Commercial acumen program

Insight into Negotiations

Explore the basic principles of negotiation and negotiating process, and gain insight into the management of consultants and contractors in a negotiation simulation.
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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).

Details

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 6 - 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

Built for the Public Sector

To ensure you receive the right learning solution, we can offer levels of customisation to meet your specific needs.

1. Off the shelf

  • Designed to be delivered to groups of from 6 up to 24, our course is tailored to the needs of the Public Sector


  • Uplift an entire team so that you can succeed together


    • Add an optional follow-on workshop to address your specific initiative or negotiation

    2. Tailored to you

    • Designed to uplift capability and specifically tailored to the needs of your team


    • Add an optional follow-on workshop to address your specific initiative or negotiation

    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