Negotiation Skills: From Preparation to Agreement
Overview
Good negotiators are made, not born. This course teaches a complete negotiation process, from preparation and opening to bargaining, closing and implementation, and helps participants build confidence through realistic practice negotiations and feedback.
Who should attend
Managers, sales and procurement professionals, project managers, and anyone who negotiates at work.
Training methodology
Interactive presentations, practical exercises, case studies, group discussions, role-plays where relevant, and a personal action plan that participants apply in their own work.
Objectives
By the end of this course, participants will be able to:
- Prepare thoroughly using a structured planning tool
- Understand interests, positions and BATNA
- Open, bargain and make concessions strategically
- Handle pressure tactics and deadlock
- Close agreements that last
Course outline
Day 1Negotiation Foundations
- Types of negotiation
- Distributive and integrative approaches
- Negotiation styles
- Self-assessment
- Warm-up negotiation
Day 2Preparation
- Interests versus positions
- BATNA and walk-away points
- Information gathering
- Planning template
- Preparation exercise
Day 3Opening and Bargaining
- First offers and anchoring
- Questioning and listening
- Trading concessions
- Creating value
- Practice negotiation
Day 4Tactics and Difficult Situations
- Recognising pressure tactics
- Responding to tactics
- Breaking deadlock
- Emotions in negotiation
- Role-play
Day 5Closing and Implementation
- Closing techniques
- Documenting agreements
- Implementation and relationships
- Reviewing performance
- Final negotiation
