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Negotiation skills

Learn to negotiate effectively using a robust and universal framework; save money by managing disputes before they escalate.

About this course

This one-day short course is designed to provide participants with knowledge and practical tools, along with insights into their negotiation preferences. Learn how to effectively plan, approach and conclude negotiations using a structured template, and save money and time by managing disputes before they escalate.

Participants will explore a robust and universal framework for negotiating commercial arrangements that can also be applied to a wide number of other negotiation situations. The day’s discussion includes guidance on managing supplier, contractor and staff disputes before they escalate to formal (and expensive) processes such as mediation, arbitration and litigation. Role plays give participants opportunities to practise strategies as the course progresses.


Seven CPD units (one unit per hour)

Course structure


  • Introduction and overview 
  • Foundations of negotiation
  • ‘What is Negotiation?’ and why our definition matters 
  • Distributive vs. integrative approaches to negotiation 



  • A paired negotiation role play
  • The five ingredients for successful negotiation 
  • Your negotiation style: self-assessment using the Thomas-Kilmann tool 
  • Why negotiating styles matter and how your style can change according to context 



  • Distinguishing the content and process in negotiations 
  • A paired negotiation role play: apply negotiation framework
  • Why high aspirations are key and how to defend them 
  • Identifying and applying standards, norms, and benchmarks 



  • Relationships: Knowing the other party’s needs 
  • Identifying, valuing and ranking “trade-ables” (concessions) 
  • Power and leverage – three types of leverage 
  • The identification, use (and abuse) of tactics in negotiation 



  • Major team role play
  • Roleplay debrief 
  • Personal development action plan 


Learning outcomes

  • Identify the elements and types of negotiations
  • Understand and develop effective negotiating styles for different contexts
  • Distinguish process from content in negotiations
  • Apply relevant standards, norms and benchmarks



A discount of 10% is available to UTS Alumni or UTS Staff enrolling in this short course. If you’re eligible for this discount, please ensure you have provided your UTS Student or Staff ID number in your UTS Open Profile (under ‘A bit about you’).

When signing up for the Session, use the relevant voucher code to apply the discount to your Cart:

  • UTS Student / Alumni: Lawalumni
  • UTS Staff: Lstaff

Please note that there’s a limit of one discount rate per participant.

Who is this course for?

This course is recommended for:

  • General practitioners
  • Senior managers and leadership teams
  • In-house legal teams
  • Corporate Counsel
  • Executives negotiating mergers and acquisitions
  • C-Suite leadership team
  • Human Resources managers and staff
  • Change managers


12 May




1 day

Meet the Expert

Paul Vorbach

Paul Vorbach

Founder and Managing Director of corporate and government training provider AcademyGlobal and Honorary Professor at the UTS Faculty of Law, Paul has been practicing commercial negotiations for more than 30 years and teaching it to executives for 15 years. He has worked in banking (Citi) and consulting (Deloitte) and has a depth of experience in negotiating with staff, management and boards of directors.

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Additional Information

Please arrive at 8:30 am for registration. Morning tea will be provided for seminar participants. Disclaimer: While it is the Faculty's intention to provide this program as advertised, UTS reserves the right to alter the program, or to cancel this seminar should the minimum enrolment quota not be met. Please note that all registrations are governed by UTS Short Courses & Conferences’

Book a session

Tue 12 May 2020 -
Tue 12 May 2020
Expert: Paul Vorbach
  • 8:45am-5pm, 4 March 2020 | UTS Building 10, Level 7: 235 Jones St, Ultimo NSW 2007
  • On-campus

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