Commercial Negotiations

Business Acumen

Commercial Negotiations

Claiming and creating value in commercial environments.

Today’s commercial context demands that professionals have more than just the negotiation basics. All parties benefit from learning tools and techniques to identify hidden value.

This practical one-day workshop on commercial negotiation you’ll learn the fundamentals of claiming and creating value across diverse negotiation contexts, whether face-to-face or virtually.  Through engaging negotiation simulations, the sharing of participant experiences and consulting sessions on broker’s live issues, you will learn evidence-based strategies and techniques that can be applied immediately upon return to work.

What you'll learn

Drawing from the most recent, evidence-based research and practice, the program introduces cutting-edge concepts and strategies to prepare for and implement complex negotiations, and to structure viable deals that maximise outcomes.

You will practice, prove and apply your skills in a supportive environment by:

  • Navigating a series of negotiation simulations to test and benchmark your skills
  • Examine case studies of how strategies play out in the real world.
  • Empower yourself with new tools to improve win rates and profitability when negotiating with procurement.
  • Workshop your current negotiation challenges and leave with an action plan for success.
  • Practice skills in a supportive, low risk environment with like-minded professionals

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

This highly practical and applied program will help you gain advantage during any type of negotiation and add new strategies to your deal-making toolbox.

Learning outcomes

The fundamentals of claiming value:

  • Knowing when to walk away
  • Approaching negotiations strategically
  • Setting ambitious goals: Targets & opening offers
  • Negotiating virtually: What’s different?

The fundamentals of creating value:

  • Beyond asking questions: Information gathering 2.0
  • Analysing preference structures: The key to creating value
  • Mastering the art of trading
  • Making strategic choices: Virtual vs. face-to-face

Live consulting – your negotiation challenges:

  • Negotiating from a position of low power
  • Negotiating with customers
  • Influencing stakeholders

Participants should bring a live workplace negotiation challenge to workshop during the program


Who should attend

This program is ideal for anyone from the public or private sector who is looking to gain advantage during any type of negotiation and add new strategies to your deal-making toolbox.

Program dates

Please contact for future dates

Program fee


  • Monash alumni receive a 20% discount.

Digital badging

Upon successful completion of this program, you will be awarded a digital badge to share with your network. Find out more about digital badges.


Professor Anne Lytle

Program Lead

In 2015, Professor Anne Lytle took on the role of Professor of Leadership at Monash Business School. She brings a wealth of knowledge and experience from around the world with her.

After receiving her Bachelor of Science in the field of Neurobiology and Behaviour from Cornell University, Anne went on to earn an MS and PhD in Organisational Behaviour (specialising in Negotiation and Dispute Resolution) at the Kellogg Graduate School of Management, Northwest University.

She’s held significant positions at a number of Australian and international universities – including the Hong Kong University of Science and Technology, the Ross School of Business (University of Michigan), the Sasin Graduate School of Business (Chulalongkorn University), and the Melbourne Business School (University of Melbourne).

Beyond the education sector, Anne has also built an impressive professional career – including as a United Nations consultant, a principal investigator for the Hong Kong government, and the Director of Lytle and Associates Pty Ltd. Her clients have included Air New Zealand, ANZ, David Jones, eBay Inc, KPMG, Network 9, Network 10, Telstra, Qantas and the World Wildlife Fund.

Anne’s published work in a range of major journals, and is an active member of the Academy of Management and the International Association of Conflict Management.