Negotiation Skills Course - Melbourne - Two Days

Negotiation Skills Program

This public training course held in Melbourne concentrates on the knowledge and skills required for successful private and commercial negotiations. The strategic focus is on the content and process of negotiations - what is involved and how it is done.

Participants will be prepared for negotiations with both internal and external parties.

The course involves learning the key elements of the negotiation process and providing participants with the skills to conduct negotiations. This involves assimilating knowledge and applying that knowledge in practical exercises.

Program content

What do we negotiate about?

• Simple and complex situations.
  
• Negotiating around issues.
  
• What makes up a negotiation?
  

The negotiation process

• Negotiation model
  
• The importance of preparation.
  
• Negotiating style.
  

What makes for success and failure in negotiation?

• Factors that lead to success.
  
• Factors that lead to failure.
  

Developing a mindset towards negotiation

• Attitudes which help.
  
• Building trust and empathy.
  
• Questions that lead to a positive response.
  

Understanding negotiation practices

• When to use them, when to avoid them.
  
• Dealing with difficult people.
  
• Staying alert to your needs when under pressure.
  
• Knowing when to discontinue negotiations.
  
• How to determine the upper and lower limits of the negotiation.
  
• Knowing when and how to say no.
  

Strategic Management of the Negotiation Process

• Identifying strengths and weaknesses at each stage of the process.
  
• Planning, preparing, adjusting and reviewing the negotiation procedure.
  

If this course description is close to your requirements, but you have a different or additional need, see also the explanation of the EssentialsPLUS process at EssentialsPLUS Course Additions.

Training consultant

Derek Stockley has over 25 years training, management and consulting experience in a wide variety of organisations. He works with participants at all organisational levels.

His courses are practical and results oriented. He actively demonstrates his practical, needs based training approach.

Because of his extensive experience, participants receive specific instruction on the issues related to their particular training situation.

If this course description is close to your requirements, but you have a different or additional need, see also the explanation of the EssentialsPLUS process at EssentialsPLUS Course Additions.

To register in the public program, please complete the Online Negotiation Skills Registration Form. If you have a question about the public program, or would like to talk to Derek Stockley personally, call him direct on 0402 547 332 (within Australia).

A confirmation letter advising payment details and location will be sent to you. Please note: Derek reserves the right to cancel or postpone a program if numbers are insufficient.

Further information

If you are seeking a different type of training, or an inhouse program, see inhouse.

Companies and other organisations with five or more to be trained can request further information and a quotation through the in-house training request page or learn more about inhouse training at: in-house training explanation.

This particular course outline involves a design that requires a number of participants, because learning from and providing feedback to peers is a key design element.

However, individuals or groups of four or less can still receive quality training and coaching, see : On-demand Training and Coaching Service Explanation.

For all training courses offered, see: Training Topics.

This page was last reviewed on 24 September 2008.