Fixed Courses - Effective Negotiations in Projects and Procurement
 | | General information | |
 | Dates and venues: 15 June-18 June. 2010 in Vienna, Austria |
| | Course registration information | |
 | Fee: USD 1475 per participant
Participants are responsible for cost of own airfare and hotel accommodations.
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 | Registration deadline: 14 June 2010 | | |  | This course is past deadline for registration. |
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| | However, we will be running it again on the following dates:
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| | Visa and travelling information | |
| | Venue and Accommodation:
HOTEL MERCURE SECESSION
Getreidemarkt 5
1060 Vienna
AUSTRIA
Tel: +43 1 588 38 152
Fax: +43 1 588 38 212
Contact: Mr. Thomas Fietzke
E-mail: thomas.fietzke@chello.at
www.hotelsecession.com/mercure
Rate: EUR 95 per night (incl. breakfast)
N.B. Cut-off date for rooms is 31 May 2010. |
| | Tutor profile | |
| | | Peter Adler <procurement.training@undp.org> | | Peter Adler has been a regular tutor on UNDP/IAPSO courses for the past many years. Today his main focus is on procurement negotiations where he tutors "Effective Negotiations in Projects and Procurement”.
As a tutor, Peter Adler draws upon his long experience within procurement in the UN system. His career within the UN began in 1979 when he joined the International Atomic Energy Agency (IAEA) in Vienna as Chief of its Field Procurement Section. From there, he was appointed in 1986 by UNDP/IAPSO in Geneva as its Senior Technical Advisor. In 1990, he became IAPSO’s Deputy Director and Director of the Division of Procurement Services in Copenhagen, Denmark. In spring 1998, Mr. Adler took over the function of UNDP’s Senior Procurement Advisor to the Assistant Administrator of UNDP in New York, which he left in May 1999 to temporarily assist the UNDP project for electrification of Northern Iraq, as its Chief of Procurement. Mr. Adler retired from UNDP effective 1 Jan 2000 and has since worked as an independent consultant.
Mr. Adler is a graduated physicist and holds a Ph.D. in Physics and Chemistry. In addition, he has graduated in Economics and Business Management.
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| | How previous participants rated this course | |
| | What is your overall evaluation of this training course?
| Excellent (66.04%) |  | | Good (31.13%) | | | Satisfactory (2.83%) | | | Poor (0%) | |
Are you satisfied with the practical arrangements for this course?
| Yes (83.02%) | | | No (16.98%) | |
Would you recommend this course to other personnel?
| Yes (99.06%) | | | No (0.94%) | |
Do you feel that the quality of your work will improve as a result of the course?
| Yes (100%) | | | No (0%) | |
What was the level of the training course compared to your expectations?
| More advanced (10.38%) | | | O.K. (88.68%) | | | More elementary (0.94%) | |
What is your evaluation of the course materials as training tools?
| Excellent (41.51%) | | | Good (46.23%) | | | Satisfactory (12.26%) | | | Poor (0%) | |
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| | Quotes from previous participants | |
| | "This course provides skills that can help the trainees improve their negotiation abilities"
"This training is not only for procurement personnel, can be recommended to anybody having been involved in negotiations"
"Now, I will pay more attention to body language, the kind of questions and most of all the Batna!"
"This training is good. Many of the ideas acquired from this training can be adapted to our daily routine"
"The interactivity involved made it a very profitable and excellent training"
"Experienced instructor with wonderful tactics"
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| | Designed for | |
| | This course is for staff members working in the procurement environment, who are new to negotiations and would like to be well-prepared before embarking into this field. Staff, who are already conducing negotiations but have never had any formal negotiation training, will also find this course educating. The course content and tools provided can be applied to negotiations with both internal and external partners. Requisitioners, technical experts, programme and project staff will also find this course valuable. |
| | Objectives | |
| | By the end of the programme, participants will be able to:
• To identify the negotiation objectives
• To develop and prepare a negotiation plan and strategy
• To understand the different components of the negotiation process
• To establish a positive and constructive atmosphere at the negotiation table
• To understand the essential skills necessary to be a successful negotiator
• To identify your own strengths and weaknesses at the negotiation table
• To understand and appreciate the impact different cultural backgrounds can have on verbal and non-verbal communication
• To enhance your negotiation skills through role-plays and by applying best practices
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| | Topics to be covered | |
| | - Defining negotiation and negotiation skills
- Characteristics of the negotiation cycle in projects and procurement
- Negotiation and supply positioning
- Preparing the negotiation process
- Assessing and understanding your own negotiation skills
- Choosing your negotiation team
- Developing a negotiation strategy
- The different stages of negotiation
- Win/Loose vs. Win/Win negotiations
- Distributive versus integrative negotiations
- Typical tactics and ploys
- Bargaining and persuasion techniques
- Trading and compromising
- Closing of negotiations and readying the agreement for implementation
- Intercultural factors
- Dealing with conflict
- Monitoring implementation
- Role plays and behaviour rehearsal
- Linking theory and practise
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| | Methodology | |
| | - The course is designed to be interactive. Participants will be working on challenging practical exercises and case studies as well as participating in role plays.
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