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UQ Business School

Optimising Influence in Negotiation

Next dates

May 21
Brisbane, Australia
AUD 925 ≈USD 648
AUD 925 per day
Jun 13
Brisbane, Australia
AUD 925 ≈USD 648
AUD 925 per day
Nov 5
Brisbane, Australia
AUD 925 ≈USD 648
AUD 925 per day


More and more, managers and leaders are required to work cross-organisationally and cross-culturally, and it’s not always easy. Communicating and negotiating in a global business context means considering a range of factors, including cultural diversity, time and budget constraints, and differing personalities and agendas.

Influential leaders communicate and negotiate with self-awareness. They understand their influential self – their emotional style, how to self-regulate their emotions, and how to integrate their own emotions and behaviours when they negotiate. Successful negotiators are aware of their own negotiation style, and use this to plan and prepare negotiations, or to adapt their behaviours to suit a changing negotiation dynamic.

Optimising Influence in Negotiation focuses on recognising and developing your individual negotiation style by considering your physiological and emotional responses. During the course, you will gain insights into the value of understanding other people’s behaviour styles and learn how to leverage their strengths and capitalise on their weaknesses. You will also learn how to plan and prepare a logical and structured approach to negotiation.

The key objective of this course is to provide you with a unique set of negotiation skills, which will enable you to be an effective influencer in your workplace.

Building your capability through

After completing the course, you will know how to:

  • plan for negotiations – gather evidence, identify strengths, and develop persuasive messaging
  • understand your personal negotiation style, your values and key motivators
  • communicate effectively with different personalities and develop team interaction styles
  • control your physiological responses when negotiating, particularly when under pressure (self-imposed or contextual)
  • regulate emotions, including dealing with frustration and roadblocks, and remaining calm during challenging negotiations (including de-escalation tactics)
  • identify hindrances to trust building and understand the key facilitators of building rapport.
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