Negotiation and Influencing Skills


Whether you are negotiating a contract with a supplier or work requirements with team members, your negotiation skills directly influence the result you get. This course will examine how you can apply a win-win collaborative approach to negotiation to produce better outcomes for yourself and your organisation. You will learn how to plan your negotiations for positive, long-term results and how to establish and build rapport.



Negotiation types and styles

  • Defining negotiation, influence and persuasion
  • Identify different negotiation types and styles
  • Strategies and approaches to negotiation

The art of building rapport

  • Why rapport is important
  • Building safety and trust with integrity
  • The mechanics of influence
  • Psychology of persuasion
  • Communication skills
  • Communicating a strong why

Expert negotiation skills

  • Characteristics of expert negotiators
  • Questioning
  • Probing to get to the core
  • Reframing
  • Negotiating with objective criteria
  • Dealing with difficult people

The negotiation meeting

  • The negotiation plan
  • Identifying the objectives
  • Create options for mutual gain
  • Getting to agreement


Managing difficult behaviours

  • Dealing with emotions
  • Challenging tough negotiators and tactics
  • Points of contention


Learning outcomes

  • Define negotiation and where it occurs in your workplace
  • Thoroughly plan to achieve your desired outcomes in negotiation
  • Outline a process to follow when conducting a negotiation
  • Identify challenges in negotiation and demonstrate strategies for dealing with resistance and difficult people
  • Identify different types of negotiation tactics and create strategies for dealing with them
  • Describe and use different negotiation styles



This course requires no prior training or experience.


Course duration

One day: 8:30am to 3:30pm

Virtual option available



$550+GST per person


  • Experienced facilitator
  • Interactive, practical and hands on learning
  • Small groups for maximum impact
  • Take home resource workbook
  • Post course Coach Line
  • Post course follow up
  • Certificate of Attendance for participants
  • Morning & afternoon refreshments
  • Delicious cafe lunch


Enjoy Real People, Real Conversations, Real Results 


Further development

Facilitating and Chairing Meetings

Conflict to Cooperation

Develop Your Emotional Intelligence



21 April 2021 (One day)
18 May 2021 (One day)
16 June 2021 (One day)
12 July 2021 (One day)
16 August 2021 (One day)
14 September 2021 (One day)
20 October 2021 (One day)
18 November 2021 (One day)
13 December 2021 (One day)