Advanced Negotiations
Master complex, high-stakes negotiations with expert-led, immersive training designed to elevate your strategic impact.
Advanced Negotiations Program Overview
In today’s competitive landscape, mastering advanced negotiation is essential for leaders navigating complex, high-pressure deals with clients, suppliers, and stakeholders.
Advanced Negotiations is an intensive three-day, residential program designed exclusively for seasoned professionals across all sectors.
Guided by expert faculty and industry practitioners, you will engage in interactive simulations and hear from leading negotiation experts.
This hands-on program sharpens decision-making, alliance-building, and strategic influence so you can deliver stronger outcomes for both your organisation and personal reputation in complex, multiparty environments.
Who Should Attend Advanced Negotiations?
Senior Leaders
- advance from competence to mastery in negotiation
- improve their ability to reach agreement and alignment during intricate workplace negotiations
- navigate complex, multiparty deals or disputes with confidence
Advanced Negotiations Program Outcomes
Enhance Your Capacity to Lead Complex Negotiations
- Enhance your capacity to lead complex, multiparty negotiations with agility and confidence.
- Surface and manage the "shadow negotiation" to stay ahead during conflict.
- Gain practical experience through simulations that prepare you for real-world adaptive challenges.
- Learn to cognitively manage complex details and variables using systems thinking.
- Be smarter about valuing your goals and alternatives, and sequencing issues and stages of the negotiation.
- Master managing coalition allies and psychological tools to uncover strategic insights and drive favorable outcomes in any negotiation.
Advanced Negotiations Topics Covered
Multiparty Negotiation Techniques
Influence and Decision-Making in Complex Environments
Tools to understand value in negotiations and to harness complexity to your benefit.
Alliance Building and Coalition Management
Mastering the Shadow Negotiation
Expert Insights from Guest Speakers
Vandita Pant | Chief Financial Officer, BHP
We're thrilled to welcome Vandita Pant as a featured speaker for our October cohort.
Vandita was appointed Chief Financial Officer, effective 1 March 2024. Based in Melbourne, Vandita has global accountabilities for capital allocation, Treasury, Investor Relations, Financial Planning, Group Reporting, Risk and Audit team to support the Company’s strategic goals and value creation.
Prior to her current role, Vandita was the Chief Commercial Officer of BHP, a position she held from July 2019. Vandita’s career with BHP started in 2016, when she took on the role of Group Treasurer and Head of Europe, overseeing BHP’s structural financial risk, liquidity investment portfolio and corporate finance. She has over 30 years of experience in the global corporate world, having worked in a variety of executive roles in banking across India, Singapore, Japan and the United Kingdom prior to joining BHP.
Expand or Deepen the Capabilities of Your People
Melbourne Business School’s short courses cater to organisations looking to expand or deepen the capabilities of their senior leaders in a complex, ever-evolving business environment.
Having multiple team members undertake the Advanced Negotiations program develops alignment through consistent and productive behaviours and capabilities. Empower your team to tackle any future business challenges as a united force.
Nurturing the potential of your highest-performing staff through a short course improves staff retention while minimising time away from work. Volume booking discounts may be available for organisations registering multiple employees across a variety of our short courses over a 12-month period.
Register Interest
This program is the perfect opportunity to challenge yourself to deepen your understanding of complex negotiations, sharpen decision-making, and apply smarter valuation and sequencing—following the best, research-informed practice.
JENNIFER OVERBECK
Professor of Management, Associate Dean, Research
Advanced Negotiations Key Facilitators
PROFESSOR OF MANAGEMENT, ASSOCIATE DEAN, RESEARCH
Jennifer completed a PhD in social psychology at the University of Colorado and then a postdoctoral fellowship at the Stanford Graduate School of Business. She specialises in organisational behaviour, negotiation, and influence, and conducts research into the ways in which power is used in the workplace.
ASSOCIATE PROFESSOR OF MANAGEMENT
Deshani Ganegoda is an Associate Professor of Management at Melbourne Business School. After completing her PhD in Organisational Behaviour at the University of Central Florida, Deshani held lecturer and senior lecturer positions at the Australian National University’s Research School of Management.
ASSISTANT PROFESSOR
Daisung is an award-winning researcher who studies negotiation. He has a particular interest in studying how people plan to bargain and implement negotiated deals. He is also interested in how individual characteristics influence this process, by exploring how personality shapes how people plan, bargain, and deliver on an agreement.
ASSOCIATE PROFESSOR OF ECONOMICS
Sven served as Associate Dean (Business Administration) from 2020–2022. He received his PhD in Economics and Government from Harvard University. Before joining MBS, he taught at Kellogg School of Management (Northwestern University) and at the University of Chicago. He has been a visiting professor at the Stanford University Graduate School of Business among other prestigious institutions.
ASSOCIATE PROFESSOR OF STRATEGY
After completing his PhD in Engineering at the Massachusetts Institute of Technology, David joined the faculty at the MIT Sloan School of Management in the System Dynamics group then Melbourne Business School in 2023. He specialises in the use of simulation for strategy development in complex and dynamic settings, with a particular focus on the future of the automotive industry.
Program Prerequisites
Participants should have either senior-level negotiation experience or have completed negotiation training within the past five years.
Applicants will be asked to complete a pre-enrolment questionnaire, and an online self-paced module will be available for those who need a refresher on negotiation terminology, frameworks, and fundamental concepts before the program begins.
Pre-reading and additional resources will also be provided to ensure that participants are comfortable with attending an advanced-level program.
Upcoming Sessions
This is a residential program in which participants stay on campus and engage in workshop activities after hours. The program fee covers tuition, meals and accommodation.
Read our full terms and conditions and other frequently asked questions for more information.
Program Enquiry
Melbourne Business School’s short courses cater to:
If you have any questions about our short course portfolio or would like to arrange a volume booking, please fill out the form below with details of your enquiry and our team will respond to your request within three business days. Read our Privacy Policy.
Related Programs and Courses
Advanced Management Program
Senior Management
Advanced Management Program
Boost your effectiveness as a senior executive with an integrated view of you, your organisation and the future.
Women in Senior Leadership Program
Senior Management
Women in Senior Leadership Program
Transform the way you lead and amplify your impact among a highly supportive peer group who resonate with your journey.
Negotiation and Conflict Resolution
Communication & Negotiation
Negotiation and Conflict Resolution
An immersive and hands-on short course that will empower you with strategies to achieve better outcomes in workplace conflict and negotiations.
