Short Courses

Negotiation Skills and Influencing Strategies

Learn about the psychology of negotiation to help you negotiate with confidence and influence to get the outcome you want.
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Learn about the psychology of negotiation to help you negotiate with confidence and influence to get the outcome you want.

Whether in conversations, consultations or formal negotiations, communicating with influence is a key part of most jobs.

In this course, you'll learn:

  • the key elements of successful and unsuccessful negotiations
  • how to prepare for a negotiation
  • different negotiation styles and how to use them
  • practical negotiation skills
  • factors that get in the way of good negotiation
  • influencing tools and strategies
  • conflict management in negotiation

Complete this course as part of the Emerging Engineers Leadership Program

Build the skills you need to practice independently, apply for more senior roles and prepare for Chartered status through the Emerging Engineers Leadership Program.

EA members

EA members get 15% off on selected workshops and training. Not a member? Sign up now

*1% credit card surcharge applies.

Any questions?

4 Hours
Location & dates

7 June - 7 June


27 August - 27 August


17 October - 17 October


3 December - 3 December

Additional Information

This course will run on the following dates:

7 June 2024, 9am – 1pm AEST 

27 August 2024, 1pm – 5pm AEST

17 October 2024, 9:30am – 1:30pm AEDT 

3 December 2024, 1pm – 5pm AEDT


Registrations close three business days before the start of each session.

We can customise this course for groups of six or more.

You choose the time, place, duration and format.

Find out how we can help you and your team by clicking on the button below to request a quote or calling us directly on +61 3 9321 1700.

Learning outcomes
  • The psychology of negotiation
  • Elements of a successful negotiation
  • Tools and techniques for leading a successful negotiation
  • Feel confident going into a negotiation
  • Understand and respond to different negotiation styles
  • Prepare for a negotiation
  • Adjust your techniques to the other party's communication style
  • Influencing strategies
Is this course for you?

Is this course for you?

This course is suitable for people in the early stages of their engineering career in roles such as:

  • Associate Engineer
  • Engineer
  • Graduate Engineer
  • Project Officer
  • Consultant
  • Technician
  • Technical Officer.

If you’re relatively new to the negotiation process or you’re about to embark on formal negotiation for the first time, this workshop is ideal for you.


There are no prerequisites for this course.

Topics we'll cover

Topics we'll cover

  • The principles of negotiation
  • The elements of successful and unsuccessful negotiations
  • Five steps for preparing for a negotiation
  • Negotiation case studies
  • Practical activity - conducting a negotiation
  • Tips and tactics for distributive and integrative negotiations
  • Four negotiation styles - how to tailor your approach for different styles
  • Dealing with challenges in negotiations
  • Factors that get in the way of good negotiation
  • Influencing tools and strategies
  • A conflict management approach to negotiations.
Towards Chartered

Towards Chartered

This training course builds skills and knowledge in the following Engineers Australia Chartered status competencies:

5. Engage with the relevant community and stakeholders
8. Communication

Learn more about Chartered Status

*Completing this course does not automatically guarantee you a competency. However, you will gain the base knowledge you need to develop these specific Chartered competencies.

Alison Jardie
Josephine Schol
The mock group activities really helped me practice and apply the new techniques we were being taught
Content was well covered and discussed as well as the group activities which were engaging and allowed us to put what we learnt into practice
Learning the different styles of negotiation was really helpful for when we deal with different kinds of people. It makes negotiating easier.
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