University of New South Wales
Strategic Negotiation and Influence
- Delivery: Face to Face
- Study Level: Intermediate
- Duration: 3 days
- Course Type: Short Course
- Total Price: $5,150
Equip yourself with advanced negotiation and influence skills that are essential for achieving success in leadership.
Course overview
Through a carefully scaffolded approach, you'll build progressively deeper skills in persuasion, strategic positioning and value creation.
Program Highlights:
- Foundational Framework: Uncover the core DNA of successful negotiations and understand the psychological drivers that shape outcomes
- Evidence-Based Process: Master proven strategies to plan, execute and navigate negotiations with confidence and precision
- High-Stakes Mastery: Develop advanced techniques for complex, multi-party negotiations where relationships and results matter equally
What sets this program apart is its highly personalised approach. You'll identify your distinct negotiation strengths through a unique blend of expert facilitation, peer feedback and AI-enhanced coaching and develop a customised influence style that leverages your authentic capabilities.
You'll leave with a comprehensive negotiation toolbox tailored to your specific challenges, practical strategies and frameworks that you can immediately apply to create value and build consensus in any professional context.
Completing this course will earn you 3 points toward the 12 required to obtain AGSM's Certificate in Executive Management and Development (CEMD).
Key facts
What you will learn
Gain a deep understanding of the foundational elements of negotiation, apply interest-based strategies and explore the role of ethical influence in complex decision-making. Enhance your leadership capability by developing reflective habits supported by AI-enabled learning tailored to your unique professional context.
- Topics covered
- Negotiation frameworks
- Power and influence
- Value creation and exchange
- Positionality and bias
- Ethical practice
- AI reflection and learning
How will you learn
This course is delivered across three full days.
Day 1
- Crafting the learning environment.
- The $2 game and debrief.
- What is a negotiation?
- The DNA of a negotiation.
- Planning for a negotiation.
- What kind of negotiator are you?
- AI as a negotiation coach.
Day 2
- AI learning reflection.
- The negotiation process (Phases 1, 2 and 3).
- Learning partner peer feedback.
- AI as a negotiation coach.
Day 3
- AI learning reflection.
- The complexities of a negotiation.
- What is your positionality?
- Planning for the final team negotiation.
- Team negotiation simulation and peer feedback.
- My negotiation toolbox.
Who should attend
- Mid-to-senior level leaders across industries seeking to lead strategic negotiations.
- Consultants, managers and executives involved in high-stakes conversations.
- Professionals in government, education and not-for-profits aiming to influence ethically.
- Ideal for professionals looking to confidently lead negotiations using practical, ethical and inclusive strategies, understand power dynamics and leverage influence for collaborative outcomes and develop a lifelong personalised negotiation approach and capability toolbox.
Facilitator
Dr Kelsey Burton (Adjunct Faculty - AGSM)
- Dr. Burton’s research into toxic leadership and high-conflict behaviour gives her unique insight into the psychological foundations of negotiation. She helps participants build trust, navigate power dynamics and influence ethically in complex environments.
- With over a decade of experience designing and delivering leadership programs, Dr. Burton excels at translating theory into practical, actionable learning. Her facilitation style is engaging, inclusive and focused on building real-world capability through simulation, reflection and feedback.
- As a core member of UNSW’s Business AI Tech Lab, Dr. Burton is at the forefront of integrating AI into executive education. Her use of AI tools to enhance self-awareness and strategic reflection adds a future-focused dimension that sets this program apart.
Who You Will Learn From
Kelsey Burton
Lecturer
Dr. Kelsey Burton is a leadership and negotiation specialist with over a decade of experience in executive coaching, consulting, and adult education across the U.S. and Australia. She holds a PhD in organisational behaviour, with research focused on toxic leadership and high conflict personalities. Now based at UNSW, she is an academic leader within the Business AI Tech Lab, where she integrates behavioural science and emerging technologies into leadership development. Known for her engaging and inclusive teaching style, Dr. Burton blends academic rigour with real-world application to help professionals negotiate with clarity, confidence, and integrity.