Through an engaging case study, group discussions and activities, participants learn and practise the strategies, process and skills of negotiation in the following 5 modules:

Module 1: Key Principles and Process
Learn the important principles and a clear, step-by-step process for negotiating effectively.

Module 2: Preparing and Planning to Negotiate
Determine your strategy and objectives, understand the relative positions and interests of self and other parties. Decide on tactics and analyse the likely variables, possible concessions and/or alternative options.

Module 3: Communicating in Negotiations
Various negotiation styles, questioning and listening skills, interpretation and control of non-verbal communication.

Module 4: The Negotiation Meeting
Creating a positive climate, establishing opening positions, exploring underlying interests, being flexible and willing to trade, making and gaining concessions, how to counter the tactics of other parties.

Module 5: Negotiating a Sustainable Agreement
Taking account of the long-term effects, examining the fine print and ambiguities, terms and conditions, timing and review of the whole process.

WORKSHOP DURATION
One-Day

WORKSHOP INCLUSIONS
Performance Pathways Series: Successful Negotiation Resource Book
Workshop materials
Arrival Tea & Coffee, Morning and Afternoon Teas, Lunch

PARTICIPANTS’ FEEDBACK:

"Valuable insights into how to be a successful negotiator. A very productive training and learning workshop.”

Procurement Manager, Local Government

“The facilitator listened carefully to the needs of the group and what was delivered related to the negotiation issues I have encountered.”

Operations Manager, Insurance Company

“Concepts were clarified well and will become a solid foundation to advance and grow my skills on.”

Team Leader, Utilities Provider

“A learning experience that was easily understood, yet extremely powerful.”

Marketing Manager, Financial Services