Strategic Negotiation

Recommend course:


Strategic negotiation is an approach that pays attention to the key drivers of negotiation success. This two-day course examines these key drivers of mind set, preparation, context, relationships and good process, and to manage these so that:

  • a mutually beneficial agreement reached
  • it is the best possible agreement for your own organisation
  • the process strengthens the ability to work well together in future negotiations.

Who should attend:
This programme is for professionals who have responsibility for negotiating good agreements around key projects or contracts.  This could include procurement and contract professionals, leaders, employment or recruitment specialists, project managers, business development and sales professionals or anyone who wants to develop tools and skills for successful negotiations.

Learning objectives:
Learn how to:

  • Apply the mindset and attitude most likely to support negotiation success and business outcomes.
  • Develop a strategy or approach to support negotiation success.
  • Prepare properly. That is, think through an upcoming negotiation to clearly identify interests, options and possible commitments that could work for both parties.
  • Build a strong working relationship with high levels of trust and respect; and make sure the working relationship isn’t derailed to the detriment of the negotiation.
  • Understand the negotiation context and process to respond appropriately.
  • Apply the skills for effective and persuasive negotiation in a wide range of situations
  • Work effectively with the emotional responses of others during the negotiation process.

Course topics:

  • Introduction to negotiation: An overview of the key drivers of a successful negotiation process;
  • Being strategic: How to take a big picture perspective on your negotiation so that you consider all the factors relevant to negotiation success
  • Negotiating style: How to develop a clear understanding of your own negotiation style, how it might be different from others and how you can work effectively with those differences.
  • Fast preparation: How to be as ready as you can be, for a coming negotiation, when you have very little time to prepare.
  • In-depth preparation: How to complete a full and thorough preparation to give yourself the best chance of succeeding with an important negotiation.
  • Relationships and communication: How to build and maintain your key relationships during the negotiation process and communicate in a manner that keeps the negotiation on track.
  • Working with emotion: How to work with tricky emotions, such as anxiety and anger, in a manner that ensures that they don’t derail the negotiation process.
  • Getting a good outcome: How to make sure you get the best possible outcome for your organisation and keep your important relationships along the way.
  • Putting it into practice: How to apply the strategic negotiation approach in your world to the specific negotiation challenges that you face.
  • Next steps: How to create your own professional development plan so that you become progressively more skilled over time.

What will you get from the programme?

  • A clear understanding of the requirements for successful negotiation
  • The secrets to a successful preparation that give you the best chance of success
  • Smarter change leadership right from the start
  • The ability to identify and deal with the unexpected challenges of negotiation so that they don’t derail your success
  • The ability to develop ongoing relationships and deeper trust with the party you are negotiating with as well as deliver the best possible outcome for your team or organisation

Course format:
You will learn through stories, mini-lectures, self-reflection, case studies, simulations and group discussion and through applying simple tools and templates to understand and assess your world.

Lawrence Green

Further details:
If you would like more information about this programme, please contact us on:
Ph: 64 4 463 6556 Email:

Customised workshops:
Victoria Professional and Executive Development are able to customise many of our workshops to meet specific individual or organisational requirements. Please contact us for further information.