Negotiation Skills


Whether you are negotiating a contract with a supplier or the price of a car with a dealership, your negotiation skills directly influence the result you get.

This course will examine how you can apply a win-win collaborative approach to negotiation to produce better outcomes for yourself and your organisation. You will learn how to plan your negotiations for positive, long-term results.



Defining negotiation

  • What is negotiation?
  • The nature of negotiation

Negotiation styles

  • Negotiation styles
  • What is your style?
  • Identifying the best approach

Expert negotiation skills

  • Characteristics of expert negotiators
  • Questioning
  • Probing to get to the core
  • Reframing
  • Negotiating with objective criteria
  • Dealing with negative emotions of others

The negotiation process

  • The negotiation plan
  • Identifying the objectives
  • Create options for mutual gain
  • Getting to agreement


Resistance, tactics and games

  • Dealing with tough negotiators
  • Challenging
  • Responding to resistance from others
  • Points of contention
  • Handling aggressive behaviour during a negotiation

Follow up after the negotiation

  • Follow up after the negotiation
  • Action planning
  • Reviewing the negotiation


Learning outcomes

By the end of this program participants will be able to

  • Define negotiation and where it occurs in your workplace
  • Thoroughly plan to achieve your desired outcomes in negotiation
  • Outline a process to follow when conducting a negotiation
  • Identify challenges in negotiation and demonstrate strategies for dealing with resistance and tough negotiators
  • Identify different types of negotiation tactics and create strategies for dealing with them
  • Describe and use different negotiation styles
  • Explore the differences between principled and positional negotiations
  • Identify the characteristics of effective negotiations
  • Demonstrate the fundamental skills used by expert negotiators



This course requires no prior training or experience.


Course duration

1 day


Further development

Facilitating and Chairing Meetings

Conflict Management

Growing a Productive and Positive Work Environment


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Professional Development Training


"Our suite of Professional Development programs are designed to ensure that your organisation’s key assets, your people, are appropriately skilled and capable of achieving maximum productivity in today's evolving workplace."   



Standard Course Information


  • Take home course manual
  • Facilitator led training
  • Qualified trainer
  • Certificate of Attendance for participants
  • Morning & afternoon refreshments
  • Lunch

Training venue:

Cloisters Level 1, 863 Hay Street
Perth CBD
Additional information:

  • HR standard training day runs from 8.30am - 3.30pm
  • Wellness standard training day runs from 9am - 4pm
  • ½ day courses vary, please contact us for timings
  • Prices quoted are standard rates
  • Government and other discounts may apply and will be confirmed on invoice


Customised Solutions

We understand one size does not always fit all. Our team of qualified trainers can create a customised solution tailored to your specific needs.

We are happy to offer closed group sessions or additional dates as you require.

To discuss customisation training, simply call 08 9218 9059 or email


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