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Negotiation Training Course

PD Training

Wednesday, 22 January 2020 from 9:00 am to 4:30 pm (AEDT)

Negotiation Training Course

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Ticket Type Sales End Price * Fee Quantity
Course 08/01/2020 $726.00 $16.51
* Prices include GST

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Event Details

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.

This hands-on Negotiation Skills Training Course is available now throughout Australia, including Brisbane, Sydney, Parramatta, Melbourne, Adelaide, Canberra and Perth.

Learning Outcomes

By the end of this training session, participants will be able to:

  • 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

Negotiation Training Course - Lesson 1 
The Who, When And How Of Negotiation 
  • What we mean by negotiation
  • Negotiation Styles
  • Dominant Negotiating Strategies
  • Your Personal Style
  • Reflection
Negotiation Training Course - Lesson 2 
Preparing To Negotiate 
  • Know your BATNA
  • The Zone of Possible Agreement (ZOPA)
  • The Importance of Authority
  • Reflection
Negotiation Training Course - Lesson 3 
Becoming A Principled Negotiator 
  • Introductions
  • Separate people from the problem
  • Interests vs Positions
  • Mutual Gain – growing the pie
  • Objective criteria
  • Reflection
Negotiation Training Course - Lesson 4 
Bargaining and Closing 
  • Distributive and Integrative Bargaining
  • Negotiation Tactics
  • Making Concessions
  • Agreement Finalisation
  • Reflection
Negotiation Training Course - Lesson 5 
  • Power in Negotiation
  • Integrity - The Ethics Test
  • Reflection
Negotiation Training Course - Lesson 6 
If We Can’t Meet Can We Still Negotiate? 
  • Telephone Negotiation
  • Email Negotiation
  • Reflection
Negotiation Training Course - Lesson 7 
  • Create an Action Plan
  • Accountability = Action
Have questions about Negotiation Training Course? Contact PD Training

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When & Where

PD Training
Karstens Conference Centre
123 Queen Street
Melbourne, VIC 3000

Wednesday, 22 January 2020 from 9:00 am to 4:30 pm (AEDT)

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PD Training

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