Expert Negotiator

23rd - 24th October 2008
Nairobi, Kenya
Standard Delegate fee: £1200

Negotiation is a core, indeed critical, skill for many business and professional people. The process of negotiating demands good business judgment and a keen understanding of human psychology. Many functions within an organisation and business necessitate a high level of capability in this area, but often the need for those directly involved in financial management to be able to negotiate well is under estimated. For many executives, the need for negotiating skills is made more important by the strategic nature of many business negotiations. Private Equity, Mergers & acquisitions alliances with suppliers and customers, major corporate deals, trade and tariff negotiations with Governments and public officials and discussions with consultants, auditors and other skilled entities all require a high level of negotiation ability. This programme has been developed for all those involved in these types of negotiations as well as the full range of professionals involved in negotiations generally.

Course objectives

By the end of this programme you will:

• Be able to plan a negotiation effectively
• Have acquired a range of negotiating tactics
• Be in a position to become an expert negotiator in a variety of settings
• Be able to influence others in both a cooperative and competitive context
• Understand what makes people tick and how to influence them
• Be able to use time effectively to create your desired outcomes
• Understand the role that perceived power plays in negotiation
• Have acquired a current perspective of how negotiation works in today's world
• Be more aware of what really works in negotiation
• Create win-win negotiation outcomes

Course Director:

Dr. John Potter

John Potter is an experienced business psychologist who has had many years of practical negotiating experience in a variety of settings. He has run several successful businesses including a property development business, all of which involved the application of effective negotiation skills in order to develop each of the businesses. He has also been involved in the security aspects of negotiation and for some two decades has been involved in training hostage negotiators for siege, hijack and kidnap situations, all of which he has been involved in live operations.

He currently works with a range of people including senior executives, the senior civil service, the judiciary, the military and the police. He is a Chartered Psychologist, a Chartered Scientist and a Chartered Engineer and gained his PhD in Leadership during his time as a member of the lecturing staff at the Royal Military Academy Sandhurst.

John is Vice-President of Regal Exchange and works extensively in Africa, the Middle East, Europe and the USA. In 1998 he was appointed Visiting Professor to the University of Exeter, UK and he is now a Senior Associate for the National School of Government, an Associate of both the Warwick Business School and the Portsmouth Business Schools and a member of the faculty of the Defence Academy of the UK.

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