Insight into negotiations


We negotiate a lot: at home, in the office, between divisions and departments – and commercially. Often, particularly in commercial agreements, we feel ill-equipped and out of our depth.

When we discover that furthering our own interests is often best served by addressing the other parties’ interests – we learn how to unlock value for us AND take the angst away from deal making.

Highly interactive, this two and a half day program combines a half day online session to build a common understanding of the principles of strategic deal making with two full days of experiential role plays and training. Learn how to discover the other parties’ interests, how to recognise and generate value and how to trade in order to better your outcomes, wisely.

Explore the principles and practices of negotiation and leave with immediately useful practical tools.

The program is built around exercises, case studies and simulations. Participants can practice in a safe place, returning to work with confidence and comfort to put the techniques to use.

Negotiation is often seen as a commercial endeavour, centred on contracting. It is a skill equally applicable to managing your way through salary negotiations, workshops and meetings, daily trade-offs at work and home, and dealing with teenagers.

This is a challenging, fast-paced program using both practical and intensive learning experiences. Participants will leave assured in their understanding of negotiations and their ability to deliver positive outcomes. The course covers:

  • styles, language, processes of negotiation
  • preparation and planning
  • tools and techniques at the table
  • options and proposals
  • negotiating in teams
  • persuasion
  • creating and claiming value
  • single-issue negotiations
  • dealing with complex team negotiations
  • multi-party negotiations.

Suitable for anyone involved in negotiating internal or external agreements, multi-party and complex discussions with multiple interests, managing competing internal agendas, contract management or purchasing and tendering. This is, of course, everyone.

Programs are preferably held at Kiah’s offices, which have purpose-built negotiation spaces that support the practical exercises and minimise distractions.

This is a 2.5-day intensive program with morning and afternoon tea, lunch and all workshop materials included.

The workshops are best for 12 people, but we can cater for up to 16 and require a minimum of six participants to usefully conduct the practical sessions.

The cost is $17,575 plus GST.

More Information and Booking

For more details on upcoming courses, or to speak to us about a custom course for your organisation, please get in touch by clicking the button below.

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