Negotiation Skills

Expand your knowledge and gain practical skills in negotiating commercial arrangements.

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This one-day seminar provides participants with a robust and universal framework that can be applied to a wide number of negotiation situations, as well as insights specific to negotiating commercial arrangements. This includes guidance on managing supplier, contractor and staff disputes before they escalate to formal (and expensive) processes such as mediation, arbitration and litigation. Participants will gain awareness of their negotiation preferences and understanding of how to plan, approach and conclude negotiations using a structured template.

7 CPD Units (one unit per hour)

Program

8:30 am Arrival and registration
8:45 am
  • Introduction and Overview
  • Foundations of Negotiation
  • ‘What is Negotiation?’ and Why Our Definition Matters
  • Distributive vs. Integrative Approaches to Negotiation
9:15 am
  • A paired negotiation role play
  • The Five Ingredients for Successful Negotiation
  • Your Negotiation Style – Self-Assessment Using Thomas-Kilmann Tool
  • Why Negotiating Styles Matter and How Your Style Can Change According to Context
10:30 am Morning Tea
10:45 am
  • Distinguishing the Content and Process in Negotiations
  • A paired negotiation role play: apply Negotiation Framework
  • Why High Aspirations Are Key and How to Defend Them
  • Identifying and Applying Standards, Norms and Benchmarks
1:00 pm Lunch
1:45 pm
  • Relationships: Knowing the Other Party’s Needs
  • Identifying, Valuing and Ranking “Trade-Ables” (Concessions)
  • Power and Leverage – Three Types of Leverage
  • The Identification and Use (and Abuse) of Tactics in Negotiation
3:00 pm Afternoon Tea
3:15 pm
  • Major Team Role Play
  • Role Play Debrief
  • Personal Development Action Plan
5:00 pm Close

About the facilitator

Paul Vorbach MBA, MCom, FAICD, FGIA

Managing Director, AcademyGlobal, and Visiting Fellow, UTS Faculty of Law

Paul has been practicing commercial negotiations for over 30 years and teaching negotiation to executives for 15 years. With a background in banking (Citi) and consulting (Deloitte), he has experience in negotiating with local and international multinationals, regulators, commercial property sale and lease arrangements, supplier and distribution arrangements, strategic alliances and partnerships. As a company director and business founder, Paul has a depth of experience in negotiating with staff, management and boards of directors.

Further information

Further enquiries may be directed to: 

UTS Law Short Courses Team
Email: Law.ShortCourses@uts.edu.au
Phone: +61 2 9514 3389

Disclaimer: While it is the Faculty's intention to provide this Program as advertised, UTS reserves the right to alter the Program without notice. 

T&Cs: All registrations are governed by UTS Short Courses & Conferences’ Terms & Conditions. 

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