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Save the dateFebruary 3 - 17, 2021 (GMT+8) Add to Calendar
Organizer
Organizer
Organizer: ANZCHAM Advanced Learning Academy (ALA),
Contact Person: Van Robles
Event Details
Event Details

The ANZCHAM Advanced Learning Academy (ALA) partners with Austrade and the Macquarie Business School to bring to you the "Advanced Negotiation Skills" Course.


This will be an intensive 6-hour training session on 3, 10, 17 February 2021 to be delivered via Zoom. The 'Negotiating and Resolving Conflict' was designed and developed by Dr Andrew Heys on behalf of Macquarie Business School as part of the Global MBA.


Below is the detailed description of the 3-session module.

Three-Module Program
Three-Module Program
  • Day 1

    February 3, 2021

  • 10 AM - 12 PM

    From ‘Knowing to Doing’ – Sharpening Your Skills

    From ‘Knowing to Doing’ – Sharpening Your Skills

    Day 1 | 3 February 2021 | Wednesday | via Zoom
    The renowned 20th century psychologist Erik Erikson once said that ‘the more you know yourself, the more patience you have for what you see in others’. Eriksen’s words ring true for negotiators; it is crucial that negotiators come to know their own “hot buttons” and to be self-aware - of values, biases, beliefs and the effect of certain behaviours. In this module you will be introduced to several methods of self-assessment to help you gain that self-awareness. One of these tools will help you id...
    The renowned 20th century psychologist Erik Erikson once said that ‘the more you know yourself, the more patience you have for what you see in others’. Eriksen’s words ring true for negotiators; it is crucial that negotiators come to know their own “hot buttons” and to be self-aware - of values, biases, beliefs and the effect of certain behaviours. In this module you will be introduced to several methods of self-assessment to help you gain that self-awareness. One of these tools will help you identify what is called your ‘conflict style’. By completing a self-assessment students will become aware of, and then consider the likely implications of, their preferred conflict styles on their interpersonal effectiveness. To add context and aid discussion you will review several organisational cases that highlight how a lack of self-awareness can lead to unresolved organisational conflicts and can have serious consequences on careers and on healthy organisations.
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    10 AM - 12 PM

    Managing The Three Negotiations: Content, Process and Relationship

    Managing The Three Negotiations: Content, Process and Relationship

    Day 2 | 10 February 2021 | Wednesday | via Zoom
    Within every situation labelled “a negotiation” there will often exist a number of ‘subordinate’ negotiations that must be successfully navigated to achieve a successful outcome. In addition to the stated negotiation agenda - the topic at the centre of the discussion - we can identify two other negotiations. Firstly, there is a negotiation that takes place around the parties’ current or future relationship, and secondly, there is a negotiation that takes place around the process that will be fol...
    Within every situation labelled “a negotiation” there will often exist a number of ‘subordinate’ negotiations that must be successfully navigated to achieve a successful outcome. In addition to the stated negotiation agenda - the topic at the centre of the discussion - we can identify two other negotiations. Firstly, there is a negotiation that takes place around the parties’ current or future relationship, and secondly, there is a negotiation that takes place around the process that will be followed. While these subordinate negotiations are clearly very important, they are often largely ignored when negotiators are planning. In this week’s session you will learn about what are called “the three negotiations” - content, process and relationship. You will learn how to identify process problems in negotiation and how to bring a stalled negotiation back on track. You will learn how to build trust in negotiation and how to preserve or enhance your relationship with your negotiation counterparts without compromising your own interests
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    10 AM - 12 PM

    When Context Matters – Negotiating Across a Cultural Divide

    When Context Matters – Negotiating Across a Cultural Divide

    Day 3 | 17 February 2021 | Wednesday | via Zoom
    How should negotiators adjust their approach when working across a cultural divide? We address the critical question of culture this week and look at a number of key issues faced by negotiators when working across cultures. You will learn how cultural values manifest as different expectations and in communication differences in negotiation. You will learn about how to read a room for subtle messages. You will also learn about the concept of ‘saving face’ in negotiation and its importance and how...
    How should negotiators adjust their approach when working across a cultural divide? We address the critical question of culture this week and look at a number of key issues faced by negotiators when working across cultures. You will learn how cultural values manifest as different expectations and in communication differences in negotiation. You will learn about how to read a room for subtle messages. You will also learn about the concept of ‘saving face’ in negotiation and its importance and how to adjust your style to account for cultural differences and ambiguous situations.
    view more
How You Will Learn
How You Will Learn
  • Over the duration of your course, you will participate in online learning and live workshops utilising a custom built platform for your learning. You will also take part in e-learning independently and with your peers to embed learning.
  • Virtual workshop sessions bring a real-time, social learning environment, where you can share and learn from your peers and your expert facilitator
Meet the Professor
Meet the Professor
  • Andrew Heys BA (Hons) (Macq), MIntS (Hons I) (Syd), PhD (Macq) (Senior Lecturer at Department of Management at Macquarie Business School)

    Andrew Heys BA (Hons) (Macq), MIntS (Hons I) (Syd), PhD (Macq)

    Senior Lecturer at Department of Management at Macquarie Business School

Tariff
Tariff

Early Bird Discount ticket

Avail of the early bird rate until 31 December 2020

Regular ticket

₱14,000

All participants will receive a Digital Badge from the Macquarie Business School

Who Should Attend?
Who Should Attend?

Professionals who are pursuing a career in marketing, consulting, financial services, entrepreneurship, and other areas that require skills in bargaining, persuasion and influence, including:

  • All managers, from frontline to senior levels
  • Sales and procurement Managers
  • HR and IR practitioners
  • Team and project leaders
Got Questions?
Got Questions?

For inquiries, please email communications@anzcham.com and look for Van Robles, Business Development and Communications Manager

Sponsors and Partners
Sponsors and Partners