Negotiation – Breakthrough Techniques

“Dovetailing your differences to create value.” Lax and Sebenius.


This two-day workshop focuses on developing high-level skills to break through difficult and sensitive negotiations.

While this workshop is stand-alone, it combines well with the other negotiation skills programs we offer.


Who should attend

  • Those involved in troubling and complex negotiations
  • Anyone involved in dealing with challenging people.

What we will cover

  • The negotiation dilemma – why is it so hard?
    • creating and claiming value
    • empathy vs assertiveness
    • principal and agent tensions
    • obstacles to negotiation
  • Asymmetry of information
    • why we don’t tell the other side everything
    • how to overcome this problem
  • Synchronicity of behaviour
    • how to start singing from the same hymn sheet
  • Is it the process?
    • if you get the process right the result mostly looks after itself
  • Finding joint gains
    • the real challenges and how to go about it in a value creating way
  • Power in negotiations
    • who has it?
    • where does it lie?
    • how to manage it to achieve a negotiated outcome
  • Creativity
    • understanding the creative process
    • why we close off creativity
    • how to engage in productive creative thinking to achieve your negotiation outcome
  • Managing conflict
  • The top 30 breakthrough techniques
  • The building blocks for durable relationships.

What you'll learn

You’ll emerge with:
  • A structured breakthrough strategy for when negotiations reach an impasse
  • Mechanisms to deal with difficult and even deceptive people
  • Advanced level skills to effectively break through difficult negotiations and achieve optimal outcomes
  • Increased confidence and reduced stress.
Making it real
Michael is widely known for his engaging and stimulating workshops. He goes beyond theory by injecting his workshops with real-life war stories and interactive simulations. This means you’ll gain highly practical skills which you can immediately apply back at work.

Event Details

Dates: Dates are scheduled on a needs basis. 
To register your interest please click the registration button below or email
[email protected].

Time8.15am for 8.30am - 4.30pm 

Cost: Inc GST
$3,236 per person
$2,913 per person if booking two weeks before the workshop
$2,751 per person if in a group of three or more 

Clayton Utz Brisbane
Clayton Utz Sydney
Clayton Utz Melbourne

Further information:
Phone 1800 882 110
Email [email protected]


Get in touch

What our clients say

Negotiation – Breakthrough Techniques workshop

Fantastic – loved the war stories! Very relevant, on point and highly entertaining.

Brilliant. Highly insightful and extremely engaging.

Michael relates his experience to the topics very well and makes the learnings memorable and enjoyable.

Excellent anecdotal accounts of negotiation situations and key lessons.


Support when you need it most

As a participant of our program you'll have comfort in knowing that you can depend on us for ongoing support. Whether it be two weeks or two years after the workshop, you can call us at any time for a short, no-cost consultation.

Recommended CPD point allocation:  14 points (excluding WA).
If this particular educational activity is relevant to your immediate or long term needs in relation to your professional development and practice of the law, then you should claim one CPD unit for each hour of attendance, refreshment breaks not included. Please contact your Professional Body for your state.