NEGOTIATIONS - Key Persons
Bernie Van Niekerk provides off-the-shelf and customised training and personalised management development programmes and coaching relating to leading edge practices in the extended supply chain.
Bernie has advised and trained many leading organisations in a variety of industries on World Class Procurement, e-Procurement, eB2B, e-Logistics, Strategic Sourcing, Supplier Management and other leading concepts within the supply chain. Companies advised include BHP Billiton, Hewlett Packard, Siemens, GSK, Toyota. Bernie has trained hundreds of senior procurement professionals at many major organisations.
A pioneer in e-Procurement, Bernie was responsible for creating South Africa's first e-Procurement exchange. He also served as the COO of an international e-Procurement service provider's African Operations and oversaw the creation of seven e-Procurement service providers throughout the African Continent.
At Ernst & Young Management consulting he successfully created and managed the company's Sourcing and Supplier Management consulting area. Bernie was responsible for creating the South African World-Class Procurement methodology in this practice area and oversaw many successful implementations. In addition to consulting and training engagements, Bernie is a regular speaker at industry conferences. His speaking engagements have included:
Speaker at 12th Annual IFPMM (International Federation of Purchasing and Materials Management) World Congress - October 2002 - "Does e-Procurement enable Strategic Sourcing or vice Versa?"
Chairman of 8th Annual South African Purchasing Symposium. Bernie was asked to chair the conference and spoke about: "New Developments within the supply chain management: What does the future hold for the buying function" and "Collaborative Process Redesign: Taking Supplier Relationship Management to the next level." Speaker at Gartner Group - The Future of IT Convention -Implementing E-Business and Preparing for the Next Wave
Speaker at ICM e-Procurement Conference November 2000
Speaker at ICM e-Government Conference 2000-Electronic Government. The use of online Technology to Create Free and Fast Access to Government Services
Job Titles:
- Negotiation Expert
- Professional
Professional Experience Calum has consulted to some of the world's largest companies. He has assisted in closing international sales deals worth over $500M. Prior to becoming a Negotiation Exp...
Deon Basson has been involved in negotiation and selling for 19 years, specialising in Corporate IT Solutions. Operating primarily in Europe and Africa, he has a particular understanding of sales and negotiation in cross cultural contexts.
Deon holds a B.Sc Honours (Information Technology) and an MBA specialising in Business and Technology alignment. He is currently completing a PhD focusing on the role of technology in understanding people.
In addition to his strong systems background, Deon advises clients on the importance of the Human Element in any sale or negotiation. He assists his clients in better understanding the roles their teams, clients, partners and suppliers teams play - at and away from the negotiation table. Personality and thinking preference profiles are regularly used, to share a perspective on negotiators' and teams' unseen habits. Experience in Strategic Client Management and Customer Relationship Management (CRM), have fuelled and informed Deon's focus on the human element.
Deon's consultancy expertise is sought in collaborating with clients in creating a corporate negotiation capability. This usually starts with creating or redesigning a sales or negotiation strategy.
Deon frequently speaks at seminars, where he draws interesting parallels between the human element, strategy and technology in business negotiations.
Job Titles:
- Director of the Center for Negotiation
- Professor of Management
- Specialist
Dr. Michael Benoliel is a specialist in senior level negotiation, and is well respected amongst leaders in the realm of negotiations worldwide. Dr. Benoliel is the author of the newly published book entitled "Done Deal: Insights from Interviews with the World's Best Negotiators" (Platinum Press, 2005). The book is based on his personal interviews with some of the world's best negotiators in business, diplomacy, labour, sports and law. His recent media interviews and appearances in the United States include:
Bloomberg Television
CAN TV Channel 21, Chicago
BusinessWeek
The Deal: The Cincinnati Enquirer
The Washington Diplomat
The Wall Street Radio Network; National Public Radio (NPR)
Voice of America; WNTN Boston; Metro Radio Netrwork
WXRK New York; Florida Radio Network; and Business Talk Radio Network
Dr. Benoliel is the Director of the Center for Negotiation located in Potomac, Maryland, USA. In his 20-year career as a management consultant and corporate trainer, he has provided consulting and training services in Effective Negotiation; Strategic Planning, and Leadership to organisations in the United States, Africa, and the Middle-East. Dr. Benoliel received his doctorate in Human Resource Development from The George Washington University. His doctoral dissertation was selected as a finalist to the Donald Bullock Award and in 1991 he received the Special Achievement Award from The American Society for Training and Development (ASTD, D.C. Chapter).
As a university professor of management, Dr. Benoliel's more than 15 years experience include teaching Conflict Resolution and Effective Negotiation in the MBA Program at The Johns Hopkins University, and in the Executive Program at the University of Maryland University College. His students nominated him several times to the Best Teacher Award. Dr. Benoliel has presented in numerous national and international conferences.
