Effective Negotiation Skills

This highly practical workshop introduces you to the skills needed for effective negotiations. You will learn about the five negotiating styles and practice using a simple but effective process for conducting negotiations at all levels. 

Over the two days you will watch video clips, discuss real-life experiences and take part in a variety of role plays and simulations to immediately put the skills you learn into practice.

Who should attend?

Managers, executives, buyers, procurement officers and other staff who negotiate.


  • Apply a systematic approach to preparing for a negotiation
  • Feel more confident when negotiating
  • Achieve win-win outcomes 

Course Outline

Introduction and overview 

  • Core principles – exchange, persuasion and decision making
  • Diagnostic role plays
  • What’s your negotiation style?
  • What is a negotiation?

A negotiation process

  • Introducing PODD
  • Negotiating checklist


  • Considering interests and options
  • Deciding on your ideal outcome, bottom line and BATNA
  • Discussing criteria for fairness


  • Setting the foundations
  • Planning your opening
  • Negotiating across cultures 


  • The science of persuasion (Cialdini)
  • Effective questioning
  • The power of listening (Ury)
  • Generating options
  • Reading body language
  • Overcoming blocks in a negotiation 


  • Bargaining and trading
  • Gaining their commitment
  • Closing the deal 

Course Information

Public Training Dates 2018
February 26-27 March 19-20 April 19-20
May 21-22 June 11-12 July 16-17
August 20-21 September 24-25 October 22-23
November 19-20 December 13-14  

Length: 2 days

Venue: Professional Development Centre, Toa Payoh

Maximum group size: 16

Course Fees: $908.43 (including GST)