KNOWLEDGE EXCHANGE Training FOR HIGHER EDUCATION

Blueberry TraininG

© Andrew Corcoran, 2022

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