Negotiation and Influence

We start negotiating as kids, bargaining our bed time or a second serving of dessert. We know who we are negotiating with, we know what is at stake for us and have little fear asking for what we want. Now in the professional world the game has changed, who we are negotiating with might be unknown and the stakes are higher. Negotiating with more senior staff, or with an external provider can seem daunting until you know and have practiced the key elements to negotiating well.

Key content

  • Negotiations styles: not everyone communicates in the same way, identify commonly used negotiation styles.
  • Communication: ‘win-win’ intention, negotiating for both parties to win.
  • Being prepared for negotiations: planning for best outcome and best alternative outcome.
  • The importance of questioning: questions that  maintain control and listening skills.
  • Power and status: understanding body language habits, and projecting confidence.

Who should attend?

This course is open to any leader working in the local government sector and will be of particular interest to:  
  • Experienced supervisors
  • Managers
  • Any leader needing to negotiate confidently

Benefits for the delegate

Participants will leave this workshop with confidence and skill to negotiate with more senior staff, contractors and external contractors in a controlled and deliberate manner, using a ‘win-win’ intention.

Benefits for council

Council will benefit by employees improved communication and confidence to engage in negotiation.

Delivered in council

If you have a number of people at your council or in your region that would benefit from this programme, this course is available for in council delivery.  With any group size up to 20, room size permitting, we will come to your council and deliver a tailored version of the course designed for your team members. 

For the cost of this course to be delivered at your council or in your region please contact
Mia Wall
Learning and Development Coordinator 
02 8297 1201 

Capabilities framework

The descriptor level for the course is set at an ‘Adept’ level and will cover the following capabilities:

Personal attributes:   Display resilience and courage 
 Mange self  
Relationships:  Communicate effectively 
 Work collaboratively
 Influence and negotiate 
Results:  Think and solve problems
 Plan and prioritise 
 Demonstrate accountability
People management:    Optimise business outcomes        
To discuss options and ways to tailor the content to your local council please contact Gavin at LG Professionals, NSW:

Gavin Carnegie, Learning and Development Manager
P 02 8297 1211          
M 0408 944 107