| Guest Keynote: Negotiation Like Never Before | |
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Wednesday, 17 June 2009
08:30-09:30 | |
Speaker: Allan Parker
Location: Session Room A
Session Type: Keynote Session
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 Negotiation has often been referred to as Business success factor #1. If it wasn’t in the past, it certainly is now. With more pressure on than ever before, negotiations are now:
• More adversarial
• More oppositional
• More demanding of “more for less”
• More price focused
• More “screw for every $ you can get”
• More needed for deep strategic conversations
It's time to be smarter
That you ever thought you could be
This challenging session will show that negotiation today is not a “soft skill” anymore. It is the most demanding skill you need to have if you are going to be part of the economic turn around.
In this session you will learn:
• 1st Principles
• What makes a negotiation adversarial?
• Changing thinking in you and them
• Moving from price and budget to needs and values
• Knowing your transactable zone
• 3 key questions
• Keeping the relationship alive
This set of skills sits at the sharp end of every transaction or sale. This session is not to be missed!
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