Negotiation and influence - PDB1012

There are many negotiation programs in the marketplace. Monash Business School's negotiation workshops are differentiated by including practical strategies, skills and tools.

All of these are evidence-based, drawing on knowledge of foundational and cutting-edge negotiation research.

The workshops include a combination of:

  • negotiation simulations
  • case studies
  • live consulting on participant cases
  • analysis and review of digital negotiation process recordings
  • live feedback
  • fish-bowl negotiations
  • negotiation style inventories.

The aim of these workshops is to impart knowledge and to provide participants with a practical toolkit.

A sample of negotiation learning modules include:

  • Negotiating Deals
    • Competitive negotiations: Claiming value
    • Increasing your share of the pie
    • Understanding how to protect yourself against the competitive strategies of others
    • Using emotions to your advantage
    • Creating value
    • Learning strategic tools for creating value for both you and your negotiation partner
    • Clarifying common misunderstandings around what defines “win-win”
    • Cultural differences in claiming and creating
    • Understanding the role of culture in negotiation
    • Using cultural differences to create value
    • Complex multi-issue negotiations: Simultaneously claiming and creating
    • Analysing negotiation and issue structures
    • The challenges of team-based negotiations
  • Conflict Management and Dispute Resolution
    • Managerial third party dispute resolution
    • Using the tools of mediation
    • Resolving workplace conflicts
    • Conflict management styles
    • Negotiating with a difficult partner: Threats and promises
    • Approaches to dispute resolution: Interests, rights and power
    • Understanding when and how to use threats
    • The influence of emotions in disputes
    • Lose-lose negotiations
    • Understanding the structure of lose-lose negotiations
    • How to identify lose-lose traps and avoid them
  • Influencing
    • Multi-party negotiations
    • Understanding power and influence in complex negotiations
    • Influencing without authority
    • The use of coalitions
  • The Influence of Gender in Negotiations: Challenges for Women (specialised workshop)
  • The Influence of Culture in Negotiations (specialised workshop)

Professor Anne Lytle

The past 30 years have seen a blossoming of empirical research on organisational and business related negotiations. Writing her PhD dissertation in the area of intercultural negotiation, Professor Lytle has been a core member of this community of negotiation research, teaching and practice for more than 20 years.  She is currently the president of the International Association for Conflict Management.

She has taught negotiation at some of the most reputable universities in the world across undergraduate, MBA and executive levels, including Kellogg Graduate School of Management at Northwestern University, Hong Kong University of Science and Technology, The Australian Graduate School of Management, Melbourne Business School, the Ross School of Business at the University of Michigan and currently at Monash Business School.