Strategic and Effective Negotiation


Negotiation is an essential part of everyday working life. Whether negotiating with customers and suppliers or negotiating with colleagues and business associates, there are gains for those who negotiate effectively. Make sure you (and your staff) profit from the time spent in negotiating.

It is important in negotiation to recognise the distinction between process and content. Unskilled negotiations are continually blinded by the discussion of items of content and, therefore, miss opportunities to influence the outcome by diagnosing and acting on the process.

This program uses a combination of skills, case studies, role plays and 'real life' work settings to reinforce the skills learned. Special tactics and strategies are provided for different scenarios and the strengths and weaknesses of those discussed.


Who should attend

Any staff member involved in negotiations with suppliers, customers, clients, staff, managers, contractors, committees, bureaucrats, sales representatives, other business contacts and stakeholders.



  • Understanding the negotiation framework
  • Recognising the context of negotiation
  • Strategies and tactics for negotiation
  • How to interpret signals
  • How to handle conflict in the negotiation setting
  • How to close the deal


Learning Outcomes

On completion, participants should be able to:

  • Plan for a negotiation
  • Negotiate to achieve an agreed outcome
  • Identify the phases, stages and signals in negotiation



A Certificate of Attendance will be issued at the completion of the course.


Duration & Venue

Duration:   One day:  9.00am - 4.30pm
Venue:      AFEI, Level 2, 97-99 Bathurst Street, Sydney  NSW  2000


Fee (GST Free)

Member Fee:        AUD $330
Non Member Fee:  AUD $380


Other Details

Fee includes morning and afternoon tea, light lunch and course materials.

To register
download and complete a Registration Form and forward to or Fax:  02 9264 5699.


Course ID Date(s)

1735/0322 March 2017
1735/098 September 2017

Price: $380.00