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Negotiation Skills - Online ILT

  • Length 3 hours
Course overview
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Why study this course

Gain the confidence you need to resolve a point of difference, or the advantage in the outcome of a discussion, produce an agreement upon future courses of action, or bargain for individual or collective advantage.

Negotiation is a process which can lead to positive outcomes and develop relationships, but it does require training and practice to perfect. This course provides you with practical negotiation techniques applicable to negotiation in many contexts and situations. The course is run like a workshop where you are given some theory, then work in pairs or small teams to prepare for negotiations that are relevant to your needs.

You will learn the theories of successful negotiation and get the opportunity to apply them to scenarios that reflect your specific needs. Learn key skills like how to lay the groundwork for a successful negotiation outcome, choosing preferred locations, identifying the key points you're willing to concede, and when to walk away from the bargaining table.

This highly interactive, learner-focused Negotiation Skills Training Course will arm you and your team with winning negotiation skills and tactics, so you feel better prepared, more confident and have greater control during the negotiation process.

This is an instructor-led class that you can attend from home or your office - or anywhere with an internet connection. The class utilises secure video conferencing with interactive features such as live polling, screen sharing, whiteboards, live chat, and breakout sessions.

Please note: these classes run to a very tight schedule. Please join the class at least 10 minutes prior to commencement so you are ready to participate and don't miss a minute!

This course is delivered in partnership with PD Training.

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What you’ll learn

After completing this course, 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

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PD Training at Lumify Work

PD Training is Australia's leading provider of professional development training, cutting edge psychometric profiling and HR services. They help companies provide training and development to their staff that is on-target, fun, retained, and achieves their goals.
Lumify Work partners with PD Training to offer an extensive range of Professional Development training and short courses, through a network of over 400 specialist trainers.

Who is the course for?

This is a practical class that is suitable for all audiences, and provides participants with tools they can apply on-the-job (and in other contexts) the very next day.

Course subjects

Lesson 1: The Who, When and How of Negotiation

  • What we Mean by Negotiation

  • Negotiation Styles

  • Dominant Negotiating Strategies

  • Your Personal Style

Lesson 2: Preparing to Negotiate

  • Know your BATNA

  • The Zone of Possible Agreement (ZOPA)

  • The Importance of Authority

Lesson 3: Becoming a Principled Negotiator

  • Introductions

  • Separate People from the Problem

  • Interests vs Positions

  • Mutual Gain – Growing the Pie

  • Objective Criteria

Lesson 4: Bargaining and Closing

  • Distributive and Integrative Bargaining

  • Negotiation Tactics

  • Making Concessions

  • Agreement Finalisation




Lumify Work offers training through our partnership with PD Training. This arrangement requires Lumify Work to provide your details to PD Training for course and/or exam registration purposes.

Terms & Conditions

The supply of this course by Lumify Work is governed by the booking terms and conditions. Please read the terms and conditions carefully before enrolling in this course, as enrolment in the course is conditional on acceptance of these terms and conditions.

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Interested in a course that we have not yet scheduled? Get in touch, and ask for your preferred date and time. We can work together to make it happen.