What to expect

Negotiation is a core leadership capability, yet it is influenced as much by behaviour, emotion and habit as by strategy. Effective negotiation is not a linear process. It is complex, dynamic and must be actively managed as it unfolds. This program provides a practical, research-informed framework for understanding how agreements are reached and how to manage the route to agreement with greater clarity and control.

Guided by Professor Ray Fells from the UWA Business School, whose work underpins the widely regarded UWA MBA negotiation program, and enhanced by the performance coaching and role-playing expertise of The Experience Lab, you will gain real insight into your own negotiation tendencies and learn how to strengthen them. Drawing on practical business experience, structured analysis and reflective practice, the program integrates behavioural insight with disciplined strategy.

You will explore how agreements are reached, how to move conversations forward and how to prepare effectively using an other-directed approach that balances goals with relationships. Through accessible frameworks, you will learn to assess power, manage the three key tasks of negotiation, information exchange, creating space and securing the best possible outcome, and respond constructively to critical incidents and emerging deadlocks.

A defining feature of this program is its personalised coaching. Realistic role-play simulations, led by trained performance actors, allow you to practise the subtleties of negotiation in a safe and supported environment. You will receive specific and considered feedback on behavioural cues such as tone, pacing, bias, reactions and non-verbal influence. These insights help you understand how your actions shape the experience of the other party and the results you achieve, strengthening your ability to reflect both during and after negotiations.

The program culminates in a substantial negotiation simulation, grounded in real business scenarios, that brings together your learning, stretch challenges and personalised guidance. You will leave with practical skills, stronger strategic judgement, clearer awareness of your negotiation blind spots and a more deliberate, adaptable approach that can be applied immediately in complex workplace contexts.

Is this course for you

This program is designed for experienced professionals who are regularly involved in significant or complex negotiations. It is valuable for anyone whose role requires influence, agreement or navigating competing interests, including:

Leaders negotiating change, resources, priorities or stakeholder expectations
Professionals negotiating contracts, commercial arrangements or strategic partnerships
Individuals involved in procurement, enterprise bargaining or workplace discussions
Leaders and team members managing competing priorities where negotiated outcomes are required
People working in dynamic environments who need to resolve differences constructively
Individuals seeking deeper insight into their negotiation style, strengthen their ability to manage themselves under pressure and improve negotiation outcomes.

What you will explore

By the end of this program, you should be able to:

Apply a pragmatic framework to read and actively manage the negotiation process
Prepare strategically using an other-directed approach that balances outcomes and relationships
Effectively manage the three core tasks of negotiation, including handling information, creating space and securing the best possible outcome
Assess and respond to power dynamics in negotiation contexts
Recognise emerging deadlocks and critical moments, and respond to them constructively
Strengthen your strategic thinking and become a more deliberate, proactive negotiator
Recognise your behavioural patterns and blind spots through personalised feedback
Use reflective practice to continuously improve your negotiation effectiveness over time.

Where this course can take you

This two-day advanced program combines structured frameworks, practical analysis and realistic negotiation exercises. Participants complete preliminary self-reflection work to clarify the types of negotiations they undertake, the challenges they face and the outcomes they seek to improve.

Key areas of focus include:

Strategic analysis of the negotiation context, including assessing power
Preparing effectively through an other directed approach
Managing the three core tasks of negotiation: information exchange, creating space and getting the best deal
Recognising and constructively handling deadlocks and critical incidents
Developing reflective practitioner skills, including the ability to reflect in during a negotiation and reflect on after it concludes
Learning is reinforced through analysis of actual business negotiations and participation in practical exercises. A major extended negotiation simulation, based on an actual business case, provides participants with the opportunity to apply their strategies and receive structured feedback.
Participants receive a comprehensive workbook to support ongoing development.

About the Facilitator

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.

Becoming an Effective Negotiator

What to expect

What you will explore

Where this course can take you

About the Facilitator