Strategic Negotiation
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ZOP1009: Strategic Negotiation
Program Overview
This powerful program enables participants to build their negotiating expertise and effectiveness by understanding strategic choice in negotiation. Participants will also develop a ‘script’ to guide their negotiations through to an agreement. The program involves presentations, discussion, self-reflection, negotiation simulations and case studies involving both Australian and international examples, and is highly interactive.
Designed for
Senior executives involved in significant business negotiations. The general principles and skills learnt in this course are applicable to a wide range of contexts including contract negotiations, business development and organisational change projects.
Content
By participating in this program, you will acquire:
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A practical framework to develop a strategic approach to a negotiation
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An understanding of power, competitiveness, conflict and cooperation in negotiation
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An understanding of the dynamics of the negotiation process - the ‘script’ - and techniques to manage the process effectively
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A greater awareness of your own approach to negotiation
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Practical techniques to manage difficult situations in negotiations
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Tools to enable you to continue improving your negotiation effectiveness.
Presenter:
Professor Ray Fells is a Professorial Fellow at the UWA Business School, with more than thirty years experience as a private and public sector consultant, teacher and researcher in the fields of negotiation and mediation, and workplace relations.
Learning Outcomes
Nationally Recognised
No
Residential
No
Miscellaneous Information
Duration
1 day
Fees
| Professional Member: | $926.20 |
| Affiliate Member: | $1,089.00 |
| Corporate Member: | $926.20 |
| Public: | $1,089.00 |
Dates