Learn negotiation as a structured process, along with the tricks, tactics and moral dilemmas of a successful negotiator.
This practical and interactive session will look at negotiation as a process including preparation, the negotiation itself, tactics and tricks, along with your assertiveness and demeanour. Malcolm always presents an informative and amusing session that will inspire attendees. This session includes: Introduction to negotiation The management skill box Moral dilemmas The decision to negotiate Preparation Negotiation as a structured process Telling the truth (always?) Tactics and tricks Assertiveness and demeanour The close
Malcolm Smith has a modern and cutting-edge knowledge of manufacturing industries, working at divisional and board level for Dow Chemical, Ascot, Low & Bonar, Britton, Courtaulds, Rexam and Inmos.
He has a proven and demonstrable track record in profit turnaround in medium to large PLCs. His European experience is extensive, having made acquisitions in Denmark, Germany, France, Holland, Spain and Italy and managed large and complex multi-national Groups.
In recent years Malcolm has mentored CEOs and Managing Directors on a one to one basis, as well as training and coaching more formal groups, around the emotional issues in running a business. Malcolm is an exceptionally powerful thinker, and has succeeded in releasing the power of hemmed-in professionals and eliminating the fear which seems to surround most business professionals these days.
