Training Description

This course will help you understand the process of negotiation – how to prepare, having clear aims and objectives, how and when to use different negotiating styles, strategies and tactics. It will give you the confidence to be a successful negotiator. Negotiation can help you achieve aims and solve problems. It is about reaching win: win solutions, where all parties feel the outcome is fair.

Negotiation Skills course provides you with practical negotiation techniques applicable to negotiation in many contexts and situations. The negotiation training course is run like a workshop where you are given some theory, then work in pairs or small teams to prepare for negotiations that are relevant to your needs. In this Negotiation Skills course you will learn theory and get the opportunity to apply it to scenarios that suit your specific needs.

Course Objectives

Each attendee who will complete this training will gain the following outcomes:

  • Apply and gain a good working knowledge on negotiation skills.
  • Explain the basic types of negotiations.
  • Learn the phases of negotiations & gain the skills necessary for successfully negotiating.
  • Apply basic negotiating concepts (WATNA, BATNA, WAP & ZOPA).
  • Lay the groundwork for negotiation.
  • Identify what information to share & what information to keep to yourself.
  • Master basic bargaining techniques.
  • Apply strategies for identifying mutual gain.
  • Demonstrate how to reach a consensus & set the terms of agreement.
  • Deal with personal attacks & other difficult issues.
  • Apply the negotiating process to solve everyday problems.
  • Negotiate on behalf of someone else.

Who should attend?

This course is intended for professionals at all levels who want to enhance their negotiation skills and work more productively with customers, colleagues, partners, vendors, and others. No prior training in negotiation is required.

Course Duration and Assessment

The training lasts for Two (2) days.

Participants are evaluated through the instructor’s observation of the reasonable application of skills. Performance and written evaluations are available and optional for use.

Training Program

The following program is planned for this training. However, the instructor(s) may modify this program before or during the training for technical reasons with no prior notice to the delegates. Nevertheless, the training objectives will always be met:


08:30 – 09:00

Registration & Coffee

09:00 – 09:30

Welcome & Introduction

09:30 – 10:30

● Understanding Negotiation Types of Negotiation  ● The Three Phases ● Skills for Successful Negotiation

10:30 – 10:45


10:45 – 11:451

● Getting PreparedEstablishing your WATNA and BATNA ● Identifying your WAP ●  Identifying your ZOPA

11:45 – 12:30

  • Laying the Groundwork

Setting the time and Place ● Establishing Common Ground ● Creating a negotiation framework

12:30 – 01:30

● Phase One – Exchanging InformationGetting Off on the Right Foot ● What to Share ● What to Keep to Yourself

01:30 – 02:10


02:10 – 03:30

● Phase Two – BargainingWhat to Expect ● Techniques to Try ● How to Break an Impasse

03:30 – 03:45


03:45 – 04:00

Training Wrap-Up


End of the Day One


09:00 – 09:30

Training Recapitulation for Day One

09:30 – 10:30

● About Mutual GainThree Ways to See your Options  ● About Mutual Gain ● Creating a Mutual Gain Solution

10:30 – 10:45


10:45 – 11:45

● Phase Three – ClosingReaching a Consensus ● Building an Agreement ● Setting the Terms of the Agreement

11:45 – 12:45

● Dealing with Difficult Issues Being Prepared for Environmental Tactics ● Dealing with Personal Attacks ● Controlling your Emotions ● Deciding when it’s Time to Walk Away

12:45 – 01:30

● Negotiating Outside the BoardroomAdapting the process for Smaller Negotiations ● Negotiating via Telephone ● Negotiating via E-mail

01:30 – 02:10


02:10 – 02:40

● Negotiating on Behalf of Someone ElseChoosing the Negotiating Team ● Covering all the Bases ● Dealing with Tough Questions

02:40 – 02:55


02:55 – 03:30

Role Play

03:30 – 03:45

Training Summary 

03:45 – 04:00

Giving of Training Certificate Completion


End of the Course

Spaces available on the following dates:

Material given during the training:  [DVD’s and Case Studies will be used during this course to illustrate examples of good and bad change implementation processes].

Before the course

Each delegate will be asked to complete a Pre-Course Assessment Form to determine their current level and objectives for attending the course. The content of such Form will be used by the trainer only to give tailored training that is focused on each group of delegates.

At the end of the course

Each delegate will be asked to complete an Individual Development Plan and Vocational Completion Certificate.