Breakthrough Negotiations

Breakthrough Negotiations

Best practices in negotiation

This program will help you master the art of negotiation – a management skill that is essential to leadership, business and career success.

You’ll learn to focus on the preparation, process and people involved in a negotiation process and to develop creative solutions, achieve business goals and build stronger relationships.

This career-enhancing program is facilitated by a Macquarie Business School faculty member and formerly a senior consultant to blue chip companies in Australia and overseas.

Key highlights

Develop negotiating skills using interactive models and case studies

Identify key leading negotiation strategies and learn when to use each one

Learn the fundamentals of influencing and negotiation from an expert facilitator

View our open programs calendar which will provide you with all the information you need to know on the programs, such as when it’s offered, dates, days, venue, price and wallet points.

  • 2 days
  • 23–24 July 2019
  • Macquarie University North Ryde Campus
  • $2,300.00
  • Wallet points: 4

Register for July

Contact us

You will learn to:

  • Identify key leading negotiation strategies and learn when to use each one
  • Apply a negotiation framework adaptable to your business, department or organisation
  • Remain resourceful when high emotions are involved and avoid common mistakes and pitfalls made by negotiators

Who should attend

This program is designed for anyone who wishing to improve their negotiation skills and is suited to:

  • Managers from frontline through to senior leaders
  • Sales and business development staff
  • HR and IR practitioners

What you'll learn

Day 1

  • Negotiation Framework
  • Common Mistakes in Negotiation
  • Strategies and Tactics in Negotiation
  • Recognising and Influencing 5 Key Negotiation Phases
  • Recognising and Adapting Your Negotiation Style
  • The Critical Role of Framing

Day 2

  • Managing Conflict and Tension in Negotiation
  • Dealing with Strong Emotions
  • Communicating Effectively Across Different Channels
  • Negotiation Deadlocks
  • Building Common Ground
  • Agreement and Execution

Andrew Heys

Andrew Heys

Dr Andrew Heys

Dr Andrew Heys is a Senior Lecturer in the Department of Management and a former Program Director of the Macquarie Business School (MGSM) MBA. Andrew is now the Director for International Engagement within the Macquarie Business School at Macquarie University where his responsibilities centre around internationalisation, student mobility and recruitment. Prior to becoming an academic held a senior consulting role. During his 20 year career as a management educator, researcher and consultant, Andrew has worked with a diverse array of cultures and with clients from a wide variety of industries. He is a highly skilled facilitator and known for his pragmatic approach, and for his well-researched and relevant workshops.

Course enquiry

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Years of managerial / professional work experience

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