Negotiation Mapping – How to Plan and Prepare for Your Negotiations

The key to successful negotiations is detailed planning and process management


This workshop will introduce you to a comprehensive negotiation mapping tool to prepare, plan and manage your negotiations from start through to sign-off.

The tool, which is in the form of a web-based app, has been designed by Michael Klug. 


Who should attend

Anyone who requires strong competency in negotiation. It’s highly suited for those involved in team negotiations, for example:
  • Procurement
  • Enterprise bargaining
  • Corporate/commercial negotiations
  • Policy development processes
  • Conflict resolution
  • Multi-party multi-issue negotiations
  • One-on-one negotiations.

What we will cover

  • The seven elements of negotiation
  • Identifying stakeholders and interests
  • Stakeholder prioritisation
  • Stakeholder influencing
  • Negotiation processes with stakeholders
  • Negotiation worksheet
  • Mutual gains approach to negotiation
  • Value creation process
    • creating negotiation credits
    • value balance sheet analysis
    • checklist for creating value
    • negotiation health check
  • Managing stakeholder objections
  • What to do when things go wrong.

What you will learn

This workshop will provide you with the skills and tools to:
  • Efficiently plan and manage your day-to-day negotiations with high degree precision
  • Make wise choices and decisions in negotiations
  • Optimise outcomes in your negotiations
  • Obtain a competitive advantage when negotiating.

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

$1,617 per person
$1,454 per person if booking two weeks before the workshop
$1,375 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

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:  7 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.