Course Details

This course is appropriate for a wide range of professionals but not limited to:

• Sales and Procurement Professionals
• Business Owners and Entrepreneurs
• Project Managers negotiating resources and timelines
• Managers involved in internal and external contract discussions

• Expert-led sessions with dynamic visual aids
• Comprehensive course manual to support practical application and reinforcement
• Interactive discussions addressing participants’ real-world projects and challenges
• Insightful case studies and proven best practices to enhance learning

By the end of this course, participants should be able to:

• Master the rigorous preparation process for any negotiation, defining BATNA, ZOPA, and targets.
• Effectively apply both Distributive and Integrative (Win-Win) negotiation strategies.
• Identify and counter common negotiation tactics and psychological ploys ethically.
• Utilize persuasion techniques and framing to influence the perception of value.
• Manage and de-escalate conflict and high emotions at the negotiating table.
• Handle multi-party and cross-cultural negotiations successfully.

DAY 1

The Negotiation Mindset and Preparation

• Welcome and introduction
• Pre-test
• Understanding the importance of preparation: The 90/10 Rule
• Defining and calculating BATNA (Best Alternative to a Negotiated Agreement)
• Identifying interests, positions, and needs of all parties
• Introduction to the Negotiation Continuum: From hardball to collaboration

DAY 2

Strategies and Value Creation (Integrative)

• The art of creating value: Finding trade-offs and expanding the pie
• Techniques for information gathering and question asking
• The power of reciprocity and strategic concessions
• First negotiation simulation and debrief

DAY 3

Power, Tactics, and Psychological Influences

• Assessing and utilizing sources of power at the table
• Identifying and countering common dirty tricks and aggressive tactics
• Anchoring, framing, and managing psychological biases (e.g., loss aversion)
• Managing emotions: Yours and theirs

DAY 4

Closing and Complex Negotiations

• Techniques for effective closing and cementing the agreement
• Dealing with deadlocks and breaking impasses
• Managing multi-party negotiations and coalition building
• Cross-cultural negotiation: Adapting style and protocol

DAY 5

Advanced Simulation and Mastery

• Advanced, multi-variable negotiation simulation
• Personalized feedback and peer coaching on negotiation style
• Developing an individual action plan for continuous skill refinement
• Post-test
• Certificate ceremony