Many technical experts find it difficult to move out of their expertise areas and deal with commercial matters. Negotiating to optimise business value is a step further from their comfort zones. All too often negotiations are then left to finance personnel. They bring many strengths to the table but an understanding of engineering trade-offs is not one of them. By the end of this course, the participants will add to their technical know-how a core competence in negotiation skills. They will thus become formidable negotiating opponents.

The course is intended for middle-managers and technical and other staff who are responsible for contracts, but with limited previous exposure to negotiations, and who will need these skills in the near future.

• Intermediate

Your expert course leader is a consultant, manager and engineer with more than 30 years’ experience in a broad range of positions. He spent 15 years with the Shell group and during this time, gained extensive negotiating experience with contractors, vendors, service agents, trade unions and purchasers of equipment and products.

Over the last 15 years, he has worked with a broad range of multinational businesses across the globe in a wide range of negotiation related roles including:

• Developing negotiating capability and skillsets
• Advising on negotiation strategies
• Establishing Alliances, Joint Ventures and Partnerships, &
• Remediating Alliances, Joint Ventures and Partnerships

He has many years of teaching experience to technical staff – both in a corporate setting, and in an academic setting – for Melbourne University in Melbourne, Australia. Several thousand people from around the world have benefited from his courses. He brings an engineer’s practical perspective, and can readily empathize with technical staff making forays into the commercial world of negotiations. He is joint author (with Professor Danny Samson) of Patterns of Excellence ISBN 0273638769, published by Financial Times Management. This has been adopted by a number of blue chip companies as the core text for management development.

Corporate Experience:

15 years with Shell in a broad range of international & domestic technical and managerial and change management roles.

Consulting Experience:

• 5 Years with McKinsey Consulting Group
• 4 Years with Melbourne Business Schoo

To further optimise your learning experience from our courses, we also offer individualized “One to One” coaching support for 2 hours post training. We can help improve your competence in your chosen area of interest, based on your learning needs and available hours. This is a great opportunity to improve your capability and confidence in a particular area of expertise. It will be delivered over a secure video conference call by one of our senior trainers. They will work with you to create a tailor-made coaching program that will help you achieve your goals faster.
Request for further information post training support and fees applicable