Influencing and Negotiating in the Workplace

A full-day workshop building the skills to negotiate effectively and with confidence.

This workshop gives participants the opportunity to develop their own negotiation style, become familiar with the negotiation process, and practise the skills that make for effective negotiation. Participants explore different negotiation styles and their trade-offs, and build strategies for preparing effectively, handling tough or unfair tactics, and developing alternatives when things don’t go to plan.

Duration: Full day  ·  Delivery: Online or Face-to-face  ·  Cohort: 8-20 participants

Aligned to the APS Craft Capability Framework and APS Workforce Strategy 2025.

Send enquiry

Short Courses → Influencing and Negotiating in the Workplace

What your team will learn

The skills to negotiate effectively and build influence in the process.

Participants learn to identify different negotiation methods and the do’s and don’ts that come with them, and build a clear understanding of the phases of the negotiation process. They develop strategies for different negotiation situations and learn common mistakes to avoid along the way. The workshop also covers how to strengthen influence to create a positive negotiation climate, and how to communicate and listen more effectively throughout.

What we cover

    • Negotiation methods — Identifying different negotiation methods and the do’s and don’ts of each.
    • The negotiation process — Understanding and identifying the phases of an effective negotiation.
    • Negotiation strategies — Developing strategies to suit different negotiation situations.
    • Common mistakes — Knowing the common mistakes to avoid in negotiation.
    • Building influence — Strengthening influence to create a positive negotiation climate.
    • Communication and listening — Communicating and listening more effectively in a negotiation.

Workshop format

A full day, delivered to your team as a closed cohort.

McMillan’s Influencing and Negotiating in the Workplace workshop gives participants the chance to practise the skills required for effective negotiation. Participants explore different negotiation styles and build strategies for preparation, handling tough tactics, and developing alternatives.

At a glance

    • Length: Full day
    • Audience: All — tailored to audience as required
    • Delivery: Online (live, facilitated) or Face-to-face
    • Cohort size: Minimum 8, maximum 20 participants
    • Approach: Facilitated instruction and practical activities

Who the workshop is for

Suitable for APS4 to EL2 staff.

Influencing and Negotiating in the Workplace is designed for staff at APS4 to EL2 level who need to negotiate as part of their role. We tailor content and examples to your cohort’s context before delivery.

Typical cohorts

    • Staff who negotiate regularly as part of their day-to-day work
    • Staff preparing for high-stakes or difficult negotiations
    • Whole teams wanting a shared, consistent approach to negotiation and influence

When this workshop is a good fit:

    • Staff need practical skills to prepare for and manage negotiations
    • Staff regularly face tough or unfair tactics in negotiation situations
    • You want a consistent approach to negotiation and influence across your team
    • Staff would benefit from stronger communication and listening skills in this context

How we deliver

Evidence-based training grounded in adult learning principles, applied consistently to every engagement.

1. Initiate

Confirm outcomes, audience, schedule, and success measures.

2. Design and tailor

Shape content and scenarios to your workplace.

3. Deliver

Interactive, practical sessions online or in-person.

4. Evaluate and close

Capture feedback, measure impact, document improvements.

Related workshops

Other short courses your team might find useful.

← Back to all short courses

Let's talk about your training needs

Tell us who you are and what you’re after — Ben or Lauren will get back to you.

Prefer to call? Phone us on (02) 6230 0266.

Scroll to top