Negotiation and Influencing skills

Negotiation and Influencing skills

13 September 2021(facilitated online)

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.

Overview

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. 

Duration

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

Delivery

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.


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