For many years, firstly in retail and corporate banking and subsequently in internal and external consulting, Ian has developed his expertise in the areas of negotiation, sales, leadership and project management. Ian retains a passion for developing people and best practice in a wide variety of organisations and industries.
Recently Ian was instrumental in enabling a major pharmaceutical company to streamline and renegotiate their distribution network across Europe. This set the scene for growth and the achievement of savings of several million Euros. This project involved training and facilitating negotiating and support teams through all stages of the negotiation deal cycle.
Ian is at home working with all levels of teams and executives to identify the needs for training, define the requisite training approach and then deliver improved performance. This involves a mix of needs analysis, customising of solutions, training and coaching, assessment and review.
Ian works with clients across Europe, Africa, Asia, Far East, USA and the Middle East.
Ian holds a degree in Psychology, and is an associate consultant with the Rotterdam School of Management at Erasmus University.
Although Jose drew early inspiration from the Harvard Project on Negotiation as director of the International Negotiation Program at the UPB University in Colombia, his further research and commercial experience with sales, procurement and various levels of management and executive clients has broadened and enriched his approach and style. Comments we regularly see from Jose's clients include how his programs are high impact, real to life, opened their eyes in self realisation, and focused on their current commercial needs.
Negotiation training is a passion for Jose Ignacio and he has been proud to bear witness to those clients who have consistently applied the concepts of his negotiation teachings, as they change the way they think about their business negotiations and reap greater business and personal rewards as a result. Since 1991 Jose has trained more than 8,500 negotiators in his work with more than 200 companies.
Paul is passionate about negotiation and has worked as a trainer and coach in this field for more than 20 years. As an independent consultant, Paul has worked with clients across many industries including retail, pharmaceuticals, telecommunications, travel, manufacturing, finance, insurance and the public sector to build their negotiation capability.
Paul holds a masters degree with distinction in Training and Development. Recognition for Paul's subsequent successful design of a training program resulted in a National Training Award. He is known for his energetic and highly interactive style and believes that to be useful and complete, learning must be active and practical, while being founded upon sound research and established principles. He plans and delivers training that maximises participants' learning and practice. Paul is an Associate of the Chartered Institute of Bankers, a Member of the Chartered Institute of Personnel and Development and a qualified MBTI practitioner.
When working with clients to identify their training needs and prepare for negotiations, Paul draws upon systems thinking, psychology and competence analysis combined with a practical understanding of the challenges and constraints that affect negotiators in the live business environment. This powerful combination enables negotiators to create and claim value in ways that they had not previously considered. By challenging the client's thinking in a supportive way, he helps them to widen their awareness and identify practical actions that they might otherwise not focus upon.
His own negotiation experience began during his career in international banking when he worked with corporate clients on multi-currency deals, financing international trade and later, trained corporate bankers to package and negotiate deals themselves. With a total of more than thirty years business experience across Europe, Asia, the Middle East, USA and Australia, Paul has valuable cross-cultural experience and a practical understanding of business that ensures that he quickly understands the issues facing his clients.
Job Titles:
- Sales Negotiation Specialist
Paul Kinsella is a sales negotiation specialist with experience across a diverse range of industries. Paul has been instrumental in assisting sales teams transform their performance and boost profitable results. He enjoys putting his skills to use in first understanding a client's needs, and then customising training solutions to meet and exceed client expectations.
Paul is able to seamlessly draw from and integrate The Negotiation Experts' Value Creation Framework⢠together with whichever of the popular sales methodologies his clients have chosen. Equally comfortable leading sales team training and individual one on one work, Paul also delivers retail and other B2B sales training programs covering all parts of the sales cycle.
Paul is comfortable working at all levels of the sales team from BDMs to Sales Directors. Consultancy services include working shoulder to shoulder with clients in closing large challenging deals, and assisting clients in designing effective performance and reward systems. His training style is described by clients as entertaining, humorous, challenging and highly relevant to their ongoing challenges. Paul creates an interactive environment where participation is very high. This encourages participants to learn by experience and also take ownership of and actively employ their new skills.
Paul holds an MBA from AGSM and is a NLP Trainer and Advanced Master Practitioner. Paul is originally from Ireland, and moved to Australia in 1988.
Phil Cohen is an accomplished trainer, mediation and dispute resolution practitioner and consultant specialising in the fields of Negotiation, Facilitation, Mediation, Fact-finding and Arbitration. Phil brings with him over 44 years experience in the field of Dispute Resolution and Labour Relations at international board level with particular emphasis on the handling of labour disputes and the design of corporate dispute resolution systems. Phil has also had considerable experience in the resolution of sports disputes.
