This advanced two-day course will equip you to influence and negotiate with greater confidence, efficiency and superior tactical finesse. This course will suit anyone seeking to deliver more resilient negotiation outcomes.
To learn more about this course, follow the link below to watch a short video:
https://youtu.be/BHEiFPt9jlE
What will you gain?
You will learn to dramatically improve your ability to persuade, collaborate and negotiate by:
- Understanding and improving yourself in the role of the negotiator, even under pressure, by developing strategies for self-improvement;
- Confidently managing the entire negotiation process (preparation, negotiation and evaluation) while developing a methodology enabling you to address challenging situations;
- Recognising and managing tactics and developing appropriate responses to them;
- 'Advanced Value Creation': 'Reception Psychology'-inspired seeking to negotiate additional, wider value, going beyond, further, focusing on creating better 'Buy-in's;
- Learning to significantly boost your preparation for negotiations with unique tools to prepare for multiple scenarios, double SWOT’s and awareness of latest insights from brain science;
- Building superior confidence and professionalism to drive critical negotiations in multi-cultural New Zealand and across the world.
This course suits professionals from any sector with attention paid to challenges such as discrepancies in business size, impact of culture, working with or for Not-For-Profit and governmental organisations or Social Enterprises.
Course structure
This is a hybrid, mixed-learning programme in which you will be immersed in experience-based learning.
Two weeks prior to course commencement you will be provided with pre-course reading and some personality tests.
A tested world-class methodology for working through the negotiation process, daily negotiation simulations culminating in a three-hour 'real-world' negotiation simulation that will be recorded for video analysis.
Sometimes anonymised, the original cases are from Patrick’s international business portfolio reflecting the most recent critical dimensions in management and business development.
Course Facilitator
Patrick Rottiers
Professor of Practice International Negotiation Patrick EJ Rottiers brings 35+ years of international business & public sector know-how to this highly participatory, intensive two day course.
Patrick has been teaching international post-graduate programmes (EMBA, MBA) since 2005 at universities and management schools in New Zealand, Europe, Russia, China and Australia, while also delivering in-house training and Executive Coaching.
Rottiers is the quintessential prac-ademic: someone who blends international academia with being an active practitioner in their subject area: a seamless transition between practicing, teaching, research and consulting, while feeding daily international business development expertise back into his teaching & publishing.
Comments from previous participants
It altered my approach to every business interaction thereafter, having the ability to derive what successful outcomes could look like, and how to reach that point. It paid for itself within the first week of putting the skills to effect.
J Gardner, Building and Construction Sector Professional
I enjoyed the course immensely. I'm already finding it practically useful in ways I hadn't expected! Like having greater influence and outcomes in internal communications that wouldn't typically be thought of as negotiations.
Michael KI. New Zealand
I have never been offered any negotiation training and having completed the course; I can safely say not once have I prepared appropriately. This realisation came as a bit of a shock. How could this be after twenty years in the construction industry?
Tim M, New Zealand
Upcoming Course Dates
- Tuesday 13 and Wednesday 14 May, 2025
- Tuesday 2 and Wednesday 3 September, 2025
If you wish to pay by invoice, please email us.
Location
Ilam campus, University of Canterbury
Price
$2,100pp (including GST)
Course fees include catering (all dietary requirements catered for), and booking fees.
