Negotiation training course

Getting To Yes

Negotiating agreements, resolving disputes

Two day interactive workshop

Real success in today's interdependent business world demands a two-fold strategy: you need to achieve high-profit, maximum value outcomes each time you negotiate; and yet you also need to build the working relationships essential for long-term growth.

It isn't easy to do both. But CMA's revolutionary approach, developed at Harvard University, enables you to do just that, in all types of negotiations. Whether you're wheeling and dealing in business, managing projects from day to day, or seeking to resolve disputes, let us take your negotiation skills to the next level…

Benefits of attending

Applying groundbreaking techniques developed at Harvard University, and honed through years of application in association with Monash University, this two-day negotiation skills program will equip you to:

  • analyse a negotiation and identify obstacles to achieving your desired results;

  • prepare for negotiation systematically and comprehensively, increasing your confidence and ability to plan targeted strategies;

  • create maximum value solutions, beyond a mere compromise - even when dealing with difficult people;

  • communicate skillfully and persuasively;

  • manage key working relationships without compromising your own objectives;

  • transform hostile or positional negotiations into "problem-solving" collaborations;

  • make clear, rational decisions about when to accept or reject a negotiation proposal, and when to walk away from a negotiation altogether; and

  • learn from each negotiation, to continually develop your skills.

Workshop format

CMA's expert consultants are practitioners as well as teachers. The workshop will be engaging and highly practical.

The course blends interactive presentation, group discussion, role-play and case study work, and draws on a variety of learning media. Our careful balance of learning methods is not just enjoyable, it helps you learn, remember and apply the key skills of negotiation.

What's included?

To support your learning during and after the course, you will receive:

  • an interactive workbook, which includes summaries of the key concepts and skills we cover plus a list of suggestions for further reading)

  • a quick-reference card on critical negotiation skills

  • access to CMA's "Continuing eLearning" website, including an electronic template that you can download and use to prepare for future negotiations

  • CMA's "Negotiation Tip of the Month" email

  • ongoing access to the workshop presenter for any questions

Copies of the Harvard Negotiation Project bestseller, Getting to YES: Negotiating an agreement without giving in and other HNP books will be available for sale at the workshop.

Morning tea, lunch and afternoon tea are all provided.

Register for this workshop

Click here to register for this workshop

To find out more about this and our other short courses, contact us or call (03) 9614 0333.