Commercial Negotiation Essentials



In this course we look at the best ways to negotiate a successful outcome to internal or external negotiations.

Upon completion of the course attendees will be able to:


  • Recognise the different strategies and tactics that you, and the other party, can use in negotiating.
  • Negotiate longer lasting and more mutually satisfying  contracts, variations, renewals & internal agreements.
  • Negotiate more successfully with face to face or non‐ face to face, inside and outside the organisation,  including suppliers, customers, stakeholders etc.
  • Describe possible legal problems that can occur in a  negotiation.
  • Background to the negotiation
  • Key Fisher and Ury’s ‘Getting to Yes’ tips and traps
  • The different negotiation styles and phases
  • Bargaining power and the outsourcing lifecycle
  • The IACCM ‘Top Terms in Negotiation Report'
  • Common problems faced by inexperienced negotiators
  • Common mistakes in the different negotiation phases
  • Action Planning 




This course is available for in-house bookings. 2018 dates to be confirmed. 

This program is available for in-house delivery, and group booking discounts. Click on the links below to enquire. 



Dr Jankoff FCPA is a sought after speaker and course facilitator of buy-side/sell-side contracting courses in Australia and overseas. He is also a sessional university lecturer in graduate courses in Finance, Procurement and Contract Management.

Cyril draws his expertise from his multi- perspective background. In his 35-year professional career, he practised as a forensic accountant and expert witness, solicitor, and business consultant. As a forensic accountant and expert witness, he worked extensively on the resolution of contract breaches and disputes that arose from poorly drafted, negotiated and managed contracts.

Dr Jankoff has university degrees in accounting and law, in and an MBA. His doctoral thesis focused on professional development of business managers and advisers. He holds current practising certificates as a solicitor and as a CPA accountant. He is a Fellow of CPA Australia (FCPA), the highest professional designation from Australia’s largest professional accounting body.

In 2012 he assisted the Australian Corporate Lawyers Association (ACLA) in their Reforming Australian Contract Law submission to the Australian Government. Cyril is on the Advisory Council of the International Association for Contract and Commercial Management (IACCM), a US based global contract management organisation. He is the IACCM contact for Australia.


“Excellent course content, good live examples, broad range of attendees from different industries”

Contract Manager
Nokia Siemens Networks


“A well-balanced course with good practical advice, underpinned by an appropriate content of theory”

Director Supply Chain Operations
Australian Army


“Cyril made the course enjoyable and he is most entertaining. He also has the ability to explain complex issues in a very simple and practical manner.”

Lecturer – Victoria University


“Cyril is an excellent presenter and the notes provided will be invaluable”


Contracts Officer


“Good coverage of the topic with extensive reference materials provided”


Associate Director 
Tracey Brunstrom & Hammond


“As a trainer Cyril’s experience and delivery is exceptional, students are engaged in case studies and problem solving exercises to ensure a clear understanding and resolution of complex ‘real life’ issues. I have also had the opportunity to work alongside Cyril when he was consulting to our organisation and found him to have strong commercial acumen and this with his attention to detail to improve supplier performance through the development of key KPIs and mitigation of contract risk resulted in effective contract management and optimisation of business benefits.”

Vendor Manager 
City West Water, Melbourne


"Excellent coverage across all areas."




Contract Manager 
Verve Energy



Infrastructure Finance Masterclass

Contract Law Fundamentals

Effective Contract Management

Business Finance for Managers

Commercial Negotiation Essentials 

Strategic Planning for Impact


Group Rates

In-House Training