• Express your value proposition and how to leverage relationships to sell your ideas for change
• Learn to identify the issues, measure and range for each of the key issues in your case scenarios
• Learn to package your issues into Term Sheets for best, worst and middle case requests
• Diagnose your counterparties then select and practice negotiation tactics to get what you want

• Pre-work assessment
• Play a negotiation game to remind yourselves of the challenge of getting what you want
• Learn how the stages of negotiation drive the agenda
• Practice selected case scenario and gain personal feedback on how you are doing
• Continuous pacing through role-play, feedback and learning best practices to refine our expertise
• Learn the hurdles to implementation, assess your organisation and think what to do about it in the short and long term

Peter Nixon specialises in negotiation with an emphasis on dialogue and development. He is an international speaker, trainer and adviser to companies, governments, NGO’s and families around the world. Peter is author of bestselling books Dialogue Gap (SCMP “one of the best business titles published this century”), Negotiation, Mastering Business in Asia, The Business Developer’s Playbook and creator of NegotiatorCPA© (web app). He created the Dialogue Leadership Institute to connect internal and freelance users of Potential’s tools, books, apps & methodologies.

Peter has collected various academic recognitions from Bishop’s, McGill, Alberta, Leicester, Harvard and INSEAD. He is now a showcase speaker for leading universities and management institutes around the world and he has appeared on TEDx, CNBC, Discovery Channel, TV5, TVB, Media Corp.