Negotiation Skills - Online
We negotiate almost every day, whether we’re making decisions within our personal relationships, making sales or working with our colleagues. The great news is that good negotiation is a skill you can learn.
This online Negotiation Skills course will give you practical techniques and tools so you can become an effective negotiator. Learn the six steps of negotiation, what makes an effective negotiator, how to break down communication barriers, and a range of negotiation scenarios you can use every day.
This course teaches you how to utilise your strengths, how to successfully offset your weaknesses and increase your overall power in any negotiation. Negotiation is about achieving positive outcomes while maintaining relationships.
Who should attend?
Anyone who seeks to improve their ability to negotiate. Participants will develop a deeper understanding of human behaviour in the context of negotiations and achieve their objectives through effective negotiations.
Duration
4 Hours
Study modes
Online
Fees*
$299
(unless stated, Swinburne Professional courses do not attract GST)
Our Live Online delivery
Our Live Online delivery is a dynamic, engaging and interactive way to learn remotely. It’s just like face to face but with the added benefits of digital technology. Your facilitator will present in real-time, and you will be able to participate in group discussions and collaborate on exercises and group activities using our interactive platforms.
Course details
- Course delivery, learning objectives and benefits.
Course structure
What is negotiation?
| Topics |
|---|
| What does negotiation mean? |
| Types of negotiations |
| Typical negotiation responses |
| Why do people negotiate? |
| What makes for successful negotiations? |
+
Stages in the negotiation process
| Topics |
|---|
| Stages in the negotiation process |
| The six steps of negotiation |
| What makes an effective negotiator? |
| Activity: Skills of an effective negotiator |
| How skilled or confident am I as a negotiator? |
+
Negotiation styles and approaches
| Topics |
|---|
| Strategies and styles |
| Negotiation styles |
| Conflict resolution styles |
| Values |
| Attitude |
| Verbal negotiation tactics |
+
Principles of effective negotiation
| Topics |
|---|
| Identifying barriers to good communication |
| Conversation openers |
| The art of active listening |
| Problem-solving behaviours |
| Perception and its impact on negotiations |
+
Conducting a negotiation
| Topics |
|---|
| Negotiating with the right person or people |
| Power and negotiations |
| Negotiation scenarios |
| Activity: Conduct a negotiation |
| Guide to managing the negotiation phase |
| Lose the battle and win the war |
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Evaluation of effectiveness
| Topics |
|---|
| Key areas to consider |
| Glossary of terms |
| Appendix A: Questioning and clarifying |
| Appendix B: Challenging behaviour styles |
Learning objectives
- Increase your confidence as a negotiator
- Tips on how to practise so you are 'match fit' for the more important negotiations in your work
- The elements of successful negotiation
- Systematic approach to negotiation planning
- The importance of positioning and how to strategically build your positioning power
- Effective communication strategies
- The power of words and the art of diplomacy
- Common errors in negotiation
- How to generate options that create financial returns and value for all players
- Improving relationships within negotiations
- Knowing how to manage your emotions in negotiation
- Neutralise difficult negotiations and their tactics
- Maintaining control of your negotiation strategy
- Learn when to walk away
- Closing the deal
- The art of strategy in negotiation
Benefits
Course inclusions
- 6 weeks access to course materials online from the date of registration
- Access to learning advisors to discuss further study options - to book an appointment call 1800 633 560
- Convenience at your own pace.
Dates and registration
- Dates and registration information.
Option 1 - Online registration
Register and pay online via Credit Card. Please note that we accept Visa and Mastercard only.
Course downloads
- Timetables, course brochures and further information.
Quarterly Course Calendar Australia
Timetables for this and all other short courses for the current quarter.
Find out more
Make an enquiry
Make an enquiry
Training Organisation Identifier (TOID): 3059