GRX26 Theatre

In an industry rapidly embracing automation, AI, and digital platforms, technology is often positioned as the primary driver of transformation. However, in mining, technology is only the enabler — not the outcome. The real value is unlocked through human decision-making, alignment, and execution. This session explores the critical role of negotiation and influencing in ensuring that technological investments deliver their intended impact. From vendor selection and contract structuring, to cross-functional alignment and on-site adoption, every stage of the technology lifecycle depends on people making decisions, managing trade-offs, and driving change.

Drawing on the ENS global negotiation methodology, this presentation will highlight how structured negotiation and influencing capabilities can reduce risk, accelerate implementation, and significantly improve commercial and operational outcomes. In a sector where margins, safety, and sustainability are under constant pressure, the organisations that succeed will not necessarily be those with the most advanced technology, but those with the capability to align people behind it. Technology may set the direction, but it is negotiation and effective influencing that will ultimately determine the level of success.