Skip to main content

Negotiation and Influencing Skills

Negotiation and Influencing 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.


This course provides participants with the confidence to apply a universal framework of negotiation through a series of case studies, role-plays and self-reflection.  Participants will gain an understanding of negotiation styles, the importance of planning and preparation, identifying and valuing concessions and achieving leverage through standards and benchmarks.  Participants can shape their course engagement through completing a pre-course survey. 


1 day or 2 half days

Learning Outcomes
  • Identify early opportunities to shape a successful negotiation

  • Identify negotiation styles and preferences and how they contrast to others

  • Apply a universal negotiation framework to a range of situations

  • Identify and apply the five key ingredients that drive successful negotiations

  • Identify favourable standards and benchmarks that increase leverage

  • Demonstrate how to refute the other party’s standards and benchmarks

  • Identify the importance of distinguishing and valuing concessions and how to trade these towards achieving an agreement

  • Identify and explain when and how to move towards securing a fair agreement for all parties 

  • Identify and demonstrate techniques to close a negotiation and lock in an agreement.


NSW Public Sector Framework Capabilities

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

Personal Attributes: Display Resilience and Courage
  • Raise and work through challenging issues and seek alternatives
  • Remain composed and calm under pressure and in challenging situations
  • Give frank, honest advice in response to strong contrary views
  • Develop effective strategies and show decisiveness in dealing with emotionally charged situations and difficult or controversial issues
Relationships: Commit to Customer Service

Promote and manage alliances within the organisation and across the public, private and community sectors

Relationships: Work Collaboratively

  • Build cooperation and overcome barriers to information sharing, communication and collaboration across the organisation and across government
  • Facilitate opportunities to engage and collaborate with stakeholders to develop joint solutions
Relationships: Influence and Negotiate
  • Negotiate from an informed and credible position
  • Lead and facilitate productive discussions with staff and stakeholders
  • Encourage others to talk, share and debate ideas to achieve a consensus
  • Recognise diverse perspectives and the need for compromise in negotiating mutually agreed outcomes
  • Influence others with a fair and considered approach and sound arguments
  • Show sensitivity and understanding in resolving conflicts and differences
  • Manage challenging relationships with internal and external stakeholders
  • Anticipate and minimise conflict
  • Influence others with a fair and considered approach and present persuasive counterarguments
  • Work towards mutually beneficial ‘win-win’ outcomes
    Show sensitivity and understanding in resolving acute and complex conflicts and differences Identify key stakeholders and gain their support in advance
  • Establish a clear negotiation position based on research, a firm grasp of key issues, likely arguments, points of difference and areas for compromise
  • Anticipate and minimise conflict within the organisation and with external stakeholders


This highly interactive workshop can be delivered either face to face or in a virtual workshop format, including work-based activities, presentations, group work and case studies.

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