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Becoming an Effective Negotiator
Effective negotiation requires more than tactics. It requires the ability to manage your strategy, behaviour and decision making as the negotiation unfolds.
This advanced program provides a pragmatic, research informed framework to help you prepare strategically, handle complexity and improve outcomes in real world negotiations.
2 Days
Overview
Effective negotiation is a process that must be actively managed. Based on Professor Ray Fells’ established UWA MBA negotiation program, this advanced course equips experienced practitioners with a clear framework for understanding how agreements are reached. Through structured analysis, realistic exercises and reflective practice, participants strengthen their ability to assess power, manage the three key tasks of negotiation and navigate deadlocks constructively to achieve better results.
Becoming an Effective Negotiator: Managing Yourself as a Negotiator is an advanced program for negotiation practitioners who want to strengthen both their strategic capability and their ability to manage themselves in complex negotiations.
Negotiation is not a linear process. It is often complex, dynamic and, at times, messy. This program provides a pragmatic framework that enables participants to better understand how agreements are reached and to manage the route to agreement as negotiations unfold. The focus is not only on tactics, but on developing the judgement and self-awareness required to navigate shifting circumstances, competing interests and critical incidents.
Drawing on Professor Ray Fells’ widely regarded UWA MBA negotiation program, the course integrates practical business experience, research-informed insights and structured reflection. Participants learn how to prepare strategically through an other directed approach, manage the three key tasks required to reach agreement, assess power, and recognise and respond constructively to emerging deadlocks.
Through analysis of real business cases and participation in realistic negotiation exercises, including a substantial major simulation, participants develop both practical skill and reflective capability. The result is a more deliberate, adaptable and effective approach to negotiation that can be applied immediately in workplace contexts.
Who will benefit
This program is designed for experienced professionals who are regularly involved in significant or complex negotiations.
It is suited to individuals who:
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Negotiate contracts, commercial arrangements or strategic partnerships
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Manage stakeholder expectations, resources or organisational change
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Lead teams where competing priorities require negotiated outcomes
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Are involved in procurement, enterprise bargaining or workplace discussions
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Want to strengthen their ability to manage themselves under pressure and improve negotiation outcomes
Content
Learning Outcomes
By the end of this program, participants will be able to:
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Apply a pragmatic framework to read and manage the negotiation process
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Prepare strategically using an other directed approach
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Effectively manage the three core tasks required to reach agreement
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Assess and respond to power dynamics in negotiation contexts
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Recognise emerging deadlocks and use them constructively
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Strengthen reflective practice to continuously improve negotiation performance
Presenter
Professor Ray Fells
Professor Ray Fells is a leading authority on negotiation and workplace conflict. He began his career as an industrial relations conciliator in the United Kingdom, working with management and unions to resolve disputes. This experience shaped his practical and relational approach to negotiation.
Ray’s negotiation framework underpins his highly regarded UWA MBA class and has been refined through extensive research into business and workplace negotiations. He has taught at university business schools including Cambridge, Copenhagen and Vienna, as well as at other Australian universities and for a wide range of organisations.
His teaching integrates research, practical insight and structured reflection, enabling experienced practitioners to deepen their capability and achieve more effective outcomes in complex negotiations.
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