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Negotiation and Influencing Skills

Negotiation and Influencing Skills
Wednesday 20 October 2021 (9:00am to 5.00pm)

Delivered via Zoom interactive workshop

Professional & Associate Members  $745.00 (incl. GST)
Affiliate Members  $850.00 (incl. GST)
Non Members   $965.00 (incl. GST)

If you are a NSW public sector employee, then you are eligible for Affiliate membership free of charge. Click here to join.

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 full day 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. 

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.
     

Zoom Virtual Classroom

Our virtual classroom consists of a facilitator teaching the class to students who are dialed in remotely to the class session. Presentation slides and other digital files can be presented during the training session using the Zoom platform and the student may either focus on these resources or the facilitator. 

To enable connection, you will require the following set-up:

- Sufficient internet connection – Zoom is successful on a 4G network. Any network better than 4G will enhance the student’s experience;
- A PC with a web-camera, microphone and the capacity to run the Zoom application to allow the facilitator to better interact with students in the same manner as a traditional classroom; and
- Sufficient sized monitor or screen to support the number of students in the room.

"The trainer was excellent. Very knowledgeable of the topic and very engaging."
Recent IPAA learner

4.5 stars
4.4 out of 5 (based on feedback from 30 learners)

NSW Public Sector Framework Capabilities

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

Relationships: Work collaboratively, Communicate effectively, 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.
  • Apply practical tools and techniques to effectively resolve disagreement issues and problems
  • Resolve conflict in the workplace quickly and effectively without impact on business performance
  • Generate strategies to address conflict management, positively influencing team capability development and team effectiveness
  • Self-manage own state to reduce anger and stress, and increase resilience in times of pressure to maintain professionalism and productivity
  • Identify the needs of all stakeholders specific to problems.
     

Benefits to your organisation

  • Knowledge, skills, and confidence to effectively negotiate are highly valued and transferable across a variety of work environments and situations.  

Benefits to you

  • Improve skill and confidence in undertaking negotiations in a wide range of workplace situations.


Course Facilitator

 Paul Vorbach
 


Paul is a Director of IPAA training partner AcademyGlobal and Honorary Professor at the Faculty of Law, University of Technology Sydney. He has over 15 years experience training leaders and staff across all levels of government in Australia and internationally.  


Paul holds degrees in law, commerce and business administration, and specialises in the areas of probity and integrity, negotiation, financial management, procurement and contract management. Through assignments in over 20 countries on 5 continents, Paul has collaborated with leaders in government, commerce and not-for-profit sectors to design and deliver programs that address critical organisational challenges and opportunities. Prior to entering executive education, Paul held senior management roles at Deloitte and Citigroup Inc. 


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 [email protected].
When
20/10/2021 9:00 AM - 5:00 PM
Where
Zoom Sydney, NSW 2000 AUSTRALIA
Online registration not available.
 
Terms and Conditions
Payments

Payment is required prior to attending the event or course. Please contact an IPAA NSW staff member if an exception is required.

Payments - Online Events

If you have an outstanding invoice for the event, you will not receive a link to the live event. 

Online Events

Only people registered to the event can access the content. Do not share login details with people who have not registered to the event

Cancellation policy - Events
  • Cancellation must be in writing and confirmed by an IPAA NSW staff member
  • Cancellation received more than 10 business days prior to the event – no penalty will be incurred
  • Cancellation received within 6-10 business days of the event – 50% of the fee is payable
  • Cancellation received less than 6 business days prior to the event – 100% of the fee is payable
  • No show – 100% of the fee is payable
  • Registrations received less than 6 business days prior to the event are non-refundable.
Cancellation policy - Scheduled Courses
  • Cancellation must be in writing and confirmed by an IPAA NSW staff member
  • Cancellation received more than 10 business days prior to the start date – no penalty will be incurred
  • Cancellation received within 6-10 business days of the start date – 50% of the fee is payable
  • Cancellation received less than 6 business days prior to the start date – 100% of the fee is payable
  • No show – 100% of the fee is payable
  • Registrations received less than 6 business days prior to the start date are non-refundable.
Cancellation policy - Self-paced Courses
  • Cancellations are not permitted.

Note: If you do not cancel and do not attend and event or course, 100% of the 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 if nominee details are provided within a minimum of 2 business days prior to the course start date. Transferring from a member to a non-member will result in a fee increase in line with the non-member course fee.
Transfer policy - Self-paced Courses 
  • Transfers to another course are not allowed for self-paced courses.
We may in our discretion waive cancellation charges in exceptional circumstances, but we will not waive cancellation charges on account of work commitments.

Program Changes

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

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