Effective Business Negotiating Skills

In our Negotiating Skills short course you will learn how to develop skills to effectively negotiate within a business setting.


Area of Learning — Effective Business Negotiating Skills

Course Outline

Lesson 1: Establishing your terms of agreement

  • Understanding negotiation objectives
  • Identifying objectives
  • Determining variables
  • Understanding and establishing your requirements
  • Establishing requirements
  • Working with a negotiation team

Lesson 2: Researching the other party

  • Information gathering
  • Gathering information about the company
  • Gathering information about participants
  • Estimation of the other party’s requirements
  • Estimating requirements

Lesson 3: Preparing for an agreement

  • Planning for an agreement
  • Establishing bartering boundaries
  • Formulating a plan
  • The negotiation environment
  • Choosing a location
  • Determining the who and what logistics

Lesson 4: Conducting a negotiation

  • Understanding the negotiation process
  • Identifying the steps in the negotiation process
  • Using guidelines in a negotiation
  • Communicating during a negotiation
  • Communicating effectively during a negotiation
  • Identifying and overcoming communication barriers
  • Using questions in a negotiation
  • Challenging negotiation situations
  • Identifying negotiation styles
  • Handling challenging negotiation situations

Lesson 5: Advanced negotiating tactics

  • Control in negotiations
  • Gaining control in a negotiation
  • Identifying the types of questions
  • Negotiation tactics
  • Responding to various tactics
  • Negotiation ethics
  • Understanding legal considerations
  • Handling unethical tactics
  • Responding to an unethical act

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Learning Outcomes

  • Understanding and identify negotiation objectives
  • Establish your terms of agreement
  • Gather information regarding the company and participants
  • Estimate the requirements
  • Plan for an agreement ensuring that you have established boundaries, formulated a plan, created a negotiation environment.
  • Conduct the negotiation to achieve an outcome
  • Control the negotiations
  • Negotiation tactics and ethics
  • Understanding legal considerations
  • Responding to an unethical act

Student Information Handbook

Student Handbook

Forsythes Training recommends that you access our Student Information Handbook. If there is anything in the handbook where you require further clarification, please do not hesitate to call Forsythes Training on 02 4708 9593 and one of our friendly team members will be more than happy to assist you.


The Student Information Handbook provides you with information about Forsythes Training and covers the following areas:

  • Welcome
  • Company profile
  • Student registration process including our refund policy and course cost information
  • Student Induction
  • Student records and information
  • The assessment process and policies

  • Rights, responsibilities and standards
  • Student Feedback
  • Recognised Prior Learning (RPL), Recognised Current Competency (RCC), Direct Credit Transfer (DCT)
  • Appeals Process
  • WHS Policies and Procedures
  • Forsythes Training Guarantee

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Discover our areas of learning.

Forsythes Training is an established, trusted, quality training provider with an extensive list of corporate clients and individuals who have attended our training courses over the last twenty years in a variety of learning areas: