This five-day negotiation course covers proven and systematic strategies to gain advantage. You will learn to define negotiating positions, manage relationships and dynamics. Topics include evidence-based strategies for interpersonal persuasion and influence.

Who should attend?

This is an intermediate-level course designed for learners with existing knowledge and several years of experience. Learning is pitched at a level to help you develop strategic approaches and apply sophisticated techniques.

Learning outcomes

  • Understand the processes necessary for successful negotiations.
  • Understand the difference between transactional, collaborative and creative negotiation.
  • Understand the value of planning and preparing to achieve win-win results.
  • Analyse and develop your range of interpersonal and behavioral skills that are crucial for a successful negotiation.
  • Identify the most appropriate approach when negotiating across a range of issues and with a range of parties.
  • Understand the importance of thorough planning and preparation when crafting your negotiations.
  • Design a robust negotiation process that works for you.
  • Understand the importance of your behaviour when negotiating.
  • Manage emotion and motivate towards a win-win outcome.
  • Use the appropriate communication approach when negotiating up, across and down the organisational chart.

Course Outline

Day 1: Essential Negotiation Skills

  • Core Skills and the Negotiation Process
  • The Essential Steps of the Negotiation Process
  • The Behavioural Skills of a Good Negotiator

Days 2-3: Advanced Negotiation Skills

  • Developing Negotiation Behaviours
  • The Biology and Psychology of Stressful Negotiations
  • Eight-Step Approach to Workplace Negotiations

Day 4:

Day 5: Persuasion and Influence

ISOC trainers

Training staff include

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