MONASH BUSINESS SCHOOL
EXECUTIVE EDUCATION
NEGOTIATIONS AND INFLUENCE
monash.edu/business/executive-education
MONASH BUSINESS SCHOOL
Skills for daily negotiations Strong negotiation skills will help you achieve better outcomes across all of your daily interactions.
From the informal to the complex – whether you’re preparing for a salary negotiation, seeking more support for your projects, wanting to improve your work conditions or simply looking to communicate with greater influence. This highly-practical, two-day program teaches participants a comprehensive negotiation framework that will help you achieve these outcomes, strengthen your relationships and build personal influence – at work and beyond.
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Monash University: Executive Education
Negotiation and Influence
What to expect
By joining the Negotiations and Influence program, you’ll learn how to prepare systematically for negotiations and develop a toolkit of strategies to drive high-value outcomes. Key takeaways include: • an understanding of the benefits of joint problem-solving • strategies to ‘expand the pie’ and move beyond mere compromise and positional bargaining • strategies to increase personal power without eroding trust.
Through immersive application, ‘real-play’ exercises, case studies and learning with peers, participants will receive realtime feedback on their ability to communicate with impact and influence to achieve desired outcomes. Focus areas: • an understanding of one’s default approach to negotiation • learning how to prepare for negotiations
Understanding of the benefits of joint problemsolving.
Move beyond mere compromise and positional bargaining.
Increase personal power without eroding trust.
• a framework to manage the negotiation process for high-value outcomes • developing strategies to deal with difficult moments in negotiations and resistance • learning how to communicate with presence • managing stakeholder relationships and influencing stakeholders.
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Monash University: Executive Education
Negotiation and Influence
Who should attend
Meet your facilitator N
This program is ideal for anyone from the public or private sector who is looking to gain advantage during any type of negotiationAand add new K strategies to your deal-making toolbox.
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Aviva specialises in the areas of leadership, organisation dynamics, change and influential communication, with a particular interest in supporting change through working at the individual and system level.
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She has a passion for developing leaders who can lift performance and shift culture through building inclusive, energised and psychologically-safe workplaces. Able to work at the individual and group level, Aviva often blends both approaches to ensure lasting shifts in mindset and behaviour.
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Aviva Berzon Program Lead
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Aviva moved from legal practice into consulting, facilitating leadership programs and providing executive coaching to a broad mix of public and private sector clients, including the Department of Defence, Victoria Legal Aid, Telstra, CitiPower, NOVA Entertainment, RACV, Adairs, Ngai Tahu New Zealand, BHP, NAB and RHB (Malaysia). Having worked in consulting and in-house learning and development roles, Aviva was most recently the Associate Director of Learning Consulting at Melbourne Business School. She brings real-world management and leadership experience, combining subject-matter expertise and business nous to deliver practical and relevant solutions, bringing her empathy and insight into what will make a real difference.
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Monash University: Executive Education
Negotiation and Influence
Your learning journey
This two-day program equips participants with the skills to:
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Day One
Day Two
Our first-day agenda includes the following learning areas and activities:
The second and final day of the program will include:
• Welcome, introductions and set-up
• Check-in and reflection
• Learning mindset: growth vs fixed
• Introduction to difficult moments in negotiations
• Self-awareness and knowing your triggers; self management • Raising self-awareness – understanding your current negotiation approach: role-play and debrief • The Seven Elements of Negotiation – overview of framework • Preparing for negotiations • Preparation in teams by role • Tips for having the conversation • Role-play and review • Wrap-up and reflections.
• Challenge 1: Dealing with positions • Challenge 2: Dealing with threats • Challenge 3: When it gets personal • Relationship issues in negotiations • Effective communication in negotiations • Putting it all together – ‘real-play’ on own negotiations, including preparation and peer feedback • Review, reflection and feedback • Quick tips on dirty tricks and negotiating online • Wrap-up, reflections and close.
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Monash University: Executive Education
The details 2024 program dates This program will take place 23 -24 July at Monash Conference Centre, 30 Collins St, Melbourne.
Fee $2,195 AUD incl. GST Monash alumni receive a 20% discount.
Digital badging Upon successful completion of this program, you will be awarded a digital badge to share with your network. Find out more about digital badges
Microcredential – equivalent to 2 credit points Successful completion of this program is the equivalent of two credit points, or one-third of the way to a microcredential.
Monash Business School, Caulfield campus, Melbourne T. +61 (3) 9903 1300
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The information in this brochure was correct at time of publication (January 2024). Monash University reserves the right to alter this information should the need arise. Please check the Monash Business School website when considering a course. CRICOS Provider: Monash University 00008C
MONASH BUSINESS SCHOOL monash.edu/business/exec-ed Telephone. +61 (3) 9903 1300
Monash Business School’s distinct approach to Executive Education combines its strengths in the latest research and evidence from the world of business with lived experience and real-world practice and application. Our programs equip leaders with the insight to tackle new challenges, the skills to make better decisions and the contemporary thinking required to stay ahead in business – all grounded in the philosophy that it has to be immediately accessible and applicable.
monash.edu/business/executive-education
Monash University reserves the right to alter information, procedures, fees and regulations contained in this document. Please check the Monash University website for updates (monash.edu). All information reflects prescriptions, policy and practice in force at the time of publication. Published January 2024. CRICOS provider code: Monash University 00008C