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Monash Masterclass: Negotiating with Procurement -Claiming & Creating Value

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Monash University Law Chambers

555 Lonsdale Street

Melbourne 3000

Australia

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Everyone will tell you that pitching to governments or large corporations is hard work, with low success rates, and low profitability. It needn’t be like this.

This Masterclass explores the theory and practice of how value is claimed and created in negotiations and its relevance to the procurement process. We examine how the “triple pitch” approach may offer an innovative solution.

Presenters:

Professor Anne Lytle

Professor Anne Lytle received her BSc from Cornell University in the field of Neurobiology and Behaviour, and both her MS and PhD in Organisational Behaviour with a specialisation in Negotiation from the Kellogg Graduate School of Management, Northwestern University.

Professor Lytle’s expertise spans a wide range of leadership related topics, including negotiation, conflict management, emotional intelligence, team effectiveness, managing people for high performance and neuro-leadership. She is passionate about sharing knowledge and creating learning tools to help leaders engage in successful behaviour change.

Professor Lytle brings more than 25 years of experience in negotiation consulting, training and research. As the Director of Lytle and Associates, Anne provided training and consulting to government, non-profit and corporate organisations in Australia and across the globe. She has taught at some of the world’s leading business schools, including the Kellogg Graduate School of Management at Northwestern University, The Melbourne Business School (University of Melbourne), the Australian Graduate School of Management (University of New South Wales), the Hong Kong University of Science and Technology, the Ross School of Business (University of Michigan), and now at The Monash Business School.

She has published in top academic journals and is the Past-President of the International Association for Conflict Management.

Chris Leptos AM

Chris Leptos is Professorial Fellow with Monash Business School specialising in negotiations and pricing. Chris brings 30 years of experience spanning government, professional services, infrastructure, mining, and resources. With a particular focus on government, he is a former Senior Partner of KPMG, and was Managing Partner Government at Ernst & Young - leading the firm’s public sector practice in Oceania. Chris was appointed Lead Negotiator for the Victorian Government to restructure the State’s energy supply arrangements when the carbon tax was introduced, and he has delivered negotiation training in professional services for over a decade.

Chris is currently Deputy Chairman of Flagstaff Partners and sits on the boards of PPB Advisory, Arete Capital Partners and IDP Education (ASX:IEL). He is a Governor of The Smith Family, and in 2000 was designated a Member of the Order of Australia for services to business and the community.

Chris is a Fellow of the Australian Institute of Company Directors, Fellow of the Institute of Chartered Accountants and Fellow of CPA Australia.

Monash Business School's Masterclass series brings together industry partners, alumni, and friends of Monash to explore next generation challenges. Held in major cities in Australia and overseas, Masterclasses are not only an opportunity to deliver thought leadership to the wider Monash community but are also powerful networking opportunities. Each Masterclass comprises registration at 5:30pm with welcome refreshments, a presentation of 20 - 40 minutes, followed by a Q & A. Whether delivered by an individual speaker or a panel, our Masterclasses aim to both inspire and entertain.

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Monash University Law Chambers

555 Lonsdale Street

Melbourne 3000

Australia

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