Becoming an Effective Negotiator

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:

• Negotiate contracts, commercial arrangements or strategic partnerships

• Manage stakeholder expectations, resources or organisational change

• Lead teams where competing priorities require negotiated outcomes

• Are involved in procurement, enterprise bargaining or workplace discussions

• Want to strengthen their ability to manage themselves under pressure and improve negotiation outcomes

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