Negotiation Training Course

Negotiation Training Course


Event outline

Course Overview

The PD Training Negotiation Skills Training Course provides you with practical negotiation techniques that you can use in many contexts and situations. Our negotiation training course is run more like a workshop where you are taught the theory, then break out and work in pairs or small teams to practice the negotiation skills that are relevant to your needs.

In this Negotiation Skills Training course you will learn theory and get the opportunity to apply it to scenarios that suit your specific needs. Learn key skills like how to lay the groundwork for a successful negotiation, choosing preferred locations, identifying the key points you're willing to concede and when to walk away from the bargaining table.

Learning Outcomes

  • Understand different negotiation styles and when to apply them
  • Understand the dominant negotiation strategies of competition and collaboration
  • Apply the principles of BATNA and ZOPA when preparing to negotiate
  • Apply the negotiation process and understand the basis of ‘principled’ negotiation
  • Discover the difference between interests and positions
  • Explore the concept of mutual gain
  • Know how to bargain and close a negotiation
  • Understand challenges in negotiation and how to overcome them
  • Apply tips when negotiating by phone or email
  • Understand the principles of ethical negotiation

Course Outline

Lesson 1
The Who, When And How Of Negotiation

  • What we mean by negotiation
  • Negotiation Styles
  • Dominant Negotiating Strategies
  • Your Personal Style
  • Reflection

Lesson 2
Preparing To Negotiate

  • Know your BATNA
  • The Zone of Possible Agreement (ZOPA)
  • The Importance of Authority
  • Reflection

Lesson 3
Becoming A Principled Negotiator

  • Introductions
  • Separate people from the problem
  • Interests vs Positions
  • Mutual Gain – growing the pie
  • Objective criteria
  • Reflection

Lesson 4
Bargaining and Closing

  • Distributive and Integrative Bargaining
  • Negotiation Tactics
  • Making Concessions
  • Agreement Finalisation
  • Reflection

Lesson 5

  • Power in Negotiation
  • Integrity - The Ethics Test
  • Reflection

Lesson 6
If We Can’t Meet Can We Still Negotiate?

  • Telephone Negotiation
  • Email Negotiation
  • Reflection

Lesson 7

  • Create an Action Plan
  • Accountability = Action

Dates & registration

Fri 11 Oct 2019 Perth (Metro)

9:00 am start to 4:30 pm close
Level 1, 863 Hay Street Perth WA 6000
$660+GST per person. Cost includes: Pre-course personality profiling, comprehensive course manual, a highly interactive, hands-on training course, cafe lunch, morning and afternoon tea, post-course follow-up including e-learning and skills booster emails.
Register at:

Fraser MacFarlane
1300 121 400

Provider information

pd training is an Australian-owned, international training and professional development and services organisation, with approximately 400 specialist trainers across Australia, delivering thousands of courses each year in our 16 areas of specialty.