Negotiation Skills: Managing Successful Outcomes
Whatever your role, you need to communicate and negotiate effectively with others in order to achieve your goals. Managers, consultants and salespeople can all benefit from aligning personal and business values, thinking and practice and adopt a cooperative approach to negotiation to achieve mutually beneficial outcomes. This course will provide participants with effective tools, techniques and strategies to engage others in successful negotiation and is a must for anyone wanting to improve their ability to manage negotiations successfully.
Course Content
- Negotiation process
- Distributive and integrative negotiation
- Preparation for negotiation
- Creating a communicative context
- Exchanging information
- Bargaining and mutual understanding
- Consensus and agreement
- Negotiating for a third party
Course Delivery
Interactive workshop.
Course Outcomes
By the end of this workshop, participants should:
- Understand the basic types of negotiations and the phases required for success.
- Understand and apply strategies involving the concepts: WATNA, BATNA, WAP, and ZOPA
- Be able to complete the groundwork for negotiation
- Be able to identify what information to share and what to keep to themselves
- Be able to use basic bargaining techniques
- Be able to Identify mutual gain strategies
- Be able to reach consensus and set the terms of agreement
- Know how to deal with personal attacks and other difficult issues
- Know how to use the negotiating processes in different situations, both personal and professional
- Know how to negotiate on behalf of someone else
Suitable for
Those who deal with others and want to improve their ability to negotiate successful outcomes such as: managers, supervisors, team leaders, sales staff, change managers, client service staff and project managers.
Before the course
There are no pre-requisite skills or knowledge for this entry-level negotiation course.
Centre for Continuing Education
Directions
Centre for Continuing Education
160 Missenden Road
Newtown
2042
Centre for Continuing Education
Directions
For directions from your location, enter your address in the Directions from field above the map shown below, then click the Get Directions button.
For University of Sydney campus maps and guides, visit sydney.edu.au/maps.
Public Transport
For public transport information visit 131500.com.au or phone TransportInfo on 131500.
Other Information
Secure Parking is available through the RPAH Medical Centre located on the corner of Missenden Road and Carillon Avenue (entry to the car park is via Elizabeth Street, off Carillion Avenue). Parking is available on weekdays only between the hours of 7:00AM – 7:00PM at a rate of $38/day or $9/day after validating your ticket at CCE’s reception. All CCE participants who validate their tickets at reception are required to park their vehicles on Level B3. If the validated ticket does not register in the car park’s ticketing machine, cancel the transaction then reinsert your ticket into the ticketing machine until the $9 fee appears.
Parking costs and parking arrangements for University of Sydney facilities are available here.
