Persuading for Results - Critical Negotiation Skills

Macquarie Graduate School of Management
Sydney, NSW, Australia

Course Format: Classroom | E-learning | Virtual Class | Online/Live | On-site/In-house | Blended | Self-paced

Course Description:

'' Designed for senior and functional managers wishing to improve their ability to persuade key stakeholders and negotiate better outcomes, the Persuading for Results - Critical Negotiation Skills program aims to develop the skills and techniques necessary to achieve optimal results in all relationship management forums.

The Persuading for Results - Critical Negotiation Skills program explores different strategies ranging from influencing employees and clients to accept the ’changing environment’ to negotiating with external stakeholders who may hold the key to the success of your business.

The most effective executives manage the critical steps in influencing and persuading key decision-makers and critical external clients. While research highlights the benefits that are possible when businesses collaborate to achieve results, some research also indicates that many organisations still treat some clients as adversaries, rather than partners. Strengthening relationships with clients is important. Relationships will only continue to grow if both parties decide to make it happen.

Using examples and concepts relevant to the new business environment, this challenging and innovative program aims to improve your ability to have a positive impact on business performance.

Content

Using a unique approach, this program provides executives and managers with the skills and ability to negotiate better deals and persuade key stakeholders. It introduces a proven methodology for influencing the decisions of others via precourse work and the analysis of current trends in the businesses and markets of participants.

The program provides a forum where you can experience and reflect on outcomes during discussions, live case studies and group simulations.

International research will be used to demonstrate how executives and managers can effectively influence and negotiate to achieve and sustain results beyond the ability of their competitors.

A key feature of the program is the opportunity for you to discuss issues such as managing ’critical stakeholders’ and ’making decisions on-the-run’.

This program is highly practical in its nature and is immediately applicable to your business needs. It will set the foundation for positive change and a capacity to achieve better results.

Topics

The need for strategy and innovative management to lead into the future
Influence and negotiation
Preferred styles and adaptability
Influence and persuasion applied to internal change
Decision-making on-the-run
Resilience
Building strategic relationships
Influencing relationship development
The application of key tools
...''

Elements of this syllabus are subject to change.

Phone:+612 9850 9017

School Address/Venue(s):

MGSM
Macquarie University
NSW 2109 Australia

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