Negotiation is the art and science of securing agreement between two or more parties who are interdependent and who are seeking to maximise their outcomes. Understanding what factors, emotions and thoughts influence individuals and how people make decisions is a core component of successful negotiations.

The purpose of this course is to understand the practice, theory and processes of decision making and negotiation so that you can negotiate successfully in a variety of settings. The course is designed to be relevant to the broad spectrum of negotiation problems faced by senior leaders, managers and consultants. If you take advantage of everything this course has to offer, you will be comfortable and more adept in future negotiations. This is a highly practical program, with opportunities for simulated negotiations to reinforce learning and techniques.

By the end of the program, you will have improved:

• Ability to participate in and successfully conduct negotiations,
• Ability to analyse negotiation situations and identify elements to be negotiated,
• Strategic planning for effective negotiation,
• Understanding of behaviour in negotiations,
• Levels of confidence in negotiations,
• Knowledge of managing teams of negotiators.

The first full day workshop will cover judgement and decision making, followed by essential elements of building a successful negotiation strategy. Participants will have the opportunity to engage in a deal making simulation at the conclusion of the workshop.

Day two will focus on planning and implementing integrative negotiations, managing a negotiation team and a second negotiation simulation. This will be followed by a session on utilising advanced negotiation techniques to resolve disputes.

 

Who should attend?

This program is designed for middle to senior managers who want to improve their negotiation skills and performance. Professionals involved in merger and acquisition discussions, human resource managers, entrepreneurs, purchasing managers, sales and marketing managers as well as managers of not-for profit organisations would benefit from the program.

Time and Location

Day 1:
8.30am – 4.30pm, Saturday 24 March, Level 12, 198 Berkeley Street, Carlton
Day 2:
8.30 am – 4.30pm, Sunday 25 March, Level 12, 198 Berkeley Street, Carlton

Presenters

Dr Adam Barsky's research focuses on ethical and risky decision making, organisational justice, and emotions in the workplace.

Dr Michael Zyphur focuses on the biological basis of organisational behavior, and evaluating and modeling job performance.

Fees

$2500 plus GST*

*When undertaken on an assessed basis as part of a Specialist Certificate, course fees are GST exempt.

To apply

Download our application form (pdf 92Kb)

Assessment and awards

All Open Programs may be taken on an assessed or non-assessed basis. Those who wish to undertake this program on an assessed basis will be eligible for 6.25 credit points toward a Specialist Certificate in Executive Leadership.