Negotiation Skills - Essentials

Face-to-face duration: 2 days

Course Objectives

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This two (2) days course aims to provide learners with the knowledge and skills required to effectively manage negotiations.

This course will give participants an understanding of the phases of negotiation, tools to use during a negotiation, and ways to build win-win solutions for all involved.

Learning Outcomes

  1. Develop basic types of negotiations, the phases of negotiations, and the skills needed for successful negotiating
  2. Lay the groundwork for negotiation
  3. Identify what information to share and what to keep to yourself
  4. Understand basic bargaining techniques


Team members and leaders who would like to learn essential negotiation skills


  • Develop the skills of successful negotiating
  • Apply basic negotiating concepts: WATNA, BATNA, WAP, and ZOPA
  • Apply strategies for identifying mutual gain
  • Being able to reach consensus and set the terms of agreement
  • Deal with personal attacks and other difficult issues
  • Use the negotiating process to solve everyday problems
  • Negotiate on behalf of someone else


  • Understanding negotiation
  • Getting prepared
  • Laying the groundwork
  • The negotiation process
  • Negotiation techniques
  • Exchanging information
  • Soft /hard positional bargaining and interest bargaining
  • Developing mutual gain
  • Building an agreement
  • Closing
  • Dealing with difficult issues
  • Global negotiations
  • Personal negotiation style

Program Outline

Day One

Introduction to negotiations

  • Negotiation skills
  • Types of negotiations
  • The negotiation process
  • Activities throughout the module

Laying the groundwork

  • 3 phases of negotiation
  • Create a negotiation framework
  • Exchanging information
  • Activities throughout the module

Day Two

The agreement

  • Reaching consensus
  • Dealing with difficult issues
  • Smaller negotiations
  • Activities throughout the module

Closing and dealing with difficult issues

  • Global negotiation
  • Personal negotiation style
  • Activities throughout the module


"The Student Manual is a logical, carefully thought through and well presented document. The face-to-face facilitators are helpful, patient, knowledgeable and passionate. Thank you for the time and effort that blueVisions have put into preparing and supporting this course."

David Thorpe iiNet Australia

"Your personal contribution to our training has been invaluable. Your infectious high spirits and genuine want for our success have shone through. I sincerely thank you for your efforts over the past two years."

Stephen Davies Group Manager, Construction Services Group, NSW

"Your course made me realise how irrelevant what I was learning through my university course actually was to my job. Due to this, I will be seeking to complete the remainder of the modules in this diploma through blueVisions."

Damien Bleeker Project Coordinator, Liverpool City Council, NSW

"Thank you for a wonderful course....This has been by far the best development course I've ever been a part of."

David Darcy LSPSPO - Defence Materiel Organisation

"Having sat in at various times in both courses, as well as being present for the final summary and feedback sessions I was really impressed with the positive feedback and outcomes. The blueVisions trainers did an awesome job and really motivated and inspired both groups. The level of the course was spot on for each group."

Brian Clarke Leadership Development Coordinator, Gasco