Professional negotiation
Negotiation Skills Workshop
In today's competitive and relationship-driven environment, negotiation is no longer reserved for formal deals—it is embedded in everyday workplace interactions, decision-making, and stakeholder management.
Build practical capability in Negotiation Skills Workshop.
In today's competitive and relationship-driven environment, negotiation is no longer reserved for formal deals—it is embedded in everyday workplace interactions, decision-making, and stakeholder management. Whether aligning expectations with clients, resolving internal conflicts, or securing favorable terms, professionals must balance assertiveness with collaboration. This program equips participants with a structured, practical, and results-oriented approach to negotiation, enabling them to create value, protect interests, and build long-term professional relationships.
Course overview
A practical, instructor-led program with guided exercises and workplace examples. Open a topic to see the coverage.
I. Introduction to Negotiation
- What is Negotiation?
- Definition and Scope of negotiation.
II. Key Principles of Effective Negotiation
- The Negotiation Process – Key stages: preparation, bargaining, and closure.
- Recognizing the Iterative Nature of Negotiation.
III. Preparation for Negotiation
- Gathering Relevant Data and Stakeholder Information
- Defining Objectives and Identifying Potential Trade-offs
IV. Negotiation Tactics and Communication Skills
- Common Negotiation Strategies
- Collaborative and Competitive Strategies for Different Situations
V. Emotional Intelligence in Negotiation
- Understanding Emotions in Negotiation
- Identifying Emotional Triggers
VI. Closing the Deal
- Recognizing When to Close the Deal
- Identifying signs of a Mutually-Beneficial Agreement
Full course outline
Review the complete legacy course outline, including all detailed subtopics.
View full outline
- I. Introduction to Negotiation
- What is Negotiation?
- Definition and Scope of negotiation.
- Importance of Negotiation in Daily Interactions
- Types of Negotiation: Distributive and Integrative Approach
- Win-Win versus Win-Lose Scenarios and Applications.
- II. Key Principles of Effective Negotiation
- The Negotiation Process – Key stages: preparation, bargaining, and closure.
- Recognizing the Iterative Nature of Negotiation.
- Understanding Interests vs. Positions
- Differentiating Hidden interests from Stated positions.
- Strategies to Uncover and Address Underlying Needs.
- Building Trust and Rapport
- Techniques for Establishing and Maintaining Credibility.
- III. Preparation for Negotiation
- Gathering Relevant Data and Stakeholder Information
- Defining Objectives and Identifying Potential Trade-offs
- BATNA and WATNA
- Best Alternative to a Negotiated Agreement
- Analyzing Worst Alternative to Mitigate Negotiation Risks
- Setting SMART Goals
- IV. Negotiation Tactics and Communication Skills
- Common Negotiation Strategies
- Collaborative and Competitive Strategies for Different Situations
- Compromising and Avoiding Tactics in Context
- Effective Communication Techniques
- Active Listening and Reframing Responses
- Using Open-ended Questions to Gain Better Insights
- Dealing with Difficult Tactics
- Identifying and Countering Manipulative Behaviors
- Managing High-Pressure or Confrontational Scenarios Effectively
- V. Emotional Intelligence in Negotiation
- Understanding Emotions in Negotiation
- Identifying Emotional Triggers
- Managing Emotions to Maintain Focus and Composure.
- The Role of Empathy
- Building Rapport through Understanding the Other Party's Perspective
- Leveraging Empathy to Foster Mutual Trust and Collaboration
- VI. Closing the Deal
- Recognizing When to Close the Deal
- Identifying signs of a Mutually-Beneficial Agreement
- Understanding When to Walk Away or Accept.
- Reaching and Documenting Agreements
- Techniques for Ensuring Clear and Committed Agreements.
- Recognizing When to Close the Deal