Negotiation Skills Course

Negotiation Skills Course

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This negotiation skills course is essential for anyone who is wanting to achieve positive outcomes in a range of business interactions. When you understand how to negotiate effectively, you can plan and achieve better outcomes in every situation. In this negotiation skills course the social and psychological aspects of negotiation will be covered to ensure that you are prepared to achieve the best outcome possible.

Relationship management is central to business success and yet this is often fraught with risk rendering relationships unpredictable, particularly in a competitive environment. In business, people are seeking to identify prospects for value creation and allocation, confront and address diversity, address conflict, fairness and equitakity, and to handle difficult conversations. This practical, hands-on negotiation skills course is structured around these issues that underpin most negotiations. The course will show you how to navigate many of the decisions we need to make when negotiating with others.

Learning Outcomes

After successfully completing this negotiation skills course you will learn how to:

  1. Apply, both individually and collaboratively, negotiation skills.
  2. Apply the negotiation framework to your business, department or organisation.
  3. Apply negotiation skills in the context of employment relations.
  4. Learn how to minimise common mistakes and pitfalls made by negotiators.
  5. Analyse a negotiation context to decide and choose the best approach.
  6. Understand how value — both perceived and real — plays a critical role in all negotiations.

Course Content

This negotiation skills course will cover the following content:

Negotiation foundations

  • Types of negotiation.
  • Integrative approaches of negotiation.
  • Distributive strategies in negotiation.
  • Negotiation planning: Identification and calculation of variables.

Bargaining processes

  • The role of price in commercial negotiation.
  • Managing concessions.
  • Auction and game theory.
  • Creation of commercial advantage in negotiation.

Negotiation as decision making

  • Decision making dynamics in executive teams.
  • Negotiation within corporate governance structures.

Influencing and persuasion techniques

  • Exploiting sources of influence: reciprocation, commitment and consistency, social proof, authority, liking mechanisms and perception of scarcity.
  • Decision biases.
  • Sources for personal power and resilience.

Intended Audience

This negotiation skills course is suitable for supervisors, team leaders and managers in the early to middle stage of their careers who are seeking to improve their negotiation skills when dealing with complex negotiations or those who are looking to assist their teams in better managing their negotiation processes. The course has been designed for professionals from diverse sectors.

Delivery Style

This negotiation skills course will be delivered as an interactive workshop consisting of an instructor-led lecture, group and individual activities. This training approach allows you to work through concepts introduced by the instructor in an application-focused teaching environment. You will challenge your understanding of the concepts and consider their application once back in your individual workplace.

Course Prerequisites

This negotiation skills course has no prerequisites and is open to all members of the public.

Professor Ann Brewer is the Dean, University of Newcastle, Sydney. Her career has spanned organisational behaviour, psychology, education and business as a researcher, lecturer, and author. Her research expertise is people at work including conflict, change, leadership, commitment, stress as well as gender.

Ann is an accredited executive coach with more than 20 years of experience enhancing the performance of individuals, teams and organisations. In that capacity she designs and develops coaching programs for whole-of-organisations as well as 1:1 coaching consultations. She begins with establishing a foundation for each client to clarify their professional aims and values for developing and sustaining leadership resilience. Her coaching strategy is focused on leadership, relationship and culture building as well as dealing with thorny issues and conducting difficult conversations.

Ann’s professional background incorporates diverse programs and initiatives for individual development, team building, organisation design, and facilitation. Her practical approach to leadership and organisation development is derived from her own senior leadership positions.

Her work has been applied in diverse industry sectors such as business, education, industrial relations, human resource management, health administration, public policy, transport and logistics; banking and mining. She has led commercial facing entities including a start-up to success.



Available for alumni, concession cardholders, seniors, staff and students.

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Course Features

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