Influence and Negotiation Strategies

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Next Sessions

Please apply 4-6 weeks prior to program commencement.

 

Influence and Negotiation Strategies

Learn how to be a successful negotiator for your business with our Influence and Negotiation Strategies program.

Combining theory with practical exercises, we provide insights into the factors, emotions and thoughts that influence others, while guiding you through the processes of decision-making and negotiation. Our progressive tools will help build your confidence and skills, so you’ll be able to mediate successfully in a variety of business settings. 

The program may be undertaken in an assessed mode, leading to an accredited Specialist Certificate from the University of Melbourne. Learn more.


Who should attend?

  • Middle to senior managers in human resources, purchasing, sales and marketing, and not-for-profit organisations
  • Professionals involved in mergers and acquisitions
  • Entrepreneurs.


Key benefits

By the end of the program, you will be able to:
  • Gain insights into the factors, emotions and thoughts that influence people
  • Build confidence in negotiating successfully
  • Understand the practice, theory and processes of decision-making and negotiation.


Program 

The following key themes are explored:

  • Judgement and decision-making
  • Essential elements of building a successful negotiation strategy
  • Planning and implementing integrative negotiations
  • Managing a negotiation team
  • Advanced negotiation techniques for dispute resolution.

Download brochure for detailed program information.

Presenters

Adam Barsky
Associate Professor | University of Melbourne

Adam BarskyAdam is an Associate Professor at the University of Melbourne in the Department of Management and Marketing. He has held visiting positions at New York University and Universtia de Pompeu Fabra in Barcelona. His research focuses on ethical and risky decision-making, organisational justice, and emotions in the workplace.





Michael Zyphur
Associate Professor | University of Melbourne

Michael ZyphurMichael is an Associate Professor at the University of Melbourne in the Department of Management and Marketing. His research focuses on statistics and probability, and he maintains an interest in various critical and postmodern forms of philosophy and organisational scholarship.
He has delivered over 50 conference presentations worldwide and has published over 30 articles in top management and psychology journals, including Academy of Management Review, Journal of Applied Psychology, Psychological Methods and The Economist. The Academy of Management's Research Methods Division awarded him the 2012 Early Career award for his contributions to quantitative research methods.

Dates and fees

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Dates
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Apply

This program is non-residential. The program fee covers tuition and meals during the workshop. Please apply 4-6 weeks prior to program commencement.
*When undertaken on an assessed basis as part of a Specialist Certificate, course fees are GST exempt. 

Specialist Certificate accredited pathway

This program may be undertaken in an assessed mode, leading to an accredited Specialist Certificate from the University of Melbourne. The Specialist Certificate provides the flexibility to tailor your course to your specific developmental needs by choosing from a select range of open programs.

To enrol in this program as part of a Specialist Certificate, click on the relevant link below:

Specialist Certificate in Leadership
Specialist Certificate in Leadership (Professional Services)
Specialist Certificate in Strategic Marketing

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