Effective Negotiation

Negotiation doesn’t have to equal confrontation. This Melbourne MicroCert explores research-backed models and techniques that will help you become a skilled negotiator who can great outcomes, while strengthening working relationships. Throughout Effective Negotiation, you will examine how to diagnose situations that can generate workplace conflict and consider how to prepare for negotiation and conflict management. You will learn to design interest-based deals that create value for all parties and ensure you can negotiate effectively and ethically. In our innovative online learning environment, you will be guided by expert instructors drawn from the University of Melbourne’s Faculty of Business and Economics who will impart actionable skills that you can apply immediately to your own professional context. This Melbourne MicroCert is part of our Managing Teams series, which features industry-aligned and research-led curriculum that will equip you with leadership skills applicable to challenges and opportunities unique to the Asia-Pacific region. Who is it for? This Melbourne MicroCert is ideal for a diverse range of professionals aiming to develop leadership capabilities and knowledge. This includes emerging leaders and those seeking to develop their leadership skills to match their technical expertise, with the aim of advancing into more senior positions. It is suitable for professionals from a broad range of sectors, including business services, manufacturing, health, NGOs, education, hospitality and aviation. Key topics Throughout Effective Negotiation, you will explore two key topics: Diagnosing the situation and planning for negotiation - Research evidence shows that one of the most important predictors of negotiation outcomes is the quality of planning and strategizing prior to negotiating. This topic works through principles and tools for understanding the negotiation situation, and how to customise negotiation tactics and strategy. Deal design and execution - This topic explores how planned strategies for negotiation can be deployed in dynamic situations to design solutions that maximise value for parties to the negotiation (commonly referred to as an interest-based approach) and ensure agreed outcomes can be executed following the negotiation. Learning outcomes This Melbourne MicroCert will enable you to: Critically analyse conflict and negotiation situations in the workplace, including the mix of distributive and integrative issues and identify effective responses to them Generate solutions to resolve conflicts and negotiate interest-based agreements through clear and actionable leadership principles and tactics drawn from an understanding of negotiation theory and evidence Develop confidence in negotiation practice and skills through experience, via case analysis, negotiations simulations and negotiation role plays Reflect upon theories and models to evaluate new ways to engage with superiors, peers and subordinates in ways that promote collaboration, co-operation, and enhance productivity. Learning experience Taught by leading experts, this highly flexible Melbourne MicroCert is delivered in an innovative, fully online learning environment. You will participate in digital webinars and facilitated group discussions, as well as explore relevant case studies and scenarios, contemporary readings and resources, and hands-on workplace interventions and takeaways. Pathways to further study Effective Negotiation can be taken as a stand-alone Melbourne MicroCert, or you can complement it with any other Melbourne MicroCert in the Managing Teams series, in whatever order you choose.