Negotiation Skills Training Course

Negotiation Skills Training Course

Designed by Dr. Marcus Clarkson

Course Overview

We have all left the negotiating table at some point in our lives feeling that we left money on the table or that we missed an opportunity. Whether you're a Perth based small Business owner aiming for better supplier terms, a Sydney based manager negotiating deadlines for a project, or professional anywhere in Australia (or the world, for that matter) interested in advancing your career, there is no way you can get by without honing your negotiation skills.

This complete training program converts any regular person, who would otherwise hate to even think about negotiating, into a confident negotiator that can get win win deals in any situation! Instead of training combat instinct which ruins relationships, we prefer the method of principled negotiation which does not necessarily destroy trust to reach your goal.

By way of small group workshops, real life examples and tangible frameworks, participants gain the skills necessary to go into negotiations with informed confidence and emotional intelligence. This course is tailored to the challenges that we face as Australian professionals: from the cultural issues we navigate through in our multicultural work environment, to industry specific negotiation situations.

## Learning Outcomes

At the end of the course, students will be able to:

Prepare thoughtfully in preparation for negotiations with systematic research and planning techniques

Utilise effective listening skills to detect and develop rapport with adversaries

Control emotional outbursts while negotiating at high paced pressure situations and still remaining calm and professional

Generate value by engaging in joint problem solving rather than competitive haggling

Deal with hard people and hard tactics while maintaining their position

Nearby consensus by means of natural, relations preserving methods

Assess negotiation results and areas of continual refinement

## Course Structure

### Module 1: Foundation Principles

Being aware of the psychology of negotiation, cultural issues in the Australian Business environment and the contrast between position and interest based bargaining.

### Module 2: Strategic Preparation

Ways of investigating and eliciting value, stakeholder analysis, making and developing the best alternative to a negotiated agreement, and establishing a position that has both realism and high aspiration in any negotiation situation.

### Module 3: Communication Mastery

Effective communication, questioning, non verbal communication skills and building relationships in mixed professional settings.

### Module 4: Managing Difficult Situations

De escalation Techniques, Dealing with the hostile negotiator, Moving past "no", Maintaining composure under pressure.

### Module 5: Value Creation Techniques

Here, I'm referring to getting beyond zero sum, finding win win, getting creative, creating new value that serves everyone.

### Module 6: Closing and Implementation

Closing in the real world, securing agreements that are understood and agreed upon, After the handshake, getting what you negotiated, etc.

## What You Will Learn

**Preparation that Works:** You will learn one clear method for negotiation preparation, the method that will have you walking into every negotiation with the confidence that you are ready for anything. The research involves examining counterparts, learning what the market is like out there in internet dating land and seeing what others are doing.

**Reading People and Situations:** Gain critical emotional intelligence skills which allow you to discern what really motivates the other party s position. Learn to read sign language that signals what people really care about.

**Remaining Calm in Heated Negotiations:** Learn retreats that help you stay calm under pressure and not get pushed out of your comfort zone, even when things get heated. You'll work on deep breathing, learning how to reframe your thoughts and how to manage your reaction.

**Creative Problem Solving:** Think collaboratively to find solutions everyone can support. Discover methods of brainstorming and collaborating, carry a bit of your willing spirit in with you, that actually increase the size of the pie when it's shared, not just divide it into smaller and smaller crumbier slices.

**Professional Relationship Management:** Know how to stand firm while still maintaining crucial Business relationships. You'll discover how to depersonalise the issues and not lose respect when disagreeing.

**Applied Learning:** Concepts are instantly applied during role play against Australian Business players or scenarios, ranging from retail negotiations to corporate contract conversations.

## Course Delivery

This highly interactive two day course includes workshops, case study exercises and practice sessions. Learners navigate ever more difficult scenarios that reflect real life situations in their workplace. The course has pre course assessment kits and post training reference guides, tools and tutorials etc.

## Concluding Remarks

Successful negotiation is not just about winning at all costs, it is about reaching a mutual agreement where all parties involved benefit. This program offers negotiation skills training to Australian professionals, designed to improve career success and Business relationships. Attendees depart empowered with more confidence, tested techniques, and the capacity to transform situations that might be adversarial into opportunities to collaborate over solutions.

Whether you're working out the best terms with your suppliers, resolving conflicts within your team, or climbing the ladder in your career, these soft skills will travel with you along your professional journey.