Course: Building Emotional Intelligence for Negotiations

Course Outline: Emotional Intelligence for High Stakes Negotiation
Target audience: Emerging leaders, procurement and commercial managers, HR business partners and mid level account directors who regularly negotiate contracts, renewals and stakeholder agreements. Level: Practitioner (experience negotiating; looking to move from tactical bargaining to emotionally intelligent, integrative negotiation).

Delivery mode: Hybrid, 3×3 hour live virtual workshops (interactive) + one full day face to face practicum in a central city (Sydney or Melbourne) + four week application and micro coaching period (asynchronous LMS modules, weekly 30 minute group coaching clinics, one 1:1 coaching session). Cohort model (12 to 18 participants) to preserve practice opportunities and peer feedback. Price guideline: AUD 995 incl. GST per participant (cohort discount available; on site private delivery priced separately).

Overview and rationale
Negotiation isn't just about terms. It's people work, high emotion, high stakes, and often low psychological safety. Most commercial training over emphasises tactics and under trains the person doing the negotiating. This programme flips that on its head: we coach emotional capability first, then apply tactical skill through emotionally informed practice. You'll still get the structures and templates. But you'll learn to read, regulate and influence in ways that produce durable agreements, not fragile compromises.

Concise programme goal
Equip participants with emotional intelligence skills, self awareness, self regulation, social awareness and relationship management, applied directly to negotiation contexts so that they can produce higher value, lower friction outcomes and sustain commercial relationships post deal.

Key statistic to frame the programme
TalentSmart research shows that 90% of top performers have high emotional intelligence and that EQ accounts for roughly 58% of performance in all types of jobs. (TalentSmart, Bradberry & Greaves).

Two slightly contentious programme beliefs (we make them explicit)
- Emotional control is not weakness; it's leverage. Being visibly composed gains you more influence than being theatrically passionate. Some will disagree, and that's okay.
- Win win is not naive. Short term tough wins look smart; long term relational value pays compound interest. Others will argue you must take the win when you can. We say: take the win that lasts.

Learning outcomes (behavioural and measurable)
By the end of the programme participants will:
1. Demonstrate improved self awareness in negotiation situations, able to name and log triggers and emotional states within 60 seconds of a trigger event (measured via pre/post situational judgement tests and self recording exercises).
2. Use at least three evidence based emotional regulation techniques (deep breathing, cognitive reframe, tactical pause) under simulated pressure (assessed in roleplay rubrics).
3. Accurately detect and interpret verbal and nonverbal emotional cues from counterparts in roleplays (achieve ≥75% accuracy on a standardised cue detection checklist).
4. Apply perspective taking to reframe counterpart interests and create at least two integrative options per negotiation scenario (scored by facilitators).
5. Improve negotiation outcomes in real work by increasing value captured or increasing measured satisfaction of the counterpart by 10% in a 90 day workplace follow up (baseline and follow up survey).

Assessment and measurement approach (practical)
- Diagnostic pre course survey: 20 minute self report EI assessment (brief EI inventory) + negotiation style profiler + baseline negotiation metrics (self reported win rates, average margin, customer/supplier satisfaction).
- Formative assessment: weekly micro assignments uploaded to LMS; facilitator comments.
- Summative assessment: scored roleplay in face to face practicum using a 4 dimension rubric (Self Awareness, Regulation, Social Awareness, Outcomes).
- Manager observation checklists: short 2 week manager observation window post programme (3 to 5 observation points).
- Post course evaluation: 30/60/90 day pulse surveys for participants and matched stakeholders; negotiation scorecard outcomes captured for a sample of real negotiations.
- ROI snapshot: combine negotiated value metrics (where measurable) with satisfaction and behavioural change indicators to produce a one page value summary for senior stakeholders.

Programme structure (module by module breakdown)

Pre work (1 to 2 weeks before live virtual series)
- 30 minute on demand primer: Why emotions matter in negotiation (video + short comprehension check).
- Complete baseline EI self assessment and negotiation style profiler.
- Short written reflection task: describe your three biggest negotiation frustrations and two memorable negotiation moments (one good, one poor).
- Receive participant pack: negotiation journal template, checklist, short reading list (two short articles), access to LMS.

Virtual Workshop 1 (3 hours): Foundations, Emotional Intelligence Applied to Negotiation
Aims: Build shared language; prioritise self awareness; map emotional hotspots.
Agenda
- Quick check in: micro reflections from pre work (15 mins).
- Short theory burst (20 mins): four components of EI and why they map to negotiation behaviours (self awareness, regulation, social awareness, relationship management).
- Breakout: personal trigger mapping exercise (35 mins). Participants map common trigger sequences (thought → feeling → behaviour) from their pre work examples; peers probe for blindspots.
- Demonstration: tactical pause + breathing technique under simulation (20 mins).
- Case study (25 mins): a typical Australian procurement impasse, small teams identify emotional dynamics and propose two evidence based interventions.
- Micro commitment: write the personal negotiation promise (one behaviour to practise) in the negotiation journal (10 mins).
Learning resources: trigger map worksheet, breathing guide, short 5 page facilitator brief.
Assessment checkpoint: upload trigger map to LMS.

