• 6 May 2020
     6 May 2020
     9:00 am - 4:30 pm
  • 7 October 2020
     7 October 2020
     9:00 am - 4:30 pm


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, therefore, miss opportunities to influence the outcome by diagnosing and acting on the process. This program uses a combination of skills, 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 should attend

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


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

Learning Outcomes

On completion, participants should be able to:

  • Plan for a negotiation
  • Negotiate to achieve an agreed outcome
  • Identify the phases, stages and signals in negotiation


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

Duration & Venue

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

Fee (GST Free)

Member Fee:          AUD $350
Non Member Fee:  AUD $395

Other Details

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

We're sorry, but all tickets sales have ended because the event is expired.
There are no dates currently scheduled for this course. Please contact AFEI to express your interest or to arrange private/on-site training.