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Recurring Event Event Series: Project Results with People

Project Results with People: Negotiating Professionally

July 26 @ 9:30 am - July 27 @ 5:00 pm

Project management Sucessful Business Team with Heroshaped Shadows

Do you negotiate with yourself and lose?

We all negotiate in our lives and careers, but do we prepare properly or do we leave feeling we could have got a better deal or terms? There are so many opportunities and yet so many traps too. So what if we could negotiate naturally, working with others so that everyone feels they’ve got the best from it?

Course Synopsis

Negotiations occur surprisingly often in a business environment, and cases range from negotiation for resources from colleagues to dealing with vendors and suppliers. This course focuses on learning and practising negotiation tools and techniques to improve performance and outcomes.

By the end of the course, attendees will be able to prepare and head into a negotiation with confidence of obtaining the best possible outcome.  

Who Should Attend?

This course is aimed at company staff, executives and managers and offers the knowledge and skill-sets we need to become a successful, ethical negotiator. The classroom portion of this course is a two-day combination of lectures, discussions and team exercises where attendees will learn negotiation tools, techniques and strategies, and experience them through practice as individuals and teams.

Course Format

This course is presented in a blended learning format. Approximately two weeks prior to the course a kick-off teleconference call will introduce the main course agenda and assign attendees with a pre-work assignment ready for the course. This is followed by a two-day intensive classroom workshop where all the principal skills are taught and practised. After the course, attendees will return to their workplaces where they will be able to use their skills in real-life situations. A few weeks later, a final teleconference call will be held for attendees to provide feedback on their experiences and to clear up any questions they may have.

Course Agenda

The two-day classroom will cover these main subject areas. Apart from the two main exercises listed, the course is interspersed with shorter exercises and presentations intended to endorse and embed the skills and knowledge taught. Please note that although every subject will be presented, the course instructor may decide to mody, or emphasise some topics to match the skill levels and expectations of the course attendees.


Day OneIntroduction – What is negotiation anyway?
Exercise – Ace and King

Types of Negotiation – Win-Win Negotiating

Features and Attributes of a Good Negotiator

Negotiation and Arbitration, Litigation and Mediation

Personalities, Negotiation Styles and Tactics

Day TwoActive Listening, Timing and Building Rapport
Scope, Spiralling and Re-Expression

Working Together as a Team

Exercise – Group Negotiation for Resources

Handling Stalled Negotiations

The Impact of Cultural Issues when Negotiating

Summary, Q&A and Close



July 26 @ 9:30 am
July 27 @ 5:00 pm
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