Advanced Negotiation and Influencing

Negotiate with confidence and influence others to drive better outcomes

Negotiation is a core skill that we use to enable more resilient relationships, more efficient interactions, and more valuable outcomes. Yet, most negotiators rely on a relatively narrow set of predictable tactics that are often disconnected from the present dynamics. This course will provide you with a comprehensive approach to negotiating and influencing that better captures the complexity of real-world negotiation and gives you more choice for how to improve results in both formal and informal negotiations.

Key Outcomes

Strategic Negotiation
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  • Adapt generic strategies to situational dynamics
  • Create and claim value, with and without using power
  • Recognise the role of rationality and emotions in negotiation, and how to adapt your approach to each
  • Identify the broad strategic choices available to negotiators, and some of the predictable consequences of each choice

Influence in Negotiation
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  • Challenging limiting assumptions and their impact on your strategy
  • Understand what people want, what drives their behaviour and how to influence this
  • Understand the role of the relationship; where it helps, and where it can lead to manipulation
  • Improve your self-awareness, enabling you to replace emotions and reactions with proactive, constructive and respectful behaviours.

Program Experience

This highly interactive and practical program includes a mix of presentations, exercises, group discussions and simulations. Participants will negotiate a range of scenarios with increasing complexity, from ad-hoc preparation to structured preparation, from individual to team negotiations, and from straightforward deals to emotionally charged disputes.

Who Should Attend?

Anyone who seeks to negotiate with or influence people in any capacity, whether they seek to resolve conflict, make deals more valuable, or simply try to influence people to change their behaviour.

Filip Hron Profile

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Filip Hron

Filip is a Negotiator, Author and Adjunct Professor. He is a negotiation facilitator at both AGSM @ UNSW Business School and a host of other international business schools. He has delivered 350 negotiation programs for 11,000+ individuals from all corners of the world, with participants from senior executive leadership across business, NGOs, academia, government, judiciary, military and law-enforcement. He maintains current accreditation in hostage negotiation, mental health first aid, and he has volunteered as a suicide hotline crisis supporter. 

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lensAGSM Short Course