Does your working life feel like one big negotiation? Do you negotiate with a wide variety of different stakeholders? Do you negotiate up and down a corporate reporting line? Across departments and both inside and outside your organisation? If this description strikes a chord, then this AMI webinar is for you.
Spend an hour honing your knowledge and insight and build your skills so you can master this crucial marketing skill. This webinar will help you to feel more confident and project that image as you plan and execute your next important deal.
In this AMI webinar, UTS senior lecturer and negotiation expert, Dr Andrew Heys, presents a ‘short sharp’ negotiation refresher for members where he shares actionable insights, practical tips and identifies the key skills people need to plan and execute that next important negotiation. The seminar builds on the premise that marketers need to keep their negotiation skills well-honed if they hope to succeed at all points of the organisational ‘compass’ and that to do so they need guided practice and honest self-reflection.
Participants in this webinar will gain insights into the frameworks and skills used by top negotiators as they navigate corporate negotiations at all points of the compass. Whether it be an internal negotiation such as with sales, finance or operations designed to drive innovation and business plans, or a key discussion with an external partner such as finalising a deal or resolving a dispute, negotiation skills help you navigate these key moments. Negotiation is needed when dealing up the chain of command with your boss or the board to gain approval, it’s key when working across departments and important when communicating ‘down the line’ to gain cooperation from team members, drive results and influence your key reports.
Building on the premise that negotiation is a learned skill and involves patterns of human behaviour that, if well understood, can be honed to sharpen your natural skill set, this session will lift your confidence and help you achieve more consistent results.
We start with a refresh of your pre-game routine and consider the mental pre-work you can do to lift your chances of success before you meet face to face. We then outline the kind of research and preparation you can do to sharpen your own positions and consider your interests and emotional readiness before you begin. Building on this we then map a plan for how to assess your counterpart and why this pre-work can make a big difference to your confidence, creativity and your reputation.
We then look at some opening moves you can make as a negotiator considering how to build and maintain rapport without losing your edge and focus. The opening stages of a negotiation help you to set and lead an agenda, implement ground rules where needed and start the discussion off on the right foot.
We then consider “key moments” in negotiation – the key points that can turn a negotiation on its head. We address questions such as who should make the first offer, how to identify and articulate common ground and how to make a counter-offer that builds on progress and toward agreement. We also look at how to know when the time is right to walk way or finalise the deal.
Topics Covered
- The role of negotiation across the “organisational compass”. Understanding how negotiation applies in all directions—upward (boss/board), downward (teams), and across/internal & external stakeholders.
- Pre-negotiation preparation and mental readiness. Developing a strong “pre-game routine,” including research, clarifying your interests and positions, and preparing emotionally.
- Assessing and understanding your counterpart. Using insights into behaviour and motivations to better predict responses, build strategy, and improve outcomes.
- Effective opening strategies and rapport building. How to start negotiations strongly—setting agendas, establishing ground rules, and building trust without losing focus.
- Managing key moments and decision points. Handling critical stages such as making the first offer, finding common ground, counter-offering, and knowing when to walk away or close the deal.
- Developing your negotiation style. Negotiators need to develop self-awareness of their natural tendencies and cultivate an authentic negotiation style that aligns with their personality, allowing them to build credibility and influence without the additional effort of trying to be someone they are not.
What You Will Learn
- You will learn how to apply negotiation skills across all workplace situations—including upward, downward, and cross-functional interactions with internal and external stakeholders.
- You will learn how to prepare effectively for negotiations using structured pre-work routines, including research, clarifying your position, and building mental and emotional readiness.
- You will learn how to analyse and adapt to different negotiation counterparts, improving your ability to read behaviour, anticipate responses, and tailor your approach.
- You will learn how to start negotiations with confidence, including setting agendas, building rapport, and establishing the right tone without losing focus or leverage.
- You will learn how to navigate critical moments in negotiations, such as making or responding to offers, identifying common ground, managing counter-offers, and deciding when to close or walk away.
- You will learn practical frameworks and techniques used by top negotiators to achieve more consistent, confident, and successful outcomes.
- You will learn how to build confidence and project influence when negotiating important deals or organisational decisions.
Key Takeaways
- How to prepare strategically for negotiations through effective research, clear positioning, and mental readiness before discussions begin.
- How to navigate negotiations across different stakeholders (upward, downward, and across organisations) with confidence and adaptability.
- How to open and lead negotiations effectively, including building rapport, setting agendas, and establishing a strong foundation for discussion.
- How to manage critical negotiation moments, such as making offers, finding common ground, responding strategically, and knowing when to close or walk away.
About the presenter:
Dr Andrew Heys
University of Technology, UTS Business School, Heys and Associates Pty Ltd.
Dr Andrew Heys is a Senior Lecturer at UTS and a negotiation consultant who brings a practical, real-world approach to building negotiation as a corporate capability. He has worked with a wide range of professionals across industries, supporting clients in developing the skills and confidence to plan and execute successful negotiations across a diverse range of organisations and cultures.
Drawing on proven frameworks and insights into human behaviour, Andrew equips participants to prepare effectively, influence stakeholders, and achieve consistent results. His experience spans working with teams, senior leaders, and external partners, helping clients navigate both internal and external negotiations. Andrew has worked with dozens of different clients around Australia and the Asia Pacific region as an in demand corporate trainer and adviser.