Mastering Negotiations

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  • 3 weeks



  • 17.5 hours over 3 weeks


  • No

Delivery mode

  • Online


  • Online


  • $1,738.00


About this Microcredential

Negotiation is the art and science by which decisions are made, agreements reached and disputes resolved between two or more parties. Those with the skills to consistently achieve superior results – whether in business deals, critical conversations or dispute settlement – are highly valued.

The Mastering Negotiations microcredential will help you master complicated interpersonal and emotional dynamics in negotiation, confront conflicts with more comfort and confidence, and reach richer and more sustainable solutions to difficult problems. It integrates experiential learning techniques with cutting-edge research and challenging negotiation cases to foster deep learning. You’ll be guided through all key stages in the negotiation process to master a value-creating mindset. And you’ll identify your individual negotiation style and strengths, and learn how to adapt them across different situations.

Key features

  • Adopt a scientific framework of negotiation - Recognise negotiation phases, how to move a negotiation between phases and what needs to be done in each phase.
  • Manage interpersonal dynamics and relationships - Learn how to capitalise on increasingly complex interpersonal dynamics that can occur in negotiating teams and multiparty bargaining.
  • Improve flexibility in the face of challenges and complexity - Acquire the skills to solve seemingly impossible negotiation deadlocks using creative solutions such as third-party interventions.
  • Build practical skills and learn from experts - Participate in hands-on, interactive and experiential learning delivered by renowned industry experts
  • Select between alternative negotiation strategies - Develop the skills to be able to analyse when to use distributive or integrative tactics in negotiation

Calendar 2023

Multiple offerings available. Ready to Enrol for all available dates.


There are no prerequisites to undertake this microcredential.

Who should attend

  • consultants
  • entrepreneurs
  • finance professionals
  • HR and IR practitioners
  • marketers
  • sales and procurement managers
  • team and project leaders

Professions and Employers

So that you’re equipped with the knowledge and skills employers require now and in the future, we design many of our microcredentials in consultation with a range of industries and sectors.


  • All managers, from frontline to senior levels
  • Sales and procurement managers
  • HR and IR practitioners
  • Team and project leaders


  • Banks and financial institutions
  • Businesses and corporations
  • Consulting firms
  • Government, education and charity sectors

Who you will learn from

Ian Dunbar
Ian Dunbar

Ian Dunbar, Sessional lecturer at Macquarie University since 2015, has led several units in leadership, management, negotiation and HRM, as well as lecturing and tutoring on a variety of other units.

Ian is a qualified and experienced leader, manager, and educator, with broad, senior-level business experience. He has held leadership, management, and client-facing roles with Macquarie Bank, Merrill Lynch, JP Morgan, CBA and the University of Sydney.

Prior to transitioning into higher education, Ian gained more than 20 years’ experience working in, and consulting to, the investment banking, financial services, electricity trading, property, and executive search sectors.

Ask a question

If you’d like to know more about studying at Macquarie University, we’d love to hear from you.

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