Multi-Party Commercial Negotiation in Major Deals

Course Overview

Managers are promoted for competence and then judged on multi-party commercial negotiation, which nobody trained them for. Most failures in the organisational leadership capability trace back to a conversation someone avoided having. The most reliable predictor of sound this strand of organisational leadership is whether anyone reviews it when nothing has gone wrong. Plans for multi-party commercial negotiation often fail at the handover point between functions. Participants test their assumptions about the organisational leadership capability against scenarios designed to break weak ones. The course covers the practice within organisational leadership at the level of detail needed to act, and stops there. They leave able to brief senior management on multi-party commercial negotiation in terms that support a decision. The material serves both public bodies and commercial organisations dealing with this part of organisational leadership. The programme closes with an action plan for the practice within organisational leadership that each participant writes for their own organisation.