Negotiation Skills (2019)
- Study conventional approaches to negotiation and their limitations
- Encourage participants to reflect upon the strengths and limitations of their own theory and style of negotiation
- Introduce participants to alternative approaches to negotiation that are designed to create value, develop productive and durable business relationships
- Highlight barriers to effective negotiation and methods of overcoming those barriers
- Demonstrate that negotiation is a process of both claiming and creating value
- Understanding and applying negotiation power
- Demonstrate how participants can build the collaborative advantage to produce outcomes that will better satisfy their interests and goals
About your Speaker: Peter Spence, Strategic Planning & Negotiation Services
Peter Spence is the founding principal of SPANS and the organisation’s lead negotiation consultant, specialist agent, coach and trainer. Peter draws upon extensive practical expertise and experience as a high-risk negotiator and investigator backed up by academic knowledge and research in the fields of dispute resolution, mediation, negotiation, human resource development, human relations and communications. Peter has prepared and delivered negotiation skills training to company Executives, CEOs, Directors, finance and medical professionals. His experience has extended to a variety of commercial and crisis negotiations and public dispute mediations.
Peter provides SPANS with the professional experience to help clients obtain maximum leverage and advantage during the negotiation process, enabling them to achieve desired outcomes and business synergies while developing improved relationships with negotiation partners.
Peter’s strong interest, knowledge and skill in negotiation theory, practice and education developed from a practical background as a former qualified police negotiator who was engaged in a number of high-risk negotiations. He has worked as an independent negotiator, member and leader of highly skilled negotiation teams to successfully resolve high-risk situations. This early exposure to negotiation theory and practice encouraged Peter to undertake and complete tertiary studies in human relations and communications, and human resource development. Peter holds a B.Soc.Sc. degree from Southern Cross University, Australia, specialising in dispute/conflict resolution, group processes, mediation, negotiation, professional development and training. Peter also has tertiary qualifications in the field of Business Communications and has conducted tertiary research into cross-cultural communication involving groups exposed to historical poor relationships and conflict.
Peter attended the Harvard Law School Program on Negotiation in Boston, completing the certificate in ‘Teaching Negotiation in the Organisation’. His approach to training and development is aligned to the Harvard PON philosophy. Peter is an accredited workplace trainer and assessor. He is currently pursuing further professional development through postgraduate research into the effectiveness of Negotiation Training in the development of collaborative enterprises (Organisational Networks, Strategic Alliances, complex inter and intra organisational project teams etc).
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