Virtual Workshop 2 (3 hours): Social Awareness & Perspective Taking
Aims: Build active listening skills, cue recognition, empathy based reframing.
Agenda
- Warm up: speed listening pairs (15 mins).
- Mini lecture (15 mins): verbal vs non verbal cues; cultural modifiers; reading silence.
- Activity: video based cue decoding (40 mins), groups watch short negotiation vignettes and annotate cues; facilitator shares expert annotations.
- Perspective taking lab (35 mins): role rotation, participants argue for an assigned counterpart's interests; outcome: produce two integrative options.
- Practical tool: "The Curiosity Funnel", calibrated questions to surface interests without triggering defensiveness (15 mins).
- Debrief + LMS reflection task assignment (15 mins).
Learning resources: cue cheat sheet, the Curiosity Funnel card, annotated video library.
Assessment checkpoint: short quiz on cues and perspective taking.

Virtual Workshop 3 (3 hours): Emotional Regulation & Tactical Adaptiveness
Aims: Teach regulation strategies to maintain clarity under pressure and adapt negotiation style to counterpart.
Agenda
- Check in and micro meditation (10 mins).
- Cognitive reframing exercise (20 mins): participants rewrite a past loss as a learning narrative and identify behaviour changes.
- Simulation: "The Escalation Curve", staged roleplays where facilitator increases pressure; participants practice regulation techniques; peer feedback (60 mins).
- Style flexibility workshop (30 mins): identify default negotiation style and map intended adaptions to counterpart profiles.
- Negotiation planning checklist (20 mins): integrate EI checkpoints into pre negotiation plan (entry script, trigger plan, BATNA plus rapport plan).
- Commitment: assign a live negotiation to attempt within four weeks and set measurement criteria.
Learning resources: regulation toolbox, style flex canvas, negotiation planning template.
Assessment checkpoint: upload negotiation plan to LMS.

Face to face Practicum (Full day, 9:00 to 16:30)
Purpose: Deep practice under realistic pressure, facilitator coaching, integrated feedback, and consolidation of techniques.
Morning: advanced roleplays (3×60 mins) with interleaved coaching and video capture.
- Roleplay 1: Supplier price renegotiation (commercial, time pressured).
- Roleplay 2: Internal stakeholder negotiation over scope and resource (political).
- Roleplay 3: Customer retention negotiation (emotional stakes).
Each roleplay: 20 minute negotiation, 30 minute immediate debrief, 10 minute facilitator coaching focus.

Afternoon: integrative team negotiation and reflection
- Team exercise (90 mins): Multi party negotiation with shifting objectives; teams must reconfigure in real time.
- Debrief (30 mins): extract patterns, strong moves, recurring triggers.
- Personal action planning (30 mins): individual 90 day negotiation playbook and accountability partner pairing.

Micro coaching & Application phase (4 weeks)
- Weekly 30 minute group coaching clinics (virtual): focus on live challenges participants face.
- One 45 minute 1:1 coaching session per participant.
- LMS microlearning: 6×10 minute modules (cue practice, tactical pauses, scripted empathy statements).
- Peer accountability: negotiated partner check ins; participants exchange feedback using the rubrics.
- Workplace assignment: each participant completes one negotiated outcome applying the playbook; submits a short debrief and evidence for assessment.

Facilitator notes and pedagogy
- Adult learning principles: active practice, retrieval practice, spaced repetition and feedback loops.
- Facilitation style: coach challenger. Facilitators must balance supportive coaching with direct skill correction.
- Class size: max 18 to keep practice time high.
- Co facilitation: recommend two facilitators for practicum days (one for observation/video coaching).
- Confidentiality: enforce strict rules about real negotiation data shared in the cohort, anonymise where necessary.

Materials and tools (what participants receive)
- Participant workbook (digital + printed at practicum), includes templates, cue cheat sheets, trigger map, planning checklist.
- Short video library with annotated examples.
- Negotiation scorecard (rubric) for manager observation.
- Access to LMS resources for 6 months post course.
- Negotiation journal (digital template) for logging triggers and reflections.

Case studies and scenarios (Australian context examples)
- Renewing a national supply contract for a chain retailer experiencing margin pressure.
- Negotiating scope changes with a government agency (compliance and face saving).
- Commercial property rental renegotiation between landlord and tenant during market shifts.
- Cross border vendor negotiation with cultural and time zone complexities.
Each case comes with facilitator notes, ideal outcomes, expected emotional dynamics and suggested interventions.

