In-person Training

Persuasive Negotiation: Influencing for Impact in Government

Negotiating with impact – achieve win-win outcomes, even in high-pressure government environments.

21 October 2025

9:00 AM to 5:00 PM AEDT

Next intake: 21 October 2025 | 9:00 AM to 5:00 PM AEDT

Overview

As government agencies face increasing fiscal pressure, greater scrutiny, and complex cross-sector demands, the ability to negotiate effectively has become a critical skill across all levels of the public service. Whether you’re leading procurement, managing service contracts, or influencing internal priorities, effective negotiation can mean the difference between progress and gridlock. 

Yet many public sector professionals report low confidence in navigating challenging conversations, resolving conflict, or influencing win-win outcomes especially when bound by policy, governance, or political constraints (APS Capability Reviews 2023–24). This hands-on, public sector-focused training will give you a structured, repeatable approach to planning and executing persuasive negotiations.
 

Through expert-led facilitation and interactive group activities, attendees will: 

  • Understand the phases and principles of effective negotiation 
  • Learn practical techniques to navigate high-stakes discussions 
  • Build strategies to manage power imbalances and deadlocks 
  • Practice applying these skills to real government scenarios 

Whether you’re managing stakeholders, leading projects, or shaping interdepartmental initiatives, this course will give you the tools to negotiate with confidence, clarity, and control.

Join us in Sydney this October to build trust, create alignment, and achieve lasting results through negotiation.

Who Should Attend?

This course is designed for public sector professionals who regularly manage budgets, lead projects, or engage with internal and external stakeholders to influence outcomes and negotiate effectively.

Learning Outcomes

Understand the phases of successful negotiation
Apply the behaviours of successful negotiation
Apply the skills learnt in practical, hands-on scenarios

In-person Training

Persuasive Negotiation: Influencing for Impact in Government


Session details

Sydney, Australia

Strengthen your ability to negotiate with clarity, confidence, and control, whether managing projects, partnerships, or internal priorities. 

 

View course modules

Level: Fundamentals

No previous experience necessary

Key Sessions

8:45AM

Arrival & Coffee

9:00AM

Welcome & Objectives

9:15AM

Introduction

  • Negotiation – The Process
  • Conflict & Your Experience

9.45AM

Phase 1 – Pre Negotiation Preparation

  • Research
  • Checklists and Tools

10:30AM

Break

10:45PM

Phase 2 – Face to Face Negotiation

  • Step 1 ‘Discover
  • Step 2 ‘Understand’

11:45PM

Phase 2 – Face to Face Negotiation

  • Step 3 ‘Speculate’

12:30PM

Lunch

1:15PM

Phase 2 – Face to Face Negotiation

  • Step 4 ‘Propose’
  • Step 5 ‘Agree’

3:00PM

Break

3:15PM

Effective Negotiating Behaviour

  • Dealing with Deadlock
  • Strategy & Tactics

4:15PM

Phase 3 Post Negotiation Fulfilment

  • Post Negotiation Follow Up
  • Your Negotiation Reviewed

4:45PM

Reflections & Closing Remarks

5:00PM

End of Day

Meet Your Facilitator

Malcolm Dawes

Managing Director | DTA Worldwide

Malcolm Dawes is the most sought-after authority on people performance and effectiveness. He is a recognised expert in showing people how to increase their interaction effectiveness through behavioural change. For many years, Malcolm has experienced first-hand the struggles senior executives face in accelerating the performance of their teams. More recently, he has worked with organisations on emotional intelligence and resilience through the global pandemic.

Malcolm has appeared on a host of radio and TV interviews; in The Australian Financial Review Business Magazine and had articles published in numerous journals. Malcolm has been a guest speaker at conferences and seminars around the world, and has been a judge of the PRIME Awards since their inception in 2005.

Married and a father of three sons, his career has included many disciplines including retail, nursing, marketing, sales management and organisational performance. In his spare time, he is a Deputy Captain with the New South Wales Rural Fire Service, being awarded the National Emergency Medal for his service in the 2019/20 Australian bush fire crisis.

In his latest book, “Team Performance: Why Can’t We All Get Along?” Malcolm dispels ten myths that many senior executives have about unlocking the true potential of their teams. He highlights the core issues of human nature and shows how understanding behaviours as a leader and coworker is the key to team success.

Register Today

Join this training for professionals working within the Public Sector

Pay for individual courses

Extended EOFY Sale

Ends 15 Jul

$A 995 + 10% OFF

per person + tax Use code EOFY10 for saving

 

Early Bird

Ends 5 Sep

$A 1195

per person + tax $200 saving

 

Regular

Ends 20 Oct

$A 1395

per person + tax

Additional discounts are available for group registrations of 10 or more. For group or payment enquiries or custom training solutions, please contact [email protected]

Customised in-house options available for teams

Interested in any of our online trainings?

You can also choose to have them delivered in house. We will work closely with our inspiring session facilitators to tailor the content around the key development areas your team are prioritising, shape the learning outcomes around your core departmental challenges and make the most of your L&D and upskilling budget.

Enquire here for more information

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