Negotiation in Everyday Business


Negotiation is an essential part of everyday working life. Whether negotiating with customers and suppliers or negotiating with colleagues and business associates, there are gains for those who negotiate effectively. Make sure you (and your staff) profit from the time spent in negotiating.

It is important in negotiation to recognise the distinction between process and content. Unskilled negotiations are continually blinded by the discussion of items of content and miss opportunities to influence the outcome by diagnosing and acting on the process.

This program uses a combination of games, case studies, role plays and 'real life' work settings to reinforce the skills learned. Special tactics and strategies are provided for different scenarios and the strengths and weaknesses of those discussed.


Who this course is for

Any staff member involved in negotiations with suppliers, customers, clients, staff, managers, contractors, committees, bureaucrats, sales representatives and other business contacts.


Course Content

  • Understanding the negotiation framework
  • Recognising the context of negotiation
  • Strategies and tactics for negotiation
  • How to interpret signals
  • How to handle conflict in the negotiation setting
  • How to close the deal


Learning Outcomes

On completion of this course participants should be able to:

  • Plan for a negotiation
  • Negotiate to achieve an agreed outcome



A Certificate of Attendance will be issued at the completion of the course.


Course Duration & Venue

Duration:   One day:  9.00am - 4.30pm
Venue:      AFEI, Level 2, 97-99 Bathurst Street, Sydney  NSW  2000


Course Fee (GST Free)

Member Fee:        AUD $310
Non Member Fee:  AUD $360


Other Details

Fee includes morning and afternoon tea, light lunch and course materials.

To register please download and complete a Registration Form and forward to or Fax:  02 9264 5699.


Course ID Date(s)

1435/0220 February 2014full / waiting list
1435/0728 July 2014

Price: $360.00