Build ability and champion ideas used to influence and convince others towards achieving calculated goals and objectives.


People are constantly negotiating, whether it is in personal relationships, making sales or working with colleagues. Decent negotiation is a vibrant skill that all individuals must acquire to achieve results in a range of business interactions. Our unique practical approach to negotiation skills training provide learners with practical settlement practices that can be used to sharpen commercial edge and build stronger ties with clients and suppliers.  All these skills save significant time, money and energy in achieving desired goals while maintaining healthy relationships with stakeholders.


By the end of the programme the participants would be able to:

  1. Understand different stages and elements of negotiation process in different cultures
  2. Understand the dominant negotiation strategies and develop skills to become successful negotiator
  3. Understand principles of WATNA, BATNA, WAP and ZOPA when preparing to negotiate
  4. Create interest map by exploring the difference between interest and position
  5. Preserve and enhance commercial trust building relationships
  6. Increase confidence and reduce stress when resolving disputes
  7. Reduce the cost of resolving conflicts with intelligent bargaining
  8. Determine organization’s position and devise dominant negotiation approaches to achieve optimal commercial outcomes


  • Functional Managers

  • Project Managers

  • Sales & Marketing Executives


At a glance

What you'll get

  • Facilitator-led discussion
  • Interactive group sessions
  • Self-reflection activities
  • Skills practice and group discussion


  1 day

Maximum group size

Upto 20 people per group

  1. The Who, When and How of Negotiation?
  2. Skills of the effective negotiator
  3. Stages of negotiation
  4. Distributive and Integrative negotiation
  5. Negotiation scenarios
  6. The Thomas-Kilmann Conflict Mode Instrument
  7. Understand Interests Vs Positions and Mutual Gain
  1. Understanding Your WATNA and BATNA
  2. Walk Away Price WAP
  3. Identifying your ZOPA
  1. Creating an atmosphere
  2. Choosing the perfect time and right place
  3. Cross-cultural negotiation
  1. Tactics for negotiation
  2. How to breakthrough a deadlock
  3. Mutual understandings
  4. Reaching consensus
  5. Building agreements
  6. Finding an alternative for resolution
  1. Creating a stress log
  2. Recording events
  3. Identifying stressors
  4. Creating new habits
  5. Reviewing and evaluating
  6. Words from the wise
  7. Action plan
  8. Helping others through stressful situations
  1. Categories of dirty tricks
  2. Counter tactics
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