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Advanced Negotiation Skills

Claiming and creating value in commercial environments

20 - 21 March 2019

Increase win-rates and the profitability of your deals

Need a better deal-making toolbox? Sick of negotiating only on price? Frustrated by negotiations that don't optimise available value?

Our highly practical Advanced Negotiation Skills program will deliver you an advantage during any commercial negotiation, including with government and procurement.

Learn to prepare and implement complex negotiation strategy. Avoid common negotiation mistakes, deflect competitive strategies intended to unhinge you, and increase your claim in competitive negotiations.

Understand why dropping your price is not always advantageous, and how identifying the value drivers of each party is time well spent.

Who should attend?

This program is open to any professional that wants to improve their negotiation skills, or is looking for a refresh and extension of previous negotiation training.

It will particularly be of interest to sales professionals, procurement professionals who negotiate with suppliers, as well as those vendors and suppliers who sell into procurement.

If you need to shape compelling sales pitches or evaluate or respond to RFPs in your role then you would also benefit from this program.

Your learning journey

Run over two full days, this highly practical and applied program will help you gain advantage during any type of negotiation, including negotiating face-to-face, remotely, or with procurement.

  • Learn from acknowledged negotiation experts
  • Navigate a series of negotiation simulations to test and benchmark your skills
  • Use case studies of strategies that work in real world negotiating
  • Experience group learning with like-minded industry professionals
  • Workshop your current negotiation challenges to create action plans for success
  • Practice skills with like-minded professionals

Day 1: Claiming and Creating Value in Deals – Theory and Practice

  • The Fundamentals of Competitive Negotiations – Strategies for Success
  • Claiming and Creating Value in Complex, Multi-issue Negotiations

Day 2: Practical Implementation – Succeeding in Complex Negotiations

  • Practice Forum – Learning from Australian Cases
  • Explore a range of complex negotiations in the Australian context
  • Live Consulting – Workshop your Negotiation Challenges:

Workshop facilitators

  • Professor Anne Lytle

    Anne LytleProgram Co-director, Monash Business School

    Professor Lytle brings more than 25 years of experience in negotiation consulting, training and research. Anne has provided training and consulting to government, non-profit and corporate organisations in Australia and across the globe.  She has taught at some of the world’s leading business schools, including the Kellogg Graduate School of Management at Northwestern University, Melbourne Business School (University of Melbourne), the Australian Graduate School of Management (University of New South Wales), the Hong Kong University of Science and Technology, the Ross School of Business (University of Michigan), and now at Monash Business School.

  • Chris Leptos, AM

    Chris LeptosProfessorial Fellow, Monash Business School

    Chris Leptos is Professorial Fellow with Monash Business School specialising in negotiations and pricing. Chris brings 30 years of experience spanning government, professional services, infrastructure, mining and resources. With a particular focus on government, he is a former Senior Partner of KPMG, and was Managing Partner Government at Ernst & Young - leading the firm’s public sector practice in Oceania.   Chris was appointed Lead Negotiator for the Victorian Government to restructure the State’s energy supply arrangements when the carbon tax was introduced, and he has delivered negotiation training in professional services for over a decade.

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Program details

Not only will you discover the secrets of how great deals are done, but understand why and how to apply that knowledge to your unique challenges.

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Expression of interest

Learn to prepare and implement complex negotiation strategy. Avoid common negotiation mistakes, deflect competitive strategies intended to unhinge you, and increase your claim in competitive negotiations.

For more information or to register, contact the Executive Education team:

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