Negotiation Skills Essential

We all negotiate on a daily basis. On a personal level, we negotiate with friends, family, landlords, car sellers and employers, among others. Negotiation is also the key to business success. No business can survive without profitable contracts. Within a company, negotiation skills can lead toyour career advancement.

Success in negotiations cannot be left to chance or whim. Effective negotiation skills can only be obtained through a structured and coherent approach. This training programme is designed for negotiators who need formal training in developing their negotiations skills so that they will more successful in their negotiations with their counterparts.


Negotiation Skills Essential


  • At the end of this programme, delegates will be able to:
  • Identify the type of negotiation they are in
  • Identify and apply negotiating concepts: BATNA, WATNA, WAP and ZOPA
  • Lay the groundwork for negotiation
  • Prepare effectively for complex, challenging negotiating situations
  • Identify what information to share and what to keep to themselves
  • Adapt their style depending on the situation and apply bargaining techniques
  • Conduct themselves well during negotiation
  • Apply and test strategies for identifying mutual gain
  • Maintain progress through the phases of the negotiation, even under pressure
  • Cope more effectively with difficult people
  • Deal with personal attacks during negotiation
  • Develop their skills at handling conflict
  • Recognise when and how to make concessions
  • Set the terms of agreement
  • Work more productively as part of a negotiating team.

This course is designed for negotiators at all levels of interaction between staff, clients, colleagues and suppliers. This can include procurement officers, managers, executives, supervisory staff and all personnel who are involved in buying, selling or negotiating.

This two (2) day training programme is to be conducted from 9:00 am to 5:00 pm.

Program Descriptions

Session 1: Getting Started

  • Course Objectives
  • Housekeeping rules

Session 2: Understanding Negotiation

  • Integrative Negotiation
  • Distributive Negotiation
  • The Three Phases of Negotiation

Session 3: Negotiation – Definition and Goals

  • What Is Negotiation?
  • Negotiation Failure and Success Factors
  • What to Expect
  • Negotiation Types and Approaches
  • Attitudes, Influence, and Power
  • Readiness and Timing

Session 4: “I” The Negotiator

  • The skills and attitudes of an effective negotiator
  • My own areas of strength and areas I need to work on
  • Being a member of an effective negotiating team

Session 5: Developing a Negotiation Strategy

  • Where to Focus
  • Pre-Negotiation Planning Phases
  • Key Decision Areas
  • Factors that Influence Negotiation Planning
  • Negotiation Scenarios—Teams, Telephone, and Face-to-Face

Session 6: Setting Objectives and Assessing Strengths

  • The Importance of Setting Objectives
  • Good and Bad Times to Negotiate
  • Comparing Strengths—Yours and the Other Side’s
  • Establishing Credibility and Targets
  • The Essence of Negotiation
  • The Negotiation Plan and Its Approval

Session 7: Exchanging Information

  • Starting Right
  • What information to share?
  • What information to keep?

Session 8: Bargaining

  • Anticipating moves, techniques, etc,
  • Techniques to use
  • Breaking Impasse

Session 9: Attempting a Win-Win Situation

  • Three Ways to see Options
  • Identifying Mutual Gain
  • Creating a Mutual Gain Solution
  • Practical Negotiation Skills
  • About concessions
  • Are you in the zone of potential agreement?
  • Trading not conceding – ‘If you . . . then I . . .’
  • What is your BATNA? What is theirs?

Session 10: Bringing Negotiation to A Conclusion

  • Building common ground
  • Summarizing terms and conditions carefully
  • ‘Walking away is better than a bad deal’

Session 11: Putting It All Together

  • What are the three skills that you would adopt immediately?
  • What are 3 of your natural strengths?
  • What are 3 of your weaknesses?
  • How do you intend to eliminate your weaknesses?

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