Negotiation essentials

Negotiation essentials
Wednesday 27 May 2020 (9:00am to 5:00pm)

Cliftons Training Rooms
Level 13, 60 Margaret Street, Sydney

Professional & Associate Members $675
Affiliate Members $775
Non Members $775


This course is also available for in-house delivery. For more information please contact the Learning team on 02 8066 1900 or email learning@nsw.ipaa.org.au for a quote.

Course Overview


This course will help you influence people and negotiate, even in difficult situations. It will strengthen your confidence and credibility in negotiations; encourage frank, productive discussion to build mutual understanding and generate options; encourage flexibility and options; influence others’ thinking, encouraging openness and agreement; demonstrate understanding and awareness of others’ circumstances and interests; manage difficult relationships, especially in high-conflict situations; and deal confidently and assertively with power tactics, anger, frustration, and resistance.

Learning Outcomes


  • Learn a robust approach for preparing and holding negotiations
  • Identify the high-gain information needed for effective negotiations
  • Balance firmness with flexibility, maintaining credibility while encouraging productive dialogue
  • Increase ability to influence outcomes and resolutions
  • Evaluate the relative strengths of the two sides
  • Manage challenging relationships
  • Use strategies for managing anger, frustration, resistance and negativity
  • Negotiate assertively and confidently in challenging situations, responding effectively to tricks and power tactics.

"An informative and engaging workshop. I walked away feeling more confident in my ability to negotiate after having the chance to practice what we had learned."
Recent IPAA learner


4.5 stars
4.4 out of 5 (based on feedback from 96 learners)

NSW Public Sector Framework Capabilities


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

Relationships: Influence and negotiate

  • Negotiate from an informed and credible position.
  • Encourage others to talk, share and debate ideas to achieve a consensus.
  • Recognise and explain the need for compromise.
  • Influence others with a fair and considered approach and sound arguments.
  • Show sensitivity and understanding in resolving conflicts and differences.
  • Identify and resolve issues in discussion with other staff and stakeholders.

Course Facilitator

Phillip Hart




Phillip Hart helps people achieve practical, robust outcomes with difficult issues, especially when there is uncertainty, dissent, and even hostility. He is an independent facilitator, negotiator and nationally accredited mediator. He has extensive experience over many years, in a wide range of contexts in the government, private, and not-for-profit sectors. He helps individuals and teams clarify the issues which are confronting them, identify and explore a range of options to address these issues, craft appropriate and realistic solutions and develop implementation strategies, and prepare for difficult conversations and negotiations. He is a Nationally Accredited Mediator on the LEADR Panel of Mediators and a Conflict Coach. He is a frequent presenter and participant in professional Alternative Dispute Resolution conferences, seminars and workshops.

Course Materials


All course materials (including the workbooks) will be made available through our digital learning space, Illuminate. Your Illuminate access details will be provided 7 days prior to the course date.

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Enquiries: For more information on our learning programs, please contact the IPAA NSW Learning Team on 02 8066 1900 or email learning@nsw.ipaa.org.au.
When
27/05/2020 9:00 AM - 5:00 PM
Where
Cliftons, Level 13, 60 Margaret Street Sydney, NSW 2000 AUSTRALIA
 

Terms and Conditions
Payments

Payment must be made either in full online at the time of confirming purchase or 14 days from the date of the invoice.
Payment is required prior to attending the event or course. 

Cancellation policy - Events
  • Cancellation must be in writing
  • Cancellation received more than 10 business days prior to the event running — no penalty will be incurred
  • Cancellation received within 5–10 business days prior to the event running — 50% of the event fee will be payable
  • Cancellation received within 1–5 business days prior to the event running — 100% of the event fee will be payable.
Cancellation policy - Scheduled Courses
  • Cancellation must be in writing
  • Cancellation received more than 10 business days prior to the course start date — no penalty will be incurred
  • Cancellation received within 7–10 business days prior to the event running — 50% of the event fee will be payable
  • Cancellation received within 1–6 business days prior to the event running — 100% of the event fee will be payable.
Cancellation policy - Self-paced Courses
  • Cancellations are not permitted.

Note: If you do not cancel and do not attend, 100% of the event fee must be paid.

Transfer policy - Events
  • All requests for transfers must be in writing
  • Substitute nominees may attend in your place where deemed appropriate; however, if a member wishes to substitute a non-member in their place the full fee will be payable.
Transfer policy - Scheduled Courses
  • All requests for transfers must be in writing
  • Your course registration can be transferred to another course without penalty if requested more than 10 business days prior to the course start date. Otherwise, the above cancellation policy applies. Transfers can only be requested when the course fee has been paid in full
  • Transferring your registration to another person can be done at any time without penalty, provided that nominee details are provided within a minimum of 2 business days before course/event start date; however, if a member wishes to substitute a non-member in their place the full fee will be payable.
Transfer policy - Self-paced Courses 
  • Transfers to another course are not allowed for self-paced courses.
Penalties may be waived in exceptional circumstances, work commitments do not count as exceptional circumstances.

Program Changes

IPAA NSW reserves the right to change programs/speakers/venue, or to cancel programs if the enrollment criteria are not met or when conditions beyond our control prevail. All registrants will be notified in the event of cancellation and their registration will be refunded. 


For our full terms and conditions click here

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