Optimising Influence in Negotiation

More and more, managers and leaders are required to work cross-organisationally and cross-culturally, and it’s not always easy. Communicating and negotiating in a global business context means considering a range of factors, including cultural diversity, time and budget constraints, and differing personalities and agendas.

Influential leaders communicate and negotiate with self-awareness. They understand their influential self – their emotional style, how to self-regulate their emotions, and how to integrate their own emotions and behaviours when they negotiate. Successful negotiators are aware of their own negotiation style, and use this to plan and prepare negotiations, or to adapt their behaviours to suit a changing negotiation dynamic.

Optimising Influence in Negotiation is a course that focuses on recognising and developing your individual negotiation style by considering your physiological and emotional responses. During the course, you will gain insights into the value of understanding other people’s behaviour styles and learn how to leverage their strengths and capitalise on their weaknesses. You will also learn how to plan and prepare a logical and structured approach to negotiation.

"Putting the DiSC tool in to practice in a case study was very useful and being able to talk through how other professionals had solved a number of critical negotiation ‘road blocks’ was invaluable."
– Simon Ives, Superintendent - Human Resources, Glencore – Copper Assets Australia

 

Topic: 
Negotiation
Duration: 
One day
Designed for: 
Executives
Future Leaders
Managers
Professionals
Location:
UQ Brisbane City, 293 Queen Street, Brisbane City or online (view map)
Cost: 
In-person: $1,017.50 per person or $915.75 per person for 3 or more (incl. GST).
Virtual: $935 per person or $841.50 per person for 3 or more (incl. GST).
For bookings of three or more people, please contact us.

What you will learn

The key objective of this course is to provide you with a unique set of negotiation skills, which will enable you to be an effective influencer in your workplace.

  • Planning for negotiations – gather evidence, identify strengths, and develop persuasive messaging
  • Understanding your personal negotiation style, your values and key motivators
  • Communicating effectively with different personalities and develop team interaction styles
  • Controling your physiological responses when negotiating, particularly when under pressure (self-imposed or contextual)
  • Regulating emotions, including dealing with frustration and roadblocks, and remaining calm during challenging negotiations (including de-escalation tactics)
  • Identifying hindrances to trust building and understand the key facilitators of building rapport.

In addition to your course, you may also purchase an optional 30 or 60-minute coaching session* with the facilitator.

*Coaching sessions should be undertaken within two weeks of course completion. Please contact us to book your session or for more information.

Upcoming virtual course - July 2021

The online course comprises of two 3-hour virtual facilitator-led sessions:

  • Session 1: Thursday 27 July, 9am -12pm
  • Session 2: Thursday 29 July, 9am-12pm

Enrol here

Need manager approval?

Need approval from management or hoping work will cover the cost? Download this ‘Letter to supervisor’ template to explain the organisational value of completing the course and get their support.

Location

UQ Brisbane City
293 Queen Street
Brisbane City, QLD 4000
(opposite Post Office Square and next to the Australia Post Brisbane City branch)

Enquire

If you'd like to find out more about Optimising Influence in Negotiation, or any of our Executive Education courses please contact our Client Services Team at execed@business.uq.edu.au or (07) 3346 7111

To find out about upcoming Executive Education short courses, register your details to be contacted about new course dates.

Interested in Optimising Influence in Negotiation Enrolments, register your details to be contacted about new course dates. 

Register

Terms & Conditions

Enquire

If you'd like to find out more about Optimising Influence in Negotiation, or any of our Executive Education courses please contact our Client Services Team at execed@business.uq.edu.au or (07) 3346 7111

Peter Ferreira

Peter Ferreira is a specialist in business psychology and process facilitation. He is the owner of ECue, a boutique executive coaching, leadership, and team performance consultancy. Prior to becoming a management consultant, Peter held roles in finance, marketing and sales, and manufacturing at Coca Cola Amatil. His passion is enabling organisations to work more effectively through business improvement and leadership development.

Regarded as one of the top practitioners in his field in Australia, Peter has an extensive track record of success, having worked for more than 20 years with corporate executives, teams, and individuals in the private and public sector, in Australia and abroad. His consultancy experience covers a range of industries, including manufacturing, engineering, financial services, transport and logistics, sales and marketing, and construction. He currently provides leadership training to a range of blue-chip companies and organisations, including Hutchinson Builders, Toll Holdings, Ausenco and City of Gold Coast.

Peter holds a Bachelor of Law from University of Port Elizabeth, a Bachelor of Behavioural Science (Psychology) from the University of Southern Queensland, and a Graduate Diploma (Human Resources Management and Services) from Charles Sturt University. He is a member of a range of associations, including the Australian Human Resources Institute and Australian Institute of Professional Counsellors. He is also an active ambassador and regular speaker for The Black Dog Institute.

Enquire

If you'd like to find out more about Optimising Influence in Negotiation, or any of our Executive Education courses please contact our Client Services Team at execed@business.uq.edu.au or (07) 3346 7111

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