Roleplay design and rubrics
- Four dimension rubric: Self Awareness (naming feelings & triggers), Regulation (pausing, reframing, de escalation), Social Awareness (cue detection, empathy), Outcomes (value creation, closure, relationship health).
- Scoring: 1 to 4 scale with behavioural anchors; facilitator and peer scoring used.
- Video capture recommended; participants review with checklist for self assessment.

Measurement plan: KPIs and baseline targets (example)
- Behavioural KPI: 80% of participants demonstrate at least two regulation techniques reliably in practicum (rubric).
- Business KPI: 10% improvement in counterpart satisfaction scores for participant led negotiations at 90 days.
- Efficiency KPI: Reduction in negotiation cycles for contract renewals by 15% across participating teams (measured at 90 days).
- Learning KPI: Average increase of 20% in EI self assessment scores (pre to post).
Note: set realistic baselines with client sponsor and adjust targets to organisational reality.

Manager/sponsor engagement (critical)
- Pre program sponsor briefing (30 mins): align Business metrics, confidentiality, and measurement permissions.
- Manager observation form (one page) to be used during the 2 week observation window.
- Sponsor one pager with expected outcomes and ROI case.

Scaling and sustainability options
- Train the trainer package (two day accreditation) so internal L&D can deliver core modules.
- Microlearning subscription: monthly 10 minute refresher modules for teams.
- Embedded negotiation clinics: quarterly internal negotiation labs for high value accounts.
- Integration with performance frameworks: include negotiation plans in performance goals and talent reviews.

Risks and mitigations
- Risk: Participants treat roleplays as unrealistic. Mitigation: use real anonymised cases; facilitators extend scenarios to match reality.
- Risk: Confidential commercial data exposed. Mitigation: strict confidentiality agreement and anonymisation; use simulated parameters where necessary.
- Risk: Low senior buy in. Mitigation: executive briefing and clear ROI snapshot; invite one sponsor to attend the practicum lunch for direct observation.

Follow up and reinforcement
- 30/60/90 day pulse surveys to track behaviours and business outcomes.
- Optional follow up half day advanced practicum at three months for high performing cohorts.
- Quarterly negotiation communities of practice (online) moderated by a facilitator.

Optional add ons (priced separately)
- Psychometric EI assessment (commercial EQ i 2.0 or equivalent).
- Two additional 1:1 coaching sessions.
- Onsite negotiation clinic with real live negotiations observed by a facilitator (confidential advisory).
- Custom negotiation playbooks tailored to specific industry scenarios.

Practical constraints and logistics (example client brief)
- Budget per cohort: AUD 11,940 for 12 participants (includes pre work, 3× virtual workshops, face to face practicum, 4 week micro coaching, materials). Travel and venue fees additional for on site delivery.
- Minimum cohort: 10 participants to ensure peer practice; max recommended 18.
- Preferred cities for face to face practicum: Sydney, Melbourne, Brisbane, Perth. Regional delivery available on request (additional travel costs apply).
- Technology: Zoom or MS Teams + LMS (client or our hosted LMS). Video recording required for practicum; participants must consent.

Short sample schedule (condensed)
- Week 0: Pre work & assessments.
- Week 1: Virtual Workshop 1 (3 hours).
- Week 2: Virtual Workshop 2 (3 hours).
- Week 3: Virtual Workshop 3 (3 hours).
- Week 4: Face to face Practicum (full day).
- Weeks 5 to 8: Micro coaching, application, assessments, manager observation.
- Week 12: 90 day follow up survey and ROI snapshot.

Learning activities and adult learning techniques used
- Spaced practice: concept introductions followed by application tasks spaced across weeks.
- Retrieval practice: brief quizzes and roleplay reflections to consolidate learning.
- Feedback rich practice: immediate, specific feedback from facilitators and peers.
- Real world transfer: workplace negotiation assignment with measurable outcomes.
- Reflection and journaling: daily/weekly prompts to build self awareness.

Example participant deliverables
- Completed negotiation plan and trigger management checklist.
- Recorded roleplay submission with self and peer reflection.
- 90 day negotiation debrief document summarising outcomes and learning.
- Personal negotiation playbook (one page) for continued use.

Trainer competencies and resourcing
- Recommended facilitator profile: senior commercial practitioner with accredited facilitation skills and demonstrable EI coaching experience; at least one facilitator with real negotiation experience in Australian commercial contexts.
- Suggested facilitator to participant ratio: 1:12 for practicum; 1:18 for virtual workshops.
- Support roles: program manager for logistics, technical host for LMS and video.

Evaluation templates (examples included in the pack)
- Pre/post EI survey template.
- Roleplay scoring sheet with behavioural anchors.
- Manager observation form (one page).
- Participant application brief template for workplace negotiation.
- Sponsor ROI one pager template.

Closing note (ethos)
We design this programme for negotiators who want outcomes that hold. Not theatrical wins that unravel in three months. Practise with purpose. Build capability that scales. Use data. And keep the person at the centre. Simple. Hard. Effective.