12.00 Buffet Lunch

13.00 Start of Contract Negotiation Seminar
Trainer: Nic Fallan, Director, Forty2

The seminar explored:

• The key to a successful negotiation: any negotiation requires to balance both the emotional and rational aspects of the negotiation. How do we do this effectively?
• The goal of negotiation: what is the goal of a good negotiation? Is it more than achieving a great result?
• The "T" concept: what are our strengths and weaknesses, and those of our negotiating partner? How can we use our strengths to off-set our weaknesses?
• The power balance: how do we identify our power in the negotiation and adapt our negotiation strategy accordingly?
• The Intention Matrix- managing the rational: what are all the possible negotiation variables? Which ones have priority? What are our desirable, probable and essential outcomes and how do we use them appropriately?
• The "walk away" point: what is our walk-away-point? What are the consequenses of saying "yes I will walk away" and saying "no I won't"?
• Tactics and techniques: how can we use the various negotiation tactics and techniques to good effect? How can we counter them when they are used against us?
• The behavioural scale- nanaging the emotional: why is behaviour so important in negotiation? How do we identify the negotiation behaviours of others and how should we react?
• The golden rules of negotiation: what are the 14 golden rules of negotiation?

17.30 End of Seminar & Networking Drinks