Title

Optimising Influence in Negotiation

A facilitator presenting a negotation course.

Managers and team leaders are increasingly required to work cross-organisationally and cross-culturally. Communicating and negotiating in a global business context means considering a range of factors - including cultural diversity, time and budget constraints, and differing personalities and agendas.

Influential leaders communicate and negotiate with self-awareness. They plan and prepare their negotiation style, and that of their team, and then adapt that behaviour to suit the context and influence effectively.

Often the content of a negotiation is similar. Where the meeting succeeds or fails is in the understanding of the emotional responses - motivation, cultural style and values of the key communicators.

The Optimising Influence in Negotiation course focuses on recognising and developing your individual negotiation style by considering your physiological and emotional responses. You will gain insights into the value of understanding other peoples’ behaviour styles and learn to leverage their strengths. You will also learn how to plan and prepare a logical and structured approach to negotiation. The key objective of this course is to provide you with a unique set of skills, enabling you to be an effective influencer in your workplace - both formally and informally.

Price: $925 (exc GST)

Building your capability through

  • learning to plan for negotiations – gathering evidence, identifying strengths, and developing persuasive messaging
  • understanding your personal negotiation style, your values and key motivators
  • learning to communicate effectively with different personalities and developing team interaction style
  • developing insights into the physiological responses you experience when negotiating, particularly when under pressure (self-imposed or contextual)
  • identifying hindrances to trust building and key facilitators of building rapport
  • learning how to regulate emotions, including dealing with frustration and roadblocks, and remaining calm during challenging negotiations (including de-escalation tactics).

Our expert facilitators

Deborah Jeppesen

Deborah is a registered psychologist, an experienced consultant, and facilitator specialising in interpersonal influence, negotiation, conflict resolution, and cross-cultural and cross-organisational communication.

She is Director of Psychological Edge, which focuses on optimising the performance of individuals and groups. In this role she delivers training in emotion management and effective decision-making, which includes strategies in resilience building, conflict negotiation, and stress mitigation.

Deborah also works for the Department of Defence, where she’s held various roles over the past twenty years. She is currently a Senior Psychologist with the department, and her expert advice has helped shape whole-of-government policy, and co-operation and engagement planning. This role requires extensive networking with international allied agencies, conducting psychological research to achieve collaboration and sharing of resources, and sees her regularly interacting with analysts in the UK, US and New Zealand.

She is a contributing author to the book The Long Road: The Future of Indigenous Capability Development, writing a chapter on the value of emotional intelligence for selection and training in defence.