KNOWLEDGE EXCHANGE Training FOR HIGHER EDUCATION
Presenting a Compelling Proposal and Securing the Deal
AIM
To help academics, research students and support staff to confidently present compelling research or commercial proposals that win support.
LEARNING OBJECTIVES
- Design project workload to identify potential choke points
- Plan a compelling pitch
- Prepare alternative negotiating positions
- Negotiate an agreement
DURATION
1 day
WORKSHOP CONTENT
Planning for implementation
- Common project management issues
- Planning workload to avoid bottlenecks
- Managing expectations
Developing the pitch
- Understanding your audience
- Rules of effective language
- Pitching
Getting ready to negotiate
- Importance of maintaining a win-win relationship
- Constructing a negotiable deal
- Bargaining tools and non-cash benefits
- Ideal, realistic and fallback positions
Securing the deal
- The bargaining cycle
- Handling objections
- Closing the deal