IT Negotiation: Systems, Projects and Sourcing Contracts

Mandag, 26. november 2012 - 9:30 til Tirsdag, 27. november 2012 - 16:30

Introduction

In the fast paced and often changing and evolving world of information technology, deals need to be negotiated efficiently, resources allocated equitably, projects completed on schedule and budget, and issues resolved swiftly. It is not uncommon for divisions to clash with one another for example marketing committing beyond engineering’s capability or internal teams competing over resources, recognition and visibility.

Without cultivating strong skills across the organization, costs can be devastating and include:

  • Misunderstandings
  • Missed deadlines
  • Sub-optimal team performance
  • Useless blaming as opposed to constructive problem solving
  • Inefficient use of resources
  • Costs associated with conflict
  • Individual defensiveness and resistance
  • Obstruction to team productivity
  • Individual agendas and turf protection
  • Impaired group energy, drive and morale

IT organizations also need to be nimble in establishing profitable and synergistic alliances and partnerships such as with support services contracts with vendors. These often involve vendors and suppliers across the globe and invariably introduce a cultural component to the negotiations too. Due to this complex environment, IT organizations are well advised to cultivate people with highly sophisticated and advanced negotiation and dispute resolution skills.

Our course will be highly interactive and teach cutting edge theory, process, skills and techniques which will also involve role play simulations to allow for practice and coaching. This will equip IT professionals to negotiate optimally and efficiently both internally and externally, in the fast pace of the technology world.

Target Audience

IT professionals including VP’s, Directors, Managers, Project Leads and Business Development.

Objectives

Delegates will learn advanced process frameworks to generate an environment of collaboration, cooperation, effective group process facilitation, advanced communication skills, efficient conflict resolution processes and strong negotiation skills.

Course Content

By the end of the course you should improve in your ability to:

  • Turn Confrontation into Conversation
  • Change Unproductive Blame into Future Focused Problem-solving
  • Create an Environment of Collaboration as Opposed to Competition
  • Engage the Customer.
  • Negotiate and Manage Customer/Supplier/Vendor Relationships and Contracts.
  • Resolve Conflict
  • Work with Difficult People

 

Underviser:

Raphael Lapin er Harvarduddannet forhandlings-, mediations- og kommunikationsspecialist, der fungerer som forhandlingskonsulent og rådgiver for Fortune 500 selskaber og regeringer globalt. Hans kunder omfatter bl.a. AT&T, British Telecom, Child Health Corp of America, Estee Lauder (Kina), Government of Qatar, Microsoft Corporation, Northrop Grumman Corporation, Turner Construction, USAID, USA Air Force, US State Department, Yahoo! Inc., York International, Johnson Controls Inc., J&J (Kina).

Født og opvokset i Sydafrika, uddannet i Storbritannien og efter at have arbejdet i USA, Storbritannien, Europa, Kina, Sydøstasien og Mellemøsten, så bringer Raphael en international vinkel og kulturel forståelse ind på dette kursus.

Raphael Lapin har forhandlet kontrakter og løst tvister indenfor områderne immaterialret, byggeri, selskabs- & erhvervsret, ansættelsesret, patientrettigheder, fagforeningsmæssige spørgsmål, familieret samt konflikter, der involverer multinationale relationer, hvor kulturelle forskelle ofte spiller en central rolle. Raphael hjælper parterne med at finde kreative og innovative løsninger, der kan medvirke til indgåelse af aftaler med høj tilfredshed og hvor man samtidig kan bevare et stærkt fortsat samarbejde.

 

Praktiske forhold: 

Datoer: 26.-27. november 2012, kl. 9.30 - 16.30 begge dage

Sted: Hotel Radisson Blu Royal, Hammerichsgade 1, København

Pris: Kr. 11.700,-

Tilmelder I jer flere samtidig opnår I automatisk 10% i rabat.

Kurset gennemføres i samarbejde med Advokaternes HR.