AI Strategy and Leadership Accelerator - PDR1001

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Lead AI with strategic & commercial judgement, backed by business deliverables and personalised coaching.

At a glance

Course Handbook

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

The Fundamentals of Competitive Negotiations – Strategies for Succes

  • Beyond fundamentals: Taking your knowledge of the basics to the next level
  • The power of understanding negotiation structure
  • Setting ambitious goals - using targets and opening offers to your advantage
  • Presenting information to your advantage
  • Understanding solutions to common strategic mistakes
  • Evaluating your style and personal presentation
  • Making strategic choices in concession management
  • Neutralising difficult negotiators

Claiming & Creating Value in Complex, Multi-issue Negotiations

  • The power of uncovering the issue structure
  • The importance of priorities and preferences
  • Mastering the art of trading
  • Strategies to deal with complexity
  • Overcoming obstacles and challenges
  • Creating value across competitive and cooperative context

Day 2 - Practical Implementation – Succeeding in Complex Negotiations

Practice Forum – Learning from Australian Cases

Explore a range of complex negotiations in the Australian context and what we can learn from them

  • The procurement context – breaking through with the “triple pitch”
  • Mastering the art of Multiple Equivalent Simultaneous Offers
  • Avoid common pitfalls when responding to RFP’s
  • Recognising and responding to competitive ploys
  • Dealing with probity

Live Consulting – Workshop your Negotiation Challenges: Participants bring a live workplace negotiation challenge to workshop during the program.

Who Should Attend

  • Sales professionals
  • Procurement professionals who negotiate with suppliers and vendors
  • Suppliers and vendors selling into procurement
  • Professional looking for a refresher and extension of previous negotiation training
  • Those wanting to shape compelling sales pitches to procurement in government or large organisations
  • Those evaluating or responding to RFP’s
  • Any professional wanting to upgrade their negotiation skills

Location - Monash Business School, Caulfield Campus, Building H, Melbourne

Entry Requirements

Entry Requirements (Domestic students)

There are many ways to be considered for entry to a Monash University degree depending on your educational background and history. The below options reflect the academic requirements for the different applicant categories (or the highest level of education previously completed) to be considered for this Monash course. All applicants must satisfy equivalence of the VCE subject prerequisites or equivalent tertiary units including the English language requirements.

Qualifications

Equivalent Australian Year 12

English requirements

Applicants must also meet the English language requirements.

University entrance requirements

Minimum entrance requirements for admission to Monash University Australia.

The course structure and progression map can be viewed in the Handbook.

Making the application

Future students

Semester one (February)

Applications for on campus studies should be made online through the Victorian Tertiary Admissions Centre

Apply through VTAC

Semester two (July)

Apply directly to Monash using course code PDR1001.

Apply

Current Monash students

You may apply to transfer from another Monash course. Transfers are a competitive process. You may apply mid-year for available courses however consideration will be given as to whether you will be able to follow your course progression.

Please note that if you apply for a course transfer, you should still enrol in your current course as if you were continuing so as not to jeopardise your enrolment in the Faculty if your transfer application is unsuccessful. More about Course Transfer.

Self assess for credit eligibility

Check for study credit using the "Credit search" link on the Credit for prior study page.

Fees

Fees are subject to change annually.