Value Creating in Negotiation – How to do it (The Ultimate Goal) – Register your interest

Dates: Brisbane, Sydney, Melbourne, Darwin, Canberra, Perth & Auckland:
Dates are scheduled on a needs basis. To register your interest please email or click the registration button below.


One day program
8.15am for 8.30am - 4.45pm


$1,346 per person
$1,212 per person if booking two weeks before the workshop
$1,144 per person if in a group of three or more


Brisbane: Level 28, Riparian Plaza,
71 Eagle Street
Sydney: Level 15, 1 Bligh Street
Melbourne: Level 18, 333 Collins Street
Darwin: Hilton Darwin, 32 Mitchell Street
Canberra: Level 10, 2 Phillip Law Street
Perth: Level 27, 250 St Georges Terrace
Auckland: Rydges Auckland, 
59 Federal Street, Cnr Kingston Street

Further information: Phone 1800 882 110 

Register   Download Negotiation Skills Brochure   Subscribe   


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Value creation is often depicted as expanding the pie, as opposed to dividing it, or thinking outside the square.

By creating rather than distributing value, the negotiation can be pushed towards a solution where a mutual gains approach is the primary objective.

This stand-alone workshop focuses on maximising your outcomes in negotiation and significantly enhancing your negotiation potential.

It will explore the importance of creating value in your negotiations and walk you step-by-step through the value-creating process.

Who should attend?

All levels in business and government who wish to improve their ability to create value at the negotiating table. What do we mean by creating value, not distributing value, and why should you do it?

What we’ll cover

  • Is adding value always possible?
  • Distributive vs integrative negotiating
    • the essential tension of the negotiation process
  • The behaviours of successful value creating negotiators
  • A mutual gains approach
    • What does this mean?
    • Techniques for achieving it
  • Negotiation credits
    • Generating credits
    • Credit activities
    • How to track the health of the negotiation in a measurable and positive way
    • Identifying negotiation debits and techniques for avoiding them
  • Value balance sheet – a tool for tracking negotiation credits and debits
    • The crucial questions
    • Reasons for deficit
  • Checklist for creating value
    • Questions that negotiators should consider
    • Self-evaluation
  • The elements of relationship management
    • Value creation in relationship management
  • Fractionating the interests of the parties – a negotiator’s value creating toolkit
  • Does distributive negotiating have a place?
  • The way ahead to productive negotiation.

What you’ll learn

The objective is to increase your workplace competency in negotiation by changing your orientation to a value-creating model.

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.

What our clients say

"Very enjoyable and useful material. Kept my interest all day."

"I appreciate how each person’s contributions were valued."

"Negotiation is central to my role and the skills I’ve learnt from this workshop are invaluable."

Support when you need it the most

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