Negotiation Skills Training - Brisbane
# Negotiation Skills Training Brisbane
A Workshop for Professional Development Conducted by Dr. Marcus Clarkson
## Course Overview
I've been consulting to Australian businesses for 20 years, and after spending time in 1000's of rooms with professionals from just about every industry, inevitably, a bunch will come up to me afterwards with losses of confidence, knowing they could have got better outcomes. The mining executive in Perth who undervalued her teams capabilities all the time, the startup founder in Melbourne who gave away too much equity just because he couldn't negotiate the conversation , these are the same stories we hear across every industry.
The reality is, we don't learn how to negotiate, at least effectively. We fumble our way through discussions about compensation, negotiating projects and stakeholder meetings by using instinct, instead of strategy. This comprehensive training system changes the way you negotiate at work from playing defence against others to driving the best hard bargain for yourself swiftly and without any fear or inadequacy.
This is not to say becoming manipulative or forceful. True negotiation is actually about adding value for everyone, not just yourself. Whether you're managing a team of resources, shifting project timelines or an individual contributor fighting for your professional development, you will use these skills for the rest of your career.
## Learning Outcomes
Upon completion of the program, participants will:
Show strategic preparation for all types of negotiation, history on how to prepare and set boundaries
Use communication techniques that preserve relationships and achieve results
Use common interest approaches to problem solving to develop win win solutions
Use closing strategies which will make it easy for the agreement to be upheld and the relationship enhanced
by understanding how to deal with difficult people and hard behaviours when engaging in negotiations
Get more comfortable expressing themselves and their teams confidently and calmly
## What You Will Learn
### Module 1: Foundation and Preparation
Considering negotiation as a joint process and not as a fight. I will teach you step by step preparations like stakeholders, objective setting and how to research. We'll talk about how to determine your BATNA (Best Alternative To a Negotiated Agreement) and set up clear limits before engaging in any conversation.
### Module 2: How To Build Rapport and Communicate
Learning how to ask the right questions that reveal what people would rather keep hidden. This module explores active listening skills, reading nonverbal cues and creating trust in difficult situations. You will master how to present your point of view, clearly and persuasively, without arguing, no inappropriate language or arguments allowed.
### Module 3: Creative Problem Solving
From Positional to Interest Based Bargaining. Learn brainstorming approaches that come up with lots of options, how to separate people from problems and how to grow the pie instead of just cutting it. This module covers dealing with impasses and how to make breakthroughs.
### Module 4: Managing Difficult Situations
3 Real world tactics for handling aggressive people, emotional situations, and lopsided power. You will pick up de-escalation tactics, how not to fly off the handle and when to step away or ask for help. Particular emphasis on everyday workplace situations and cultural issues in Australian Business.
### Module 5: Closing and Implementation
How to negotiate agreements that are solid, such as summarising critical points, verifying understanding, and accountability methods. Discover the secrets behind how to document agreements and implement follow up systems that keep both sides to their promises.
### Module 6: Building Long term Relationships
Viewing negotiation as building a relationship, not as completing a transaction. By now you're negotiating relationship should be established and you're looking at managing post negotiations relationships, learning from the experience and setting yourself up for another success deal at some point down the line.
## Course Format
This dynamic one day course covers theory as well as role playing, case studies based on real workplace scenarios in Australia and small group discussions. Delegates will negotiate in different scenarios from budget to project scope, resource and performance talks among others.
## Concluding Remarks
Good workplace negotiation isn't about winning , at someone else's expense , it's having honest, productive conversations that truly advance everyone's interests, but most importantly, your own. This training gives you an organised process for preparation, communication, and building agreements to ensure you've covered all the bases to turn negotiations from a daunting front to a valuable business tool.
Take away actionable tools and advice to use in your area of your Organisation or work, a better understanding of how you can apply negotiation strategies, and how beneficial it can be to build a network of allies. But, most importantly, you will learn that negotiation skills are not something that only belongs in the boardroom – they are critical life skills that will enhance every aspect of your professional dealings.
Open to changing the way you discuss work? Come join us in Brisbane where you will learn about the power of effective negotiation and how it will help you advance your career and build professional relationships.