Negotiating with Influence

The ability to achieve the best possible outcome is not a matter of luck, it requires successful negotiations to get the best result for all parties. Effective negotiation is a crucial activity in any agreement from requesting a pay increase through to securing a multi-million dollar international deal.

Negotiate with Influence is a course within the Negotiation program designed for anyone looking to develop their negotiation skills and to learn the strategies to negotiate effectively. It is a practical and highly interactive 2-day course that will teach you the techniques and skills to negotiate successfully. We will teach you the art of body language and we’ll also provide you with the tools to maximise your opportunities and to increase your confidence of knowing when and how to apply these skills to optimise the outcome for all parties.

The program content will cover:

Understanding human behaviour and body language;
Building trust with your negotiating partner
Higher level language for clear progression
Influencing language and the use of motivating styles
The use of negotiation frames.
Bypass resistance and overcome objections
Strategies to influence negotiations on the unconscious level
How to predict and use others’ motivational and decision strategies
Congruent and ethical issues in negotiating

After completing this short course, you will receive the unit of competency:

PSPGEN049 Undertake Negotiations

People who may benefit from this course include:

Sales people – Suppliers – Company Representatives
Consultants – Conflict Resolution Managers – Industry representatives
Procurement and purchasing personnel – Executives / Senior Managers

Future Pathways:

Upon completing this comprehensive course, you will be able to understand what you want out of negotiation, understand what you can reasonably expect as a negotiated outcome, determine what you are willing to give up, understand the pitfalls of failing to recognise the other party’s strengths and weaknesses, have sufficient skills to overcome objections and know how to close the deal.


Registration from 8:30am on day 1, all training sessions commence promptly at 9.00am. Finish time will be no later than 5.00pm.


Canberra – Level 1, 142 Mawson Place, Mawson ACT 2607 (Free parking is available nearby in Mawson).

Brisbane – Level 1, 451 St Pauls Terrace, Fortitude Valley QLD 4006 (200 metres from the Fortitude Valley train station with access to public buses only a few metres away on St Pauls Terrace. There is also secure parking at the Valley Metro Car Park adjacent to the Fortitude Valley train station with reasonable Early Bird specials for daily parking).

Morning tea, lunch & afternoon tea provided.
Complimentary fresh coffee, tea and cold drinks available all day.