PCC
 
 scivent

Global Deal Making: The Negotiations

Mission and Content

Effective negotiations skills are demanded of modern managers every working day, from settling disputes, optimising contract opportunities with suppliers and strategic partners to finalising budgets and retaining key staff.

This practical "Flagship" workshop has a 100% satisfaction rating from literally hundreds of global technology managers. It will focus on the essential skills and tools necessary to plan, conduct and implement wise, long-term and mutually beneficial “win-win” agreements on a professional and consistent basis.

Practical and well-structured sessions are supported with role-playing and case study analysis to both reinforce the principles and techniques whilst enhancing the confidence and capabilities of the participants.

To ensure optimum results, all role-playing scenarios are defined by the participants, taken from real-life challenges, ensuring that skills learnt and practiced can be applied within the shortest possible time-frame.

Participants receive a CD containing all lecture notes, support case studies and material, compressed media files of digital recordings of role-plays and a digital picture library of the event.

About the Speakers

Dr. Paul Charlton, PhD, CEO, PCC Paul Charlton Consulting, Garmisch-Patenkirchen, Germany. Upon graduating top of class with a degree in Molecular Biology and PhD in Biotechnology, Dr. Charlton moved swiftly into scientific sales and progressed rapidly into marketing and management positions. Having worked with a wide variety of manufacturers and suppliers to the scientific and hi-tech markets around the world, Dr. Charlton has established a proven track record within the industry as a highly competent sales & marketing professional. In 1999, Dr. Charlton founded PCC and now provides “off-the-shelf” and customised coaching events whilst satisfying an exhausting congress and seminar itinerary together with writing and MBA lecturing duties. Dr. Charlton is also visiting faculty at the prestigious Indian Institute of Management Bangalore where he teaches International Business Negotiation, Strategic Hi-Tech Sales and Management Development.

DAY 1 March 08, 2004

09.30
Registration of delegates, coffee

10.00 - 12.30
Strategic planning of negotiations

Paul Charlton (PCC Paul Charlton Consulting)

12.30 - 14.00
Lunch, coffee

14.00 - 16.00
Tactical analysis tools – planning for success

Paul Charlton (PCC Paul Charlton Consulting)

16.00 - 16.45
Coffee break

16.45 - 18.45
Power management, tactics and counter-measures

Paul Charlton (PCC Paul Charlton Consulting)

18.45 - 20.00
Break

20.00
Dinner

DAY 2 March 09, 2004

08.30 - 10.00
Global diversity – cultural flashpoints in negotiations

Paul Charlton (PCC Paul Charlton Consulting)

10.00 - 10.30
Coffee break

10.30 - 12.30
Scenario role-playing (national)

Paul Charlton (PCC Paul Charlton Consulting)

12.30 - 14.00
Lunch, coffee

14.00 - 15.30
Scenario role-playing (national)

Paul Charlton (PCC Paul Charlton Consulting)

15.30 - 16.00 Closing remarks

Discussion