Relationship-focused negotiation

Finance professionals often find themselves in situations where they need to negotiate between competing interests - including situations where they're acting on behalf of their clients. While people often see negotiation as a form of conflict, the reality is that often, we need to build long-term connections and negotiation is one part of that relationship.  

Negotiation is a skill, and this micro course is designed to provide insight into a relationship-focused negotiation approach that aims for mutually beneficial outcomes and builds trust for long-lasting partnerships.  

This micro course will equip you to identify shared interests and concerns to explore possible solutions and build collaborative, long-lasting partnerships. You will learn to maintain stakeholder relationships, understand diverse stakeholder interests, and utilise flexibility and creativity to achieve mutually beneficial outcomes.  

Key benefits of completing this micro course include: 

• Identify negotiation situations where preserving the relationship with stakeholders is just as valuable as achieving a negotiated outcome 
• Develop and maintain trust with your stakeholders by applying an interest-based approach to persuasion. 
• Develop the narrative of a trusted business partner and negotiate successful outcomes while maintaining relationships with stakeholders. 
• Apply a three-phase, relationship-focused negotiation process to negotiate successful outcomes. 

By completing this micro course, you’ll be able to:

• Evaluate negotiation situations to determine when a relationship-focused approach to negotiation will lead to successful outcomes
• Develop and maintain trust by applying an 'interest-based' approach to persuasion when negotiating
• Negotiate as a trusted partner to increase the likelihood of successful outcomes while maintaining stakeholder relationships
• Apply a three-phase, relationship-focused negotiation process to negotiate successful outcomes.