Negotiating For Results MasterclassSales

Enquire MoreRegister NowCorporate Courses

DurationTwo days
Course Dates27 Oct 2022 9:00am - 28 Oct 2022 5:00pm
27 Mar 2023 9:00am - 28 Mar 2023 5:00pm
27 Jun 2023 9:00am - 28 Jun 2023 5:00pm
25 Sep 2023 9:00am - 26 Sep 2023 5:00pm
18 Dec 2023 9:00am - 19 Dec 2023 5:00pm

Course Fee

Member $826.20
Non-Member $972.00
  • Members enjoy a 15% discount before GST
  • Group Discount (3 or more participants) - 10%
  • All fees are inclusive of 8% GST


The course is customised to provide participants with comprehensive knowledge of the required skills needed for negotiation. Negotiation is an essential skill, which we use, in both our professional and personal lives. The activities planned for the workshop are designed to provide the participants with the added advantage of being better prepared for any negotiation and be poised for success.

To fully reap the benefits of this workshop, participants intending to sign up for this course should be acquainted with the basics of negotiation.

Key Takeaways

Upon completion of this workshop, participants will be able to;

  • Recognise the importance of preparing for the negotiation process, regardless of the circumstances
  • Master the core ‘people skills’ needed for a successful negotiator
  • Identify the various negotiation styles
  • Develop strategies for dealing with tough or unfair tactics
  • Gain awareness in developing alternatives and recognizing options when negotiating

Who Should Attend

Professionals, managers, leaders, those in supervisory roles and individuals who are keen to enhance their negotiation skills.

Programme Outline

  1. Types of negotiation styles
  2. Co-operative vs. aggressive styles
  3. Applying positional bargaining
  4. Setting the stage for success
  5. Principled negotiation
  6. 4 phases of negotiation
  7. Overview of the negotiation formula
  8. Understanding the difference between negotiating and bargaining
  9. Key attributes of a successful negotiator
  10. Applying communication skills, creative thinking and problem-solving concepts
  11. Preparing for negotiation like a professional
  12. Stages of preparation
  13. Understanding the right techniques
  14. Team vs. Individual preparation
  15. Communicating the right way
  16. Active listening
  17. Asking questions
  18. Probing techniques
  19. Displaying the right body language
  20. Bringing together posture, eye-contact and mirroring
  21. NLP strategies for use in negotiation
  22. Developing rapport
  23. Matching and mirroring
  24. Establishing an inner map
  25. Managing oneself
  26. Managing your fear
  27. Researching your side
  28. Researching the other side
  29. Negotiation details that cannot be missed
  30. Preparing documentation
  31. Setting the time and place
  32. Environmental factors
  33. Getting off to a good start at the negotiation table
  34. Connecting with the other side
  35. Finding common ground
  36. The bargaining stage
  37. 4 techniques for negotiation success
  38. Moving beyond ‘No’
  39. Breaking the impasse
  40. Getting to ‘Yes’
  41. Moving from bargaining to closing
  42. Techniques for the experienced negotiator
  43. Formal vs. informal agreements
  44. Types of negotiation solutions
  45. Awareness of possible solutions
  46. Building a sustainable agreement
  47. Getting consensus
  48. Practical Application
  49. Bringing together the concepts and techniques shared


  • Trainer-led discussion
  • Group brainstorming and presentation
  • Individual and pair activities
  • Case studies
  • Role-play

Programme Trainer

Kevin Ryan is an experienced conference speaker, workshop leader, facilitator and MC. He has twenty-five years of experience as a corporate trainer and fifteen years of experience as a professional speaker.

He speaks at conferences and seminars across Australia, New Zealand, Asia and in the UK specialising in the areas of sales negotiations, customer service, humour in business and communication skills. His clients include large corporations, government departments, and small to medium-size enterprises.

He has co-authored nine books on business communication skills and humour in business that are used extensively throughout Australia, New Zealand, Asia, the UK and South Africa. He writes regular columns on communication skills, sales & customer service and humour in business for several industry magazines. He is the creator of the TILT! Selling programme.

If you are interested in this corporate programme, please complete the following form and one of our representatives will get back to you as soon as possible.

I would like to receive marketing, advertising and promotional messages via:
(Please untick if you do not wish to receive)

MDIS values your privacy and we are committed to safeguarding your personal data in compliance with the Personal Data Protection Act 2012. By providing your personal details, you have authorised MDIS to share with you our marketing, advertising and promotional materials.

Quick Information

The course is customised to provide participants with comprehensive knowledge of the required skills needed for negotiation.

Contact Details

  +65 6842 6666