MASTERCLASSES

PS-GRADUAES 2014/2015

NEGOTIATING IN BUSINESS
14 MARO PORTO BUSINESS SCHOOL

SPEAKER
PAUL HAZELL
Co-founder and Director of PITHON Limited
Paul has worked as a consultant for more than 20 years, specialising in the
human aspects of change and the consultancy, training and coaching
needs that enable people to improve their performance.
Passionate about performance improvement, Paul is an energetic
facilitator, coach and trainer who believes that learning must be active and
participative to be effective. Recognising the need to apply learning in the
workplace, he also works with clients to help them improve and evaluate
performance; and in this respect has conducted evaluations of change
projects and training and is an executive coach.
Amongst the many organisations for whom Paul has worked are Unilever,
Glaxo SmithKline, PricewaterhouseCoopers, Nokia, Barclays, Superdrug,
First Choice, HSBC, Norwich Union, Leica, Tui Travel, KPMG, Smit,
Epson, SCA, Shell, TNT, Ernst & Young and British Airways. He has
worked with businesses in industries including consultancy, telecoms,
pharmaceuticals, banking, retailing, travel, insurance, manufacturing,
professional services, maritime services, insurance, energy and
transportation.
Having previously worked in international banking for more than 20 years,
Paul has business experience in the fields of International Trade, Foreign
Exchange and Corporate Finance. Paul is a member of Visiting Faculty at
Rotterdam School of Management at Erasmus University and the
International Executive Education Institute at The American University in
Cairo. He has taught on management development and HRM programmes
and has wide training experience particularly in the fields of trainer training,
negotiation skills, sales skills, coaching and management.
Paul holds a Masters degree in Training and Development. With
experience in Europe, the Middle East, Africa, Far East, Australia and the
USA, he has lived in Australia and the UK and today resides in the South
of England. Paul is a native English speaker.

OBJECTIVES
To introduce the concept of business negotiation and explore its benefits and challenges as a way of
working with other parties whose needs are different to our own.

MASTERCLASSES
PS-GRADUAES 2014/2015

NEGOTIATING IN BUSINESS
14 MARO PORTO BUSINESS SCHOOL

OUTLINE
8 STEPS
Complete styles
questionnaire

Questionnaire to be used to identify participants preferred negotiating styles.

A world of
negotiation
spidergrams

Participants work in groups to identify a range of parties with whom business

people have interactions on a day by day basis.

Exercise
Stonehenge

An exercise in four teams where teams have to build a replica of Stonehenge

within a limited time and budget:
o Briefing
o Team preparation
o Build Stonehenge
o Debrief.

Behavioural
Strategies

Four key approaches people take when seeking to obtain what they need from
others. Discussion session linking back to the behaviours used in
Stonehenge and bringing out:
o A working definition of negotiation;
o The key ways of eliciting movement in negotiation.

The Three Channels

of Human
Communication

Based on the work of Prof. Albert Mehrabian:

o Mehrabians Three Channels of communication;
o Elements of Body Language- cultural differences;
o Using just two of the three Channels group exercise.

Revisit spidergrams

For each relationship, estimate likely levels of difficulty and why link to
opportunities to negotiate.

Score
Questionnaires

Link to Behavioural Strategies to see the range of styles and where you see
yourself. Link into the three ways of obtaining movement the essence of
negotiation.

Practical Tips

Some practical guidelines for obtaining more successful results in future

negotiations

MASTERCLASSES
PS-GRADUAES 2014/2015

NEGOTIATING IN BUSINESS
14 MARO PORTO BUSINESS SCHOOL

BENEFITS
By the end of the session, participants will be able to:
1. List ways in which opportunities to negotiate arise in business situations;
2. Explain how negotiation differs from other ways of achieving a desired outcome;
3. Identify the behaviours and skills required to negotiate effectively;
4. Describe the implications of their own natural negotiating style and identify ways in which they
could improve their effectiveness;
5. Explain ten key ways to increase the probability of achieving a successful deal and ten key
reasons why negotiations fail.