Negotiation

University of Canberra
Canberra, ACT, Australia

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

Course Description:

'' Negotiation skills are an essential ingredient in any successful business activity. When large contracts and complex issues are involved, the impact of error is very high. Successful negotiations do not just happen; they require careful planning and must be carried out skillfully across all the technical, commercial and interpersonal elements of an agreement.

Training in negotiation skills has been around for many years, proposing a variety of approaches and tactics, but there is no single system or approach that will work for all negotiations. Effective negotiators must use an approach that is appropriate to the situation and the people they are dealing with. Negotiators need competence and confidence in a range of methodologies.

WHO SHOULD ATTEND
This course is designed for people responsible for negotiating agreements within or on behalf of their own organisations. It will benefit staff & managers in both the public & private sectors who are keen to improve the negotiation outcome and relationships of all parties.

COURSE AIMS AND OBJECTIVES
The approaches used in this course will provide participants with the ability to reach effective agreements in both competitive (win-lose) and collaborative (win-win) situations. Emphasis is placed on the development of strategies and the sensitivity needed to determine the appropriateness of particular actions and behaviours to achieve the desired outcomes.

This course will examine various models for negotiations and discuss their application to the environments of the participants. It aims to give participants skills and concepts that will be immediately useful to their jobs.

COURSE CONTENT
This two-day course will focus on:

Negotiation models, styles & processes
Preparing for negotiations
Competitive styles & situations
Negotiating an agreement
Collaborative styles
Negotiation tactics
Complex negotiations
Reviewing the negotiation
Individual development
METHOD OF DELIVERY
The course will use a variety of accelerated learning techniques ¨C including short presentations of concepts, group discussion, relevant case studies, self-diagnostic instruments and a comprehensive workbook for follow-up reference. Participants will be given verbal, written & video feedback on their negotiation skills with a focus on enhancing their effectiveness. The pace will be fast, adjusting to the needs of the participants attending the course.

...''

Phone:+61 2 6201 2977

School Address:

Professional Management Programs (PMP)
University of Canberra Innovation Centre
Building 22
University Drive South
Bruce ACT 2617
Australia



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