He has enjoyed his many years of extensive experience in conducting industrial and commercial negotiations in South Africa, Japan, Europe, USA and now Australia.
Phil is a Senior Commissioner at the South African Commission for Conciliation Mediation and Arbitration, past vice-chairman of the Board of Trustees of the Independent Mediation Service of South Africa and served for a number of years as a member of the Witwatersrand University Graduate Business School Advisory Committee on the Certificate Program in Industrial Relations. Since 1998 he has designed and presented the Conflict Resolution, ADR, Negotiation Skills, Facilitation Skills and Mediation Skills modules on Pretoria University's Diploma in Conflict Resolution. During 2005 he was appointed by the International Labour Organisation (ILO) to train seven member countries in the Philippines and South Pacific Islands in the field of Conflict Resolution.
Phil served as Group Human Resource and Industrial Relations Director to the multi-national PG Glass Group of Companies for 23 years during which period he acted as chief negotiator for the glass industry for many years. Prior to that time he spent a further 22 years in the fields of marketing and consulting engineering.
Professional Experience Phillip Tanzilo is an award-winning keynote speaker, author, Negotiation Expert, and an expert in organizational development. He has designed, facilitated, and project...
Job Titles:
- Associate Professor of International Business at the Aarhus School of Business
- Professor
Professor Rajesh Kumar is an Associate Professor of International Business at the Aarhus School of Business in Denmark where he is currently teaching courses in International Negotiations and Intercultural Competence. Professor Kumar holds a Ph.D in International Business from New York University and has taught at Pennsylvania State University and at Babson College in the United States and in numerous institutions in Europe.
Professor Kumar's research focuses on understanding the role played by emotions in negotiations; the dynamics of cross cultural negotiations; and the management of strategic alliances. Rajesh Kumar has published widely in top tier international journals and continues to maintain an active research agenda. Rajesh Kumar is currently working on a book focusing on the challenges of doing business in India.
Richard is a professionally qualified and vastly experienced international learning and development specialist, who has proven ability in the design and delivery of negotiation learning solutions in response to clients' need for innovation and Return on Investment. Richard has designed and delivered negotiating skills training for many years in the banking, engineering, pharmaceutical, transport and aviation sectors to name a few.
Richard's negotiation skills training is tailored to the specific requirements of the target audience and the department or function they represent. These have spanned sales, procurement, legal, compliance or senior leadership, across a comprehensive range of clients and industries.
Richard uses blended learning tools wherever possible to achieve maximum effectiveness and cost efficiencies and practical negotiation role plays are an integral part of the negotiation courses he delivers.
Drawing on his successful previous career in corporate finance sales, corporate credit risk and corporate learning, Richard's development and delivery of negotiation training solutions for international clients have resulted in positive behavioural change by participants leading to enhanced business performance. In his roles as Regional Training Director and then Head of International Training for a major multinational company, Richard worked with fellow directors and other senior stakeholders to develop and deliver training programs that successfully met the long-term strategic objectives of the company.
Richard holds a number of diplomas from the Training Foundation, including Blended Learning and Training Design and Development and is an Associate of the Institute of Financial Services.
Richard is a dynamic trainer and excellent communicator, with a flexible style that achieves goals through close attention to client needs, thoughtful analysis and inspirational leadership. Colleagues and clients regularly comment on how engaged they felt by Richard's delivery style and how much they enjoyed his humour.
Steve Jones is arguably the UK's leading FMCG negotiation trainer and coach. Steve specialises in negotiation between sales and procurement in the Retail sector, with special focus on wholesalers and large chain retailers. Steve works at all levels up to Chief Executive.
The hard hitting lessons Steve shares with his already experienced delegates are made enjoyable through his sense of humour and supportive style. Steve's understanding of and practice in advanced change methods ensures that behaviour and capability changes last.
Steve possesses the prized perspective of having worked directly in senior buying and selling roles in the FMCG sector, across a number of organisations.
Steve's personal direct negotiation experience includes:
Sales Director for an American frozen food manufacturer
Buying Director for WH Smith
Starting, running and later selling a food brokerage company
Leading a management buy-in and turn around of a confectionery company
Senior buying roles in Sainsbury, Tesco and Safeway
Steve is a Master Practitioner in NLP and holds a diploma in business performance coaching.
Steve currently is enjoying training and coaching the commercial teams of the UKs leading retailers and manufacturers.
Vaughan has worked with some of the world's leading brands, spanning various industries, including FMCG, Engineering, Financial Services, Packaging, and Oil & Gas. Vaughan is proud of th...