This workshop is SkillsFuture Credit-eligible and can be delivered face-to-face or online. 


This highly practical course introduces you to the essential skills needed for effective negotiations. You will learn about different negotiating styles and practice using a simple but effective process for conducting negotiations at all levels. During the course you will discuss real-life experiences and take part in a variety of role plays and simulations to immediately put the skills you learn into practice.  

This workshop is for you if ...

You who would like to approach internal and external negotiations more confidently.


After taking this workshop you should be able to:

  • apply a systematic approach to preparing for and participating in negotiations 
  • build relationships with and earn the trust of negotiating partners early in the process 
  • overcome common challenges faced in negotiations.

Workshop outline

Negotiation fundamentals 

  • Win-win negotiations: from bargaining to principled negotiating 
  • A negotiating process  
  • Negotiating styles Identifying the features of effective presentations 

Preparing for a negotiation 

  • Positions vs interests  
  • Ideal outcome, bottom line and alternative outcome  
  • Leveraging value differences   

Opening a negotiation  

  • Relationship building – creating rapport and trust 
  • Setting aims  
  • Mapping the negotiation process   

Generating solutions 

  • Effective questioning 
  • Generating options 
  • Identifying the best solution 

Influencing across negotiation situations  

  • Negotiating tactics  
  • The science of persuasion 
  • Adapting your negotiation style 

Managing challenging negotiations 

  • Overcoming blocks 
  • Dealing with difficult situations 
  • Managing difficult negotiators 

Closing a negotiation  

  • Gaining commitment and closing the deal 
  • Planning the next steps 
  • Concluding stalled negotiations 

Negotiation skills mini-clinic 

  • Enhancing your negotiations at work 
  • Evaluating performance  
  • Setting goals


Why choose us?

Find out why you should choose us and how we deliver our workshops face-to-face or online

Full-day workshop schedule

Face-to-face Public training dates 2021/2022
25-26 March 29-30 April 17-18 June
22-23 July 30-31 Auguat 23-24 September
18-19 October  20-21 December  7-8 March 2022