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Although people negotiate all the time, most know very little about the strategy and psychology of effective negotiations. This program is for anyone who navigates business complexities on a daily basis including managers at every level, as well as people who work for government and non-for-profit agencies.

The program will help participants to move from a win-lose adversarial mindset to a collaborative yet practical beneficial win-win approach. Participants will learn how to handle difficult conversations in negotiations where emotions fly high and where there is a long-term relationship at stake; as well as learning how to prevent escalation of conflict in negotiations.

Why the Advanced Negotiation Skills Program?

Individual benefits:

  • Understand the psychology and theory to help guide negotiation as well as practical steps in implementing the strategies during negotiations
  • Learn from course facilitators that have both industry and academic backgrounds and an understanding of industry issues delivering a program that is relevant to meet your strategic goals
  • Move from a win-lose adversarial mindset to a collaborative yet practical beneficial win-win approach.



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Organisational benefits:

  • Participation in the program develops leaders and teams for better negotiation planning
  • Develop more cooperation within and between departments
  • The program will equip organisations with the ability to improve stakeholder management, create stronger workplace relationships and help to resolve conflicts.


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Key Information

Dates Delivery Location Cost (ex. GST) Who this is suited to

Advanced Negotiation                      13 - 14 May, 2019                                   2 x full days

Critical Conversations                        15 May, 2019                                             1 x full day

UniSA Business School
City West Campus,
North Terrace, Adelaide 

2 day course: $1,450
UniSA Alumni: $1,300
Early Bird: $1,350                                 

3 day course: $2,200                            UniSA Alumni: $2,000                        Early Bird: $2,000                  Discounts available for group bookings.

Mid-senior leaders and managers

What others are saying

"I would recommend this course to anyone who needs to use negotiation techniques – from simple interactions to complicated business scenarios. This course really challenged my experience in negotiation by providing an alternative framework for the planning and the conduct of negotiations.  The application of psychology proved interesting and was particularly relevant in my field. The course content can be applied to both personal and business interactions.”

Natalie Mackintosh

ASC Pty Ltd

What you can expect

Participants will learn by doing and the course will include experiential negotiation roleplays to help develop habitual negotiation skills and strategies.  The course will provide both the scientific theory and principal behind the strategies as well as the practical steps in implementing the strategies during negotiations.

Course Outline

Day 1: Key Strategies for two-part negotiations

Single-issue, two-party negotiations

  • Identifying objectives and goals in negotiations.
  • Traps to avoid – winner’s curse and settling for too little.
  • Strategies for making offers and how to deal with concessions in negotiations

Strategic planning for negotiations

  • Identifying important data points for planning
  • Dealing with tangible benefits and costs during planning

Multi-issue, two-party negotiations

  • Understanding the variety of issues in negotiations: distributive, integrative and compatible issues
  • How to make package deals and multi-issue offers
  • How to persuade and influence others to while communicating and gathering information

Day 2: Fundamental strategies for multi-party, multi-Issue negotiations

Advanced multi-issue, multi-party negotiations

  • Dealing with multiple stakeholders
  • Coalition building strategies
  • Creating a win-win solution without giving up your share of the pie

Managing power, communication and information in negotiations

  • How to discuss issues
  • How to manage interpersonal and procedural complexity
  • Power: where does power come in negotiations?

Managing emotions in negotiations

  • Emotional expression - what works
  • Emotional intelligence: how to build it
  • Developing your own emotional thermometer.

Day 3: Managing critical conversations and resolving conflicts at work

  • Managing critical conversations with staff, or in dealings with customers or stakeholders
  • Building trust in critical conversations and the role of emotion, power and relationship
  • Personal negotiation styles: identifying the best tools and strategies to handle challenging conversations.


This course is fully catered, including morning tea and lunch.

Learn from the experts


Gary Edwards

Gary Edwards is a former lawyer and a trained mediator with more than 15 years of experience in teaching and consulting, with clients in South Australia and interstate. He runs his own speaking, training and coaching business, helping business leaders and professionals to be more influential in the situations that they face every day. Gary is passionate about helping people to effectively communicate for successful negotiation outcomes.


Cancellation Policy

The University of South Australia reserves the right to cancel events and issue refunds.  In the event that an attendee cannot attend, a substitute is welcome to attend in their place.  No refunds will be given unless 21 days notice is given in writing prior to the date of the planned event. If less than 21 days the fee can be used for the same course at a later stage, or another course of the same value.  


Submit an enquiry to find out more about our suite of programs.