Negotiation Skills
This 2-day course is designed for professionals seeking practical learning combined with in-depth strategic insights.
To learn more about this course, click here to watch a short video.
Course structure and topics covered
This is a premium programme in which you will be immersed in experience-based learning. Two weeks prior to commencement you will be provided with pre-course reading and some personality tests, which will be used to determine your negotiation style and other characteristics applicable to the course.
The course focuses on a tested world-class methodology for working through the negotiation process. You will participate in daily negotiation simulations using actual cases from your facilitator’s international business portfolio, culminating in a three-hour 'real-world' negotiation simulation that will be recorded for video analysis.
Course outcomes and benefits
This advanced course will equip you to influence and negotiate with greater confidence, efficiency, and superior tactical finesse.
You will learn to:
- make a difference by functionally connecting different interests and perspectives
- develop implicit leadership by turning resistance into cooperation
- continuously and creatively search for robust, more resilient solutions within legal and ethical boundaries, and with maximum support
- accelerate and optimise decision-making without losing support
- monitor credibility as part of the organisation's culture
- understand and master the psychology of influence to persuade
- learn to systematically and consciously tailor your negotiation style to changing contexts, with attention to cultural diversity and emotional intelligence
- develop targeted action plans to apply the techniques and strategies you have learned in a sustainable way in your own working environment and, through coaching, make them part of the organisational culture
- focus on greater trust, credibility and impact
- convince others with a professional, well-thought-out negotiation methodology that leads to maximum value creation for different parties, more resilient outcomes to cope with complexity and high levels of change.
This course is ideal for
anyone seeking to deliver more resilient negotiation outcomes and suits professionals from any sector, with attention paid to challenges such as discrepancies in business size, impact of culture, working with or for Not-For-Profit and governmental organisations or Social Enterprises.
Course Facilitator
Patrick Rottiers
Professor of Practice International Negotiation (AMS) Patrick Rottiers brings more than 40 years of international experience in negotiation and influencing, both in business and the public sector.
He has been teaching in MBA/EMBA and Executive programmes worldwide (Europe, Russia, China, New Zealand, Australia) since 2005 and is the author of 'The Art & Science of Influencing and Negotiation', the basis for executive training programmes for leaders in business, government, diplomacy and the public sector worldwide.
Rottiers is a typical “Prac-ademic”: someone who combines the academic world with active practice in his field: a seamless transition between practice, education, research and consulting.
At UC, Patrick has been a lecturer since 2005 in various academic and executive, public and in-house programmes.
Comments from previous participants
It altered my approach to every business interaction thereafter, having the ability to derive what successful outcomes could look like, and how to reach that point. It paid for itself within the first week of putting the skills to effect.
J Gardner, Building and Construction Sector Professional
I enjoyed the course immensely. I'm already finding it practically useful in ways I hadn't expected! Like having greater influence and outcomes in internal communications that wouldn't typically be thought of as negotiations.
Michael KI. New Zealand
I have never been offered any negotiation training and having completed the course; I can safely say not once have I prepared appropriately. This realisation came as a bit of a shock. How could this be after twenty years in the construction industry?
Tim M, New Zealand
Upcoming Course Dates
- Tuesday 14 and Wednesday 15 April 2026
- Tuesday 7 and Wednesday 8 July 2026
- Tuesday 17 and Wednesday 18 November 2026
Location
Ilam campus, University of Canterbury
Price
$2,100pp (including GST)
Course fees include catering (all dietary requirements catered for), and booking fees.
Group Discount
Get your colleagues together and take advantage of our group discount - 10% off for 3 - 5 learners.
Email us today and we’ll apply the discount to your booking.
