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Full Day | Max. 8 Participants
Workshop Outcomes
- A well-prepared, cohesive strategy for your high-stakes negotiation
- Aligned roles and messaging for negotiation delivery
- Clearly defined BATNA (Best Alternative to a Negotiated Agreement) and WATNA (Worst Alternative)
- Agreed walk-away points, concession and escalation strategies, and key influencing techniques
- Enhanced confidence, clarity and consistency in negotiation execution
Topics Covered
- Fundamental principles and the psychology of negotiation
- Clarifying negotiation context and objectives
- Stakeholder analysis and counterpart mapping
- Developing and assessing BATNA/WATNA
- Zone of Possible Agreement (ZOPA) exploration
- Defining roles and aligning team coordination
- Planning concession and escalation strategies
- Applying influence levers effectively
- Communication planning and pre-positioning
Location
- Willing to work remote
- Willing to work interstate
- Willing to work internationally
How can this workshop be delivered?
- Face to face
Overview
This hands-on workshop is designed for teams preparing for a specific high-stakes negotiation. Grounded in proven negotiation planning frameworks, it helps participants clarify objectives, identify walk-away points, and align on the best pathways to a successful outcome.
Facilitated by a seasoned negotiator, commercial adviser, and strategist, this workshop draws on structured negotiation planning methodologies inspired by globally respected models, including Harvard and other leading approaches, tailored to your unique context.
Participants will walk away with a cohesive negotiation strategy, including a clear BATNA/WATNA, stakeholder map, concession and escalation plan, and aligned internal messaging.
Whether you're preparing for a supplier negotiation, commercial deal, or other sensitive or strategic negotiations, this workshop will ensure you're ready to step into the room with confidence and clarity.
Workshop Outcomes
- A well-prepared, cohesive strategy for your high-stakes negotiation
- Aligned roles and messaging for negotiation delivery
- Clearly defined BATNA (Best Alternative to a Negotiated Agreement) and WATNA (Worst Alternative)
- Agreed walk-away points, concession and escalation strategies, and key influencing techniques
- Enhanced confidence, clarity and consistency in negotiation execution
Topics Covered
- Fundamental principles and the psychology of negotiation
- Clarifying negotiation context and objectives
- Stakeholder analysis and counterpart mapping
- Developing and assessing BATNA/WATNA
- Zone of Possible Agreement (ZOPA) exploration
- Defining roles and aligning team coordination
- Planning concession and escalation strategies
- Applying influence levers effectively
- Communication planning and pre-positioning
Who is this workshop for
Teams preparing for a high-stakes or complex negotiation where alignment, planning, and clarity are critical.
Handouts/materials provided
Negotiation planning template, counterpart analysis map, workshop outputs summary.
What to bring
Background on the negotiation (parties, context, objectives), relevant documentation, and an open mindset.
Facilitator
About the facilitator
An experienced strategist, leadership adviser, and facilitator, Philip brings a unique blend of strategic insight, commercial acumen, and operational leadership experience. A former resources-sector executive and qualified lawyer, he offers decades of practical, global experience helping organisations cut through complexity, unlock performance, and deliver meaningful results.
Philip partners with leaders and teams to co-create strategy, build capability, and lead effectively through challenge and change. His facilitation style is dynamic, engaging, and purpose-driven, equally at home in boardrooms, leading team workshops, coaching one-on-one, or on stage at large-scale events.
With a deep understanding of cross-cultural leadership and stakeholder engagement – developed leading multi-disciplinary teams and negotiations across Australia, Asia, Europe, and the Americas – Philip is attuned to the practical realities of delivering results in diverse, fast-moving environments.
Whether preparing for a high-stakes negotiation or building broader team capability, he brings structure, clarity, and strategic focus to every engagement. He has led and advised on multimillion-dollar deals, complex transactions, and sensitive stakeholder dynamics, helping clients navigate complexity, prepare with purpose, and achieve outcomes that last.
Known for bringing people together around a shared goal, Philip creates safe, focused environments where ideas are sharpened, decisions are made, and momentum builds. He is frequently engaged to facilitate strategic offsites, lead executive and team development, support negotiation planning, and moderate conferences and events requiring experienced, high-impact facilitation.
Philip collaborates with organisations large and small, from ASX listed corporates (e.g. CIMIC, National Storage REIT), private-equity owned companies (e.g. Queensland Airports Ltd), technology agencies and startups (e.g. TheCodeCo), government-owned corporations (e.g. Stanwell), local governments (e.g. Brisbane City Council), and NFPs (e.g. CARE Australia), and is trusted to be a catalyst for positive change.
Key Expertise
- Strategy Design and Implementation
- Transformation and Change
- Negotiation Preparation and Training
- Leadership and Team Development
- Strengths-based Coaching and Development
- Event and Workshop Facilitation
- Emceeing and Panel Moderation
Industry Focus
- Corporate / Industry
- Government
- Not-for-profit
Based in:
About the facilitator
An experienced strategist, leadership adviser, and facilitator, Philip brings a unique blend of strategic insight, commercial acumen, and operational leadership experience. A former resources-sector executive and qualified lawyer, he offers decades of practical, global experience helping organisations cut through complexity, unlock performance, and deliver meaningful results.
Philip partners with leaders and teams to co-create strategy, build capability, and lead effectively through challenge and change. His facilitation style is dynamic, engaging, and purpose-driven, equally at home in boardrooms, leading team workshops, coaching one-on-one, or on stage at large-scale events.
With a deep understanding of cross-cultural leadership and stakeholder engagement – developed leading multi-disciplinary teams and negotiations across Australia, Asia, Europe, and the Americas – Philip is attuned to the practical realities of delivering results in diverse, fast-moving environments.
Whether preparing for a high-stakes negotiation or building broader team capability, he brings structure, clarity, and strategic focus to every engagement. He has led and advised on multimillion-dollar deals, complex transactions, and sensitive stakeholder dynamics, helping clients navigate complexity, prepare with purpose, and achieve outcomes that last.
Known for bringing people together around a shared goal, Philip creates safe, focused environments where ideas are sharpened, decisions are made, and momentum builds. He is frequently engaged to facilitate strategic offsites, lead executive and team development, support negotiation planning, and moderate conferences and events requiring experienced, high-impact facilitation.
Philip collaborates with organisations large and small, from ASX listed corporates (e.g. CIMIC, National Storage REIT), private-equity owned companies (e.g. Queensland Airports Ltd), technology agencies and startups (e.g. TheCodeCo), government-owned corporations (e.g. Stanwell), local governments (e.g. Brisbane City Council), and NFPs (e.g. CARE Australia), and is trusted to be a catalyst for positive change.
Key Expertise
- Strategy Design and Implementation
- Transformation and Change
- Negotiation Preparation and Training
- Leadership and Team Development
- Strengths-based Coaching and Development
- Event and Workshop Facilitation
- Emceeing and Panel Moderation
Industry Focus
- Corporate / Industry
- Government
- Not-for-profit
Based in:
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