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It's said that in business you don't get what you deserve, you get what you negotiate! Negotiation Skills Advanced 1 introduces a clear structure and approach to planning complex negotiations. It allows you to prepare for several practice negotiations, building your confidence at every step of the planning process.

Course Price (inc GST where applicable): 
Sydney, Melbourne
1 day
You'll Learn how to: 
  • Identify and determine an effective approach to a complex negotiation
  • Develop and apply strategies for negotiating in different environments and with different stakeholders
  • Plan and prepare for tough, long term, multi-party negotiations
  • Be prepared to undertake a face-to-face negotiation
Course Content: 

Before: Access your Starter Kit

Let's get learning! Access your Starter Kit at, complete the activities and write down your goals

Setting the Context

Welcome and agenda
Review and confirm performance outcomes
Share your goals and experiences

Exploring Complex Negotiations

Define what constitutes a complex negotiation
Differentiate between positional and principled negotiation
Explore and practice 5 negotiation styles

Planning and Preparing for a Complex Negotiation

Articulate 6 steps for negotiation planning
Define personal negotiation objectives 
Consider the other party's likely objectives in the negotiation
Develop BATNA, TRP, and MOP

Use the creative process to generate options for mutual gain

Select suitable styles for a particular negotiation

Mentally Preparing to Negotiate

Recall strategies for dealing with emotions during a negotiation
Discuss the sponge technique
Explore sensory acuity

Developing your Improvement Plan

Set actions to implement at work

After: Access your Embed the Learning Kit

This Kit assists you to apply techniques at work, ensuring you get the most from this experience


Participants in this course should have an understanding of the principles and techniques of negotiation, equivalent to those covered in TP3's Negotiation Skills Foundation course.

The Learning Process: 
Preparing to learn

Get the most out of your course by preparing before you attend the workshop. Access and read your online Starter Kit, complete the activities and document your desired outcomes for the workshop. To get started, click here.

During the course

Our Professional Development courses are practical, interactive and fun. Well-known, proven theories are translated into easy-to-understand concepts and techniques by experienced training consultants. You’ll return to work understanding what you can do to enhance your performance.

After the course

Your Embedding Kit will assist you to apply the techniques at work, ensuring you get the most from your learning experience. For more details, click here.

Customising this course: 

TP3 can provide a range of consulting services to better meet your business needs, including in-house courses for your organisation, customised course material relevant to your industry and requirements, individual or group coaching and blended learning solutions.

Booking Information: 
Call 1300 658 388 to book this course, or book and pay online below.
Course Dates: 

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