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Negotiation and Influencing skills workshop

Event Details

Event Date: 

Tuesday, August 8, 2017 to Wednesday, August 9, 2017




$800 plus GST

CAUL (Council of Australian University Librarians) has extended an invitation to IT staff from CAUDIT member institutions to participate in their Negotiation and Influencing skills workshop.

This is a highly valued experience with over 146 library/IT staff having attended in the past.

You negotiate every day with library users, staff, the university hierarchy, clients, suppliers, co-workers, and associates. Despite the importance of negotiation, however, few of us have systematically applied our training and experience in order to negotiate more effectively. As a result, we often enter negotiations without proper preparation, and are forced to react to the other person or struggle to maintain our position.

This workshop will allow you to examine different ideas and assumptions about negotiation, and to bring your experience and knowledge to bear on these ideas and assumptions. The workshop will also allow you to experiment, in a low risk environment, with negotiation techniques that deal with difficult situations and behaviours. We will identify, examine and analyse the successful techniques, and think about how to use them in specific contexts.

We will work with you to develop techniques that will assist you to more consistently achieve “good” results in a way that will protect you from hard-nosed or unscrupulous bargainers, yet still allow you to maintain important relationships without being taken advantage of.

This is a skills development workshop.  Participants gain a greater insight into negotiation and improve their skills more efficiently through experimenting and discussing than through observing and listening. As a result, there will be few lectures (in the traditional sense) in this workshop. Instead, you will be asked to participate in a number of role plays. We will then discuss the role-plays to try to determine which techniques worked and which did not, and why, and then to identify the techniques and skills that people may want to use and develop further.

The optimum size of the workshops is 20-26 delegates.  This allows a good range of interaction between the delegates.  It is also useful if delegates are at manager levels and above, including university librarians, those most likely to be undertaking real negotiations within your institutions.  Note, though, that the workshops deal with the principles and practice of negotiation, with case studies & role plays.  Although we have included work-based examples, this is subordinate to the broader negotiation practice.

The fee for the two days is $800 (plus GST).  It includes arrival coffee, lunch and morning & afternoon teas.

Travel and accommodation are not included, nor is dinner on the Tuesday evening.  Should enough delegates express interest in a group dinner, the CAUL Office will do its best to arrange.

Registrations are now requested, with a first due date of April 30.  Institutions are asked to register as many delegates as they wish on the one form, but the first only will be confirmed until after the April 30 cut-off date.  Should there still be capacity, second and later delegates will be allocated up to the maximum of 26.

Invoices will be issued following confirmation of registrants in June 2017.

Further information can be obtained by contacting Diane Costello, Executive Officer, CAUL

Expressions of interest close 30th April 2017