Negotiation Skills Training Course

Negotiation Skills Training Course

You know that sinking feeling when you're sitting across from someone and you can sense they're about to ask for something you really don't want to give? Maybe it's your boss wanting you to take on another project when you're already swamped, or a client pushing for a discount that'll kill your margins, or even a supplier trying to justify their latest price increase. We've all been there - that moment when you know a negotiation is coming and you're already planning your retreat.

Here's the thing though: negotiation isn't about winning or losing, and it definitely isn't about being the loudest person in the room. It's about finding solutions that work for everyone involved. I've been training people in negotiation skills for over fifteen years, and I can tell you that some of the best negotiators I know are the quiet ones who ask great questions and really listen to the answers.

This course is designed for anyone who needs to negotiate as part of their job - and let's be honest, that's pretty much everyone. Whether you're in sales, procurement, management, or you just need to get better at working with colleagues who always seem to get their way, these skills will change how you approach difficult conversations.

We'll start with the basics - understanding what the other person actually wants versus what they're asking for. There's usually a big difference. Then we'll work on preparing for negotiations properly, because most people walk into these situations completely unprepared and wonder why they don't get the results they want. You'll learn how to create options that benefit both parties, how to handle pushback without getting defensive, and how to close deals that stick.

One thing we'll spend real time on is dealing with difficult personalities. You know the type - the bully who tries to intimidate, the person who won't make decisions, or the one who agrees to everything in the meeting then changes their mind later. We'll practice specific techniques for each of these situations using real scenarios from your workplace.

What You'll Learn

You'll discover how to prepare effectively for any negotiation, from salary discussions to contract renewals. We'll cover how to identify the real interests behind positions, so you can find creative solutions instead of getting stuck in adversarial battles. You'll practice active listening techniques that actually get people to open up and share information they'd normally keep to themselves.

We'll work on framing your proposals in ways that make them easier to accept, and you'll learn the art of asking for what you want without sounding desperate or aggressive. By the end of the session, you'll have a toolkit of responses for common negotiation challenges, plus the confidence to use them.

You'll also understand how to handle emotions - both yours and theirs - when discussions get heated. Because let's face it, negotiations can get uncomfortable, and knowing how to stay calm and focused when someone's pushing your buttons is a skill that'll serve you well beyond the meeting room.

The Bottom Line

Stop walking into negotiations hoping for the best and start approaching them with a clear strategy. These aren't complicated techniques that require years to master - they're practical tools you can start using immediately. Most participants tell me they wish they'd learned this stuff years ago, and I think you'll feel the same way.

The course runs for one day in Melbourne, and we keep the groups small so everyone gets plenty of practice. You'll leave with templates for preparation, scripts for common situations, and most importantly, the confidence to handle whatever comes up. Because when you know how to negotiate effectively, you stop avoiding difficult conversations and start seeing them as opportunities.