Commercial acumen program

Insight into Negotiations

Explore the basic principles of negotiation and the negotiating process.
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More than just tactics at the table

  • Preparing for negotiation
    From evaluation through to engagement, obtain tools and techniques on how to avoid positions and explore negotiation options.
  • Principles and techniques
    Explore how negotiations unfold, and techniques at the table to maintain the initiative.
  • Managing the process and team
    Develop alternatives and avoid pitfalls or deadlocks by unbaffling the best and final offer.
  • Insights into complex multi‑party negotiations
    Negotiate beyond the table and manage both internal and external factors.

What your team will learn

The course will cover the basic principles of negotiation, the negotiating process, and some insight into the management of consultants and contractors by using an engagement with them in a negotiation simulation.

This is not an in-depth negotiation skills program but will provide some tools for participants to engage in negotiations, follow negotiations, and identify opportunities when involved in large-scale activities run by others.

Why choose Kiah?

  • Built for the Public Sector: Designed specifically for government and policy decision-making.
  • Immediate, Practical Tools: Apply what you learn straight away.
  • Real Results: Achieve faster turnaround, clearer decisions, and more confident writers.

About the Course

What is covered?

Based on learning from a Harvard program, this course is a one-day off-site experiential program, preceded by a short online module to introduce the theory.

The course covers:

  • Principles of negotiation
  • The negotiating process
  • Insight into the management of consultants and contractors.

You will be in the driver’s seat: participating in activities, role plays, and discussions. Upon completion of the day, you will have experienced several uniquely complex situations to arm you with additional professional skills and techniques. This is a safe place to participate, try, make mistakes, and learn. You have a lot to gain and nothing to lose.

Participants engage in multiple negotiation simulations, fulfilling different roles in the company or the fictitious department they service (Department of Space Exploration).
Duration
1 day + online pre-learning module

Location
Can be delivered anywhere in Australia - we coordinate a training venue close to you, hold the training at your office, or coordinate with a venue of your choice. 

Group size
Ideally designed for groups of 16 - 24, however can be scaled as required. 

What's included: 
  • Online pre-learning module to cover off relevant theory
  • Copies of all content and training materials, as well as stationery and note taking materials
  • All day catering, including consideration of dietary requirements
  • Post-training engagement through Kiah Alumni program
This course is designed to uplift the capability of a team, or individual, in commercial acumen. While the course addresses the vital skills of negotiation, it also challenges traditional public sector perspectives and ways of thinking.

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What people are saying

I would recommend this to anyone, particularly in the Government environment. It really provides an opportunity to expand your thinking relating to professional engagements and conduct
This course gave me a great understanding of the purpose of negotiations, how to best approach them and get the maximum outcome
Interesting course that presented some different ideas on the negotiation process alongside some familiar ones
Presented some simple to understand methodology to take into all forms of conversation
Well structured course that was easy to follow, with fun and challenging exercises
Great course full of practical examples and relevant theory

Frequently asked questions

I’m not in a commercial role right now. Is this course still applicable?

It is useful to all public servants who lead and manage teams – internally and externally.

While the course is entitled “commercial acumen” it is not all about dealing with industry. It is about how the private sector sees business, and how it acts. Those learnings are valuable in delivering better outcomes internally, across organisations and across jurisdictions.

In any case, most people will find themselves dealing with industry at some stage. Its never too early to invest in yourself.

Is there ongoing support available after the course?

Anyone who participates in a Kiah Academy program will have access to our Kiah Alumni program, which offers resources, insights and online webinars where we run Q&A sessions and additional insights can be shared.

Additional ongoing support is also available after the Masterclass for an additional fee.

Will I get materials to take back to my workplace to which I can refer?

Yes. In addition to the experiences and activities, which are intended to embed the learning – you will receive a handbook that you may keep.

We do recover all activity materials to prevent them being shared around.

Does this have an accreditation? Do I get a certificate?

Deliberately we do not seek accreditation. This course is designed to uplift your capability and capacity, not your skills, through education, experience and association with experienced practitioners.

Third-party accreditations ensure we only teach what they think you need to know – typically focussing on skills and competencies rather than capability.

My team have a specific negotiation that we are struggling with, can the course be tailored to address our specific situation?

This course is focused on general negotiations, but we do a Rapid Readiness for Negotiation course