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 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.

Topic: 
Negotiation
Duration: 
One day
Next course:
13 June 2019 (see all)
Designed for: 
Executives
Future Leaders
Middle Management
Professionals
Location:
UQ Brisbane City (view map)
Cost: 
$925 (excl. GST)

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.

Location

UQ Brisbane City
293 Queen Street
Brisbane City, QLD 4000

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:

07 3346 7111

Upcoming sessions

13 June 2019 9:00am5:00pm
5 November 2019 9:00am5:00pm

Enrolments are now open. Please enrol at least one-week prior to the course start date. 

Enrol

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:

07 3346 7111

Deborah Jeppesen

Deborah is a registered psychologist, an experienced consultant, and facilitator specialising in interpersonal influence, negotiation, conflict resolution, and cross-cultural and cross-organisational communication.

She is Director of Psychological Edge, which focuses on optimising the performance of individuals and groups. In this role she delivers training in emotion management and effective decision-making, which includes strategies in resilience building, conflict negotiation, and stress mitigation.

Deborah also works for the Department of Defence, where she’s held various roles over the past twenty years. She is currently a Senior Psychologist with the department, and her expert advice has helped shape whole-of-government policy, and co-operation and engagement planning. This role requires extensive networking with international allied agencies, conducting psychological research to achieve collaboration and sharing of resources, and sees her regularly interacting with analysts in the UK, US, and New Zealand.

She is a contributing author to the book The Long Road: The Future of Indigenous Capability Development, writing a chapter on the value of emotional intelligence for selection and training in defence.

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:

07 3346 7111

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