Negotiation and Influencing Skills

Whether you are negotiating a contract with a supplier or work requirements with team members, 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 and how to establish and build rapport.

Course Times

• 8:30am to 3:30pm

Course Content

Negotiation types and styles

• Defining negotiation, influence and persuasion
• Identify different negotiation types and styles
• Strategies and approaches to negotiation

The art of building rapport

• Why rapport is important
• Building safety and trust with integrity
• The mechanics of influence
• Psychology of persuasion
• Communication skills
• Communicating a strong why

Expert negotiation skills

• Characteristics of expert negotiators
• Questioning
• Probing to get to the core
• Reframing
• Negotiating with objective criteria
• Dealing with difficult people

The negotiation meeting

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

Managing difficult behaviours

• Dealing with emotions
• Challenging tough negotiators and tactics
• Points of contention

• 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 difficult people
• Identify different types of negotiation tactics and create strategies for dealing with them
• Describe and use different negotiation styles

This course requires no prior training or experience.

“The best feature of this course was the use of real case presentations, making the information easy to understand” Mika from SBDC

“The best part of this course was sharing and discussing our own business experiences with the presenter” – Peina from SBDC

“I now feel more confident in my negotiation skills” Nat from DMIRS

“I enjoyed the interactive activities” Matthew from SBDC

“Great in-depth coverage of topics” Darryl from SBDC

“Provided practical strategies that are easy to implement” Nancy from SBDC

“Great examples and exercises for better collaboration” Sam from Successful Projects

“Filled with activities, was great to put the skills we were learning into practice” Hayley from Rio Tinto