve, you get what you negotiate.
On this webinar you will learn:
- The nine central negotiation techniques – and when to use which
- How to create value by not talking about price
- How to get better deals, whether the other side says “Yes” or “No”
Matt will also provide a first snapshot of the data on the most common negotiation techniques used in procurement and sales, based on the recent diagnostic survey conducted by PASA.
PASA are running two negotiation masterclasses with Negotiation Partners. Click here or on the banner below for details
Presenter: Dr Matt Lohmeyer, Managing Principal, Negotiation Partners
Dr Lohmeyer negotiates on behalf of clients to help deliver important or challenging negotiations. He also develops tailored skills development programs and wargame simulations for clients. When he is not negotiating, he coaches senior executives in the alchemy of negotiation. This helps them to be more in control, more effective and more successful, both at work and in their private lives.
His commercial background is in the biotechnology and pharmaceutical arena where he has negotiated complex alliances, intellectual property licences and investment deals. More recently, he has worked extensively in the defence, aerospace and pharmaceutical sectors, as well as assisting with public sector procurement projects.
Dr Lohmeyer is a Program Director at the Australian Graduate School of Management (AGSM) at UNSW Business School, teaching persuasion & influencing, conflict resolution and professional negotiating skills. He holds PhD, MA and BA degrees from the University of Cambridge, UK.