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 daily including managers at every level, as well as people who work for government and not-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.

UniSA Business is the only business school in South Australia accredited by both AACSB (Association to Advance Collegiate Schools of Business) and the EFMD Quality Improvement System (EQUIS) – the world’s leading accreditation bodies recognising excellence in business and management education. This double accreditation demonstrates achievement of the highest international standards across teaching and learning, research, and stakeholder engagement, as well as a commitment to continuous improvement into the future.

Business schools that earn these accreditations must undergo a rigorous review process undertaken by peers in the business education community and industry, to ensure they have the resources, credentials and dedication to deliver first-rate programs, knowledge creation and positive impact on business and society.

These standards support UniSA Business to deliver on its mission, to innovate and engage, and to lead the business education community worldwide.


Program Benefits

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

14 - 16 November 2022


UniSA Business
City West Campus, North Terrace, Adelaide 

3 day course: $2,300
*Early Bird $2,100
UniSA Alumni rates apply, please enquire for more details.
Discounts available for group bookings.

*Available for enrolments received by 28 October 2022

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
  • Managing emotions in negotiations: Emotional expression - what works?
  • Emotional intelligence: how to build it?  And developing your own emotional thermometer.


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

Learn from the experts


Dr Ruchi Sinha is Senior Lecturer and holds a Master’s Degree and a PhD in Industrial/Organizational Psychology from Michigan State University. Before entering academia, Ruchi worked as an HR consultant and delivered training programs on psychometric selection tools, team-building, negotiation and leadership skills. Ruchi joins us from the Indian School of Business (Hyderabad) where she was an Assistant Professor of Organizational Behaviour and taught MBA level courses on Negotiation Skills and Leadership Development.

Ruchi’s work has been published in top-tier journals and has been presented at several top conferences in the field. Her current research interests include Employee Voice, Team Conflicts at Work, and Power/Status Hierarchies in Teams. In her research, Ruchi examines how the social-network of interpersonal relationships within a team influences critical work outcomes such as the level of voice, conflicts, information sharing and power/status struggles. In some of her published works, Ruchi has proposed improved measurement approaches for studying employee behaviour and teamwork. She has demonstrated that nuanced and theoretically aligned measurement can improve the predictability of team outcomes and can help organizations identify practical levers to manage both, employee and team performance.


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.