Master effective negotiation techniques to close even the most complex deals. Through interactivity and real industry case studies, delegates will discover how to plan negotiations, counter objections, and persuade with skill and confidence.
The course is highly participative, utilising a range of methodologies, including discussion groups and video analysis. Each delegate will have ample opportunity to discuss specific private capital negotiating situations and receive individual feedback.
Key topics include
- Defining an effective negotiation
- Planning effectively
- A.C.T.I.V.E. approach to negotiation
- Persuasion techniques
- Manage your body language and more
Format
In-person, London
Course Directors
Dr Janet Izatt
Janet is a Partner in consulting firm MaguireIzatt, a management consulting firm which helps business achieve sustainable growth through their commercial - buying, selling and supplier management - activities. She has over 20 years’ experience in sales, procurement and contract management practice in both the public and private sectors across industries and functions. She regularly delivers leadership, negotiation, commercial skills, strategy and innovation and supplier management programmes to a wide range of organisations. She has been a UK Private Capital Course Director for many years for both inhouse and open programme delivery of the Negotiation skills for the deal team workshop along with developing and delivering more bespoke programmes for UK Private Capital members.
Her clients have included British American Tobacco, Virgin Atlantic Airways, Parcelforce Worldwide, Research Council UK Shared Services Centre Ltd, Environment Agency, Royal Mail, London Underground, Transport for London, Direct Line, SKF, ERIKS and Oxleas NHS Foundation Trust. She has worked extensively across functions and levels always receiving warm praise and highly positive feedback for her ability to engage workshops participants through her flexible and interactive style and her ability to help people make connections and link messages and information to their own world.
She has PhD from Warwick Business School (WBS) for her behavioural science research on public tender bid evaluation and an MBA from Lancaster University. She has taught on undergraduate and postgraduate modules at WBS for the marketing and operations groups. Her research interests are in judgement and decision marketing in business-to-government (B2G) and business-to-business (B2B) markets.
Rob Maguire
Rob is a highly experienced management consultant with 30 years of extensive purchasing, sales and business experience across a wide range of industries and sectors. He has built a successful consulting business specializing in procurement, sales and commercial management which has seen continued year on year growth for the past 15 years.
Prior to establishing his own business Robert worked for management consulting firms Price Waterhouse and Ernst &Young and held senior operational roles in leading international firms including household product company Reckitt & Colman (now ReckittBenckiser) where he was European Purchasing Manager; power tools company Black& Decker; and automotive companies Rover Group and BMW.
