Negotiating with Integrity

Personal Development

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Having effective negotiation skills has become a vital part of your personal toolkit.


Achieving best outcomes for all parties involved with a win/win approach is desirable for most businesses today, if they are looking to develop and build long term relationships. This programme will look at how to effectively reach such outcomes where everyone can walk away having found the best mutually acceptable compromise.

This programme will provide a proven process that gives you the skills to be hard on the issues or problems and easy on the people.


Team leaders, supervisors, managers and individual contributors who need to reach successful outcomes where all parties feel like winners

Sales teams who need to protect their margins without upsetting their customer relationships

Anyone who feels that they have been taken advantage of, or who is struggling to get what they want from people whose help they need.


The programme is based on the concept of Principled Negotiation that enables negotiators to reach good outcomes while ensuring that their ongoing relationships can be protected and enhanced.

  • How to separate the people from the problem and be hard on the problem and soft on the people
  • Interests and objectives behind positions, and the difference between positions and interests are examined and explored
  • Different types of interests and how best to deal with these, for everyone’s benefit
  • Creative option creation and evaluating alternative options and how they meet different interests
  • Dealing with situations where interests are opposed, such as price negotiations
  • How to negotiate when your situation is weak


  • Understanding the difference between bargaining and negotiation
  • Identifying shared, opposed and differing interests
  • Develop creative solutions that address the interests of both parties
  • Countering negative or challenging negotiating tactics
  • Reach sustainable agreements that both parties are happy to live with
  • Applying this knowledge and skills to planning effective negotiations

This is a high impact and participative course incorporating a wide range of deliberate accelerated learning techniques including role simulations, scenarios, scripting and group discussions. Attendees will work on their actual real examples of negotiation situations so that they can practice the application of the skills in a safe environment before needing to use them in practice.


Two days


Harry Fox

Harry Fox brings over 25 years of senior management experience, working with both national and international companies.

In New Zealand, Harry has been actively involved in the training and development field specialising in a wide range of senior management, leadership, sales and marketing based roles.

Harry’s knowledge and experience in sales and management are a real plus in his true calling – training, coaching and mentoring. He has a natural empathy and very genuine desire to help people in achieving their full potential.


Course Dates

Dunedin 22 - 23 August 2019 09:00 am - 04:30 pm OSEA, 16 McBride Street, South Dunedin


$ 975.00 + GST for members
$ 1350.00 + GST for non-members

NZTE Voucher

This workshop has qualified the NZTE Capability Development voucher programme
Regional Business Partner Network event reference OSEA448

Small and medium size businesses may qualify for vouchers to help pay for services such as training workshops, courses and coaching that build the management capabilities of their owners, operators and key managers. Approved businesses will receive a voucher for up to 50% of the course investment fee.

For more information on the NZTE Capability Development voucher programme or to find your local Regional Business Partner please visit


To View Otago Southland Employers' Association Terms and Conditions please click here.

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