Most observers agree that trust and openness are key requisites (among others) for successful partnering arrangements. However, when we have asked participants on a wide range of workshops to list three people who they trust completely, it is very, very rare for anyone to include a business colleague in their list. This highlights the first significant challenge to the successful implementation of partnering agreements.

All behaviour is driven by 'values'. Therefore, the more able we are to identify and work with (rather than deny) these deeper values, the more likely we are to be able to create the levels of respect, trust and understanding that are necessary for truly effective partnering. Values can be defined as ...

There is often a significant difference between the 'Espoused Values' (the values that individuals, teams and organisations say they stand for) and the 'Values in Action' (the values that must be in place for the observable attitudes and behaviour to be explained). Focus on this difference will enable teams to identify real issues rather than merely addressing the symptoms.

The purpose of this workshop is to provide a cost effective training/development strategy leading to the successful achievement of Partnering Skills objectives, which may include...

• To improve relationships with customers and suppliers; eliminate 'us & them' mentality

• To develop partnering relationships with suppliers

• To better understand the client situation and needs

• To improve influencing and persuasion skills

• To improve negotiation skills; improve managing under-performance with suppliers.

Our aim is to help you align the following elements:

• Client group's existing level of knowledge and expertise

• Current theoretical best practice

• Additional practical tools to provide the critical "how to's"

Our process encourages participants to get underneath the usual surface symptoms and to begin to address the underlying issue. This is especially important if there is a lack of 'track record' with the proposed partner or, indeed, a history of mistrust.

The following elements will be included in the workshops to ensure participants have sufficient depth of understanding to initiate and maintain partnering relationships...

• A simple framework for creating mutually beneficial goals and outcomes.

• Methods of gaining better understanding of other peoples' positions, perceptions and 'mind-sets'.

• Ways to identify and work with the underlying values systems in place so that all parties are able to get what they really need from the relationship.

• Creating a framework within which all partners recognize the contribution and value generated by each other, establishes that each party understands what the partnering agreement is expected to deliver, and sets realistic expectations to ensure that efforts are focused on measurable outcomes.

• A structure for negotiation between all significant parties so that conflicts can be identified early and then resolved as they arise.

• Understanding feedback as a major tool for increasing effectiveness

• Reference questions for post-workshop use.

To provide participants with the opportunity to practice the various skills, to gain experience over time, and to minimize disruption to the work schedules, the programme is designed to be delivered as three 1-day workshops spread over a six/eight week period:

• Partnering - UK Government summary of best practice

• Negotiation - Harvard Negotiation Project 7 Elements Model

• Tools - Models and techniques developed within the fields of Neuro-Linguistic Programming (NLP) and Systems Thinking

• Values - Research by Dr Clare Graves covering the development and impact of human value systems

This programme is normally run on a custom-designed basis for client teams, or organisations involved in establishing or maintaining partnering relationships.

Contact us for further details.