Negotiation Leadership

Changing the focus to value

Negotiation is a vital skill needed to achieve results in a range of business interactions. When you understand how to effectively negotiate, you can plan and achieve better outcomes in every situation.

Internationally renowned negotiation expert, Stephen Kozicki, will guide you through this proven and practical course.

ACU's unique Negotiation Leadership Program strengthens your negotiation skills by helping you focus on the preparation, the process, the people and the post-negotiation analysis to develop creative solutions, stronger relationships and better deals.

Featuring interactive discussion, facilitated group work, skills based exercises and negotiation simulations, this rigorous and highly practical program guides you through the stages of the negotiation framework, you will apply the learning to a real-world negotiation example that you bring to the course and culminating in developing a 30-day action plan.

The Negotiation Leadership Program will provide significant benefits to senior managers, functional managers, department heads and executives responsible for negotiating with key stakeholders. It is suitable for both profit and not-for-profit organisations. The program is ideal for teams from the same company as this will assist in application of skills back in the workplace.

Day 1

  • Common mistakes negotiators make
  • Negotiation leadership framework
  • Negotiation styles
  • Influencing negotiation styles

Day 2

  • Create value for every critical negotiation
  • Global case studies and live examples
  • Decision making during tough negotiations
  • Action planning


  • 28-29 March 2017
  • 8-9 August 2017


  • 25-26 July 2017

$1,865 (GST inclusive)

  Stephen KozickiStephen Kozicki

Adjunct Professor

With over 25 years’ experience conducting high impact workshops in Australia and overseas, Stephen is a highly sought-after presenter. His areas of specialisation include influencing and negotiating in the 21st century, strategic account management and effective presentation skills. Stephen has studied Advanced Influencing and Negotiating Skills at Harvard University and was involved in major contract negotiations with some of Australia's Top 500 companies. Stephen is the author of two best-selling books – The Creative Negotiator (which has been translated into seven languages with over 120,000 copies sold worldwide) and Persuading for Results. In late 2014 he was appointed to the prestigious advisory council for Harvard Business Review.

More Information

For more information or to discuss this program contact Jodie Beckmann at or call 0455 070 924.

Register your interest Download the Brochure (PDF, 425kB)

Course Feedback

Stephen first created a diverse learning environment in the negotiation leadership course. Then challenged the group with a mix of ideas from both the real world and respected thought leaders. I was fully engaged for the 2 days and I look forward to putting into practice what I’ve learned and applying his unique planning tools to every negotiation!." Greg Little, Head of Regulatory Affairs, Oceania Merial
Stephen’s real-world examples were great as well as his ability to make me challenge my own thoughts!" Ben Seedsman, Manager of Major Implementation, Commonwealth Bank