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Contract negotiation skills




In-house Enquiry

This course is also available for in-house delivery. For more information please contact the Learning team on 02 8066 1900 or email [email protected] for a quote.

Course Overview


This course recognises the importance of effective negotiation in the workplace with colleagues, managers and key stakeholders and the difficulty presented by opposing or competing priorities in negotiation situations. It will equip learners with principle negotiation and influencing techniques, and apply practical skills through a series of case studies, role plays and self-reflection. The program will provide participants with a greater understanding of what it takes to engage in principled negotiations and in achieving desired outcomes and improved relationships with stakeholders.

Learning Outcomes


  • Identify different negotiation approaches and apply the appropriate tactic to individual circumstance and context
  • Learn and apply major skills required to be effective in a negotiation
  • Identify and implement behaviours and thinking to be successful in a negotiation
  • Understand what makes a good agreement for the participant, their agency and the other party
  • Increase confidence and development of an extensive negotiation plan to more effectively direct negotiations and conflict resolution.

NSW Public Sector Framework Capabilities


This course is targeted at Intermediate to Adept level. The following behaviours from the framework are covered:

Business Enablers: Procurement

  • Understand and comply with legal, policy and organisational guidelines and procedures in relation to procurement and contract management.
  • Conduct delegated purchasing activities, complying with prescribed guidelines and procedures.
  • Work with providers, suppliers and contractors to ensure that outcomes are delivered in line with time and quality requirements.
  • Develop well written, well-structured procurement documentation that clearly sets out the business requirements.
  • Monitor procurement and contract management processes to ensure they are open, transparent and competitive, and that contract performance is effective.
  • Be aware of procurement and contract management risks, and what actions are expected to mitigate these.

Relationships: Influence and negotiate

  • Utilise facts, knowledge and experience to support recommendations.
  • Identify others’ concerns and expectations. Respond constructively to conflict and disagreements.
  • Keep discussion focused on the key issues. Influence others with a fair and considered approach and sound arguments.
  • Lead and facilitate productive discussions with staff and stakeholders.

Enquiries: For more information on our learning programs, please contact the IPAA NSW Learning Team on 02 8066 1900 or email [email protected].