Legal and commercial training

Successful Negotiations, Tools and Techniques

Course Overview

Negotiation stands as an integral component of every business endeavour. The capability to negotiate effectively and secure robust agreements ranks among the most prized skills in the business sphere.
This course aims to refine your negotiation prowess with insight and assurance, whether engaging with clients, customers, suppliers, or other business affiliates.

Through practical one-to-one and group negotiation methodologies, participants will refine their skills and adeptly employ suitable negotiation strategies in any scenario.

Course Objectives

Critically evaluate their existing negotiation approach
Strengthen crucial interpersonal abilities vital for increased effectiveness in negotiations
Define goals and strategise for negotiations
Foster collaboration and forge robust partnerships
Deploy essential strategies and tactics to resolve conflicts and address objections
Proficiently discern and manage buyers’ tactics
Identify and secure mutually beneficial outcomes

Who Should Attend

Tailored for Prospective Managers, Supervisors, Team Leaders, Department Heads, and individuals seeking to grasp essential skills and techniques for conducting fruitful negotiations, this pragmatic course offers invaluable insights.

Available Dates:

5 - 9 August, 2024	Istanbul
4 - 8 August, 2025	Istanbul
16 - 20 December, 2024	Kuala Lumpur
17 - 21 November, 2025	Kuala Lumpur

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Course Profile

Interpersonal Negotiation Skills

Traits of an Effective Negotiator
Assessing Your Current Negotiation Approach
Utilising Communication Skills and Empathy
Employing Effective Questioning and Listening Techniques
Harnessing Silence as a Negotiation Tool
Interpreting Body Language

Planning and Preparing for Negotiation

Conducting Pre-Negotiation Research
Formulating an Optimal Strategy and Negotiation Parameters
Applying Fundamental Negotiating Concepts: WATNA, BATNA, WAP, and ZOPA
Identifying Information to Share and Keep Confidential
Utilising Basic Bargaining Methods
Strategising for Mutual Gain and “Win-Win” Outcomes

Negotiation Tools and Techniques

Creating a Positive Environment
Crafting a Strong Opening for Negotiations
Fostering Collaborative Relationships
Establishing Discussion Anchors with a Draft Agreement

Negotiating in Complex Scenarios

Clarifying Issues and Problem Management
Individual vs. Team and Multi-Party Negotiations
Addressing Challenging Inquiries
Negotiating in Competitive Markets
Navigating Negotiations with Experienced Buyers
Understanding Cultural Dynamics in Negotiation

Stress Management and Personal Effectiveness

Analysing Stress Factors and Impact
Prioritising, Planning, and Delegating Tasks
Handling Aggression and Resolving Conflict
Evaluating Negotiation Outcomes