Advanced Negotiation and Influencing

UNSW Business School

How long?

  • 3 days
  • in person

What are the topics?

UNSW Business School

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Read more about Negotiations

Negotiating is a skill that everyone needs because throughout our lives we face situations that require us to communicate correctly, whether it's buyi...

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Who should attend

Anyone who seeks to negotiate with or influence people in any capacity, whether they seek to resolve conflict, make deals more valuable, or simply try to influence people to change their behaviour.

About the course

Negotiate with confidence and influence others to drive better outcomes Negotiation is a core skill that we use to enable more resilient relationships, more efficient interactions, and more valuable outcomes. Yet, most negotiators rely on a relatively narrow set of predictable tactics that are often disconnected from the present dynamics. This course will provide you with a comprehensive approach to negotiating and influencing that better captures the complexity of real-world negotiation and gives you more choice for how to improve results in both formal and informal negotiations.

Key Outcomes

Strategic Negotiation

  • Adapt generic strategies to situational dynamics
  • Create and claim value, with and without using power
  • Recognise the role of rationality and emotions in negotiation, and how to adapt your approach to each
  • Identify the broad strategic choices available to negotiators, and some of the predictable consequences of each choice

Influence in Negotiation

  • Challenging limiting assumptions and their impact on your strategy
  • Understand what people want, what drives their behaviour and how to influence this
  • Understand the role of the relationship; where it helps, and where it can lead to manipulation
  • Improve your self-awareness, enabling you to replace emotions and reactions with proactive, constructive and respectful behaviours.

Program Experience

This highly interactive and practical program includes a mix of presentations, exercises, group discussions and simulations. Participants will negotiate a range of scenarios with increasing complexity, from ad-hoc preparation to structured preparation, from individual to team negotiations, and from straightforward deals to emotionally charged disputes.

Experts

Filip Hron

Filip is a negotiation consultant, lecturer and author. He has taught students at a dozen universities and graduate business schools, provided negotiation services for several negotiation companies, and collaborated with a range of experts in international, commercial and crisis negotiation. In t...

Advanced Negotiation and Influencing at UNSW Business School

From  AUD 4 950$3,704
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Disclaimer

Coursalytics is an independent platform to find, compare, and book executive courses. Coursalytics is not endorsed by, sponsored by, or otherwise affiliated with any business school or university.

Full disclaimer.

Read more about Negotiations

During Negotiations courses, you will learn the following components of negotiations: planning negotiations and useful tools, starting your conversation, working out objections and competent argumentation, imposing your own price and conversation dev...

Because of COVID-19, many providers are cancelling or postponing in-person programs or providing online participation options.

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