Learn how to use your negotiation skills to facilitate decisions and agreements that achieve results for all parties involved.

This highly interactive and ‘hands-on' course provides you with the opportunity to examine your existing skills in a low risk environment. You will learn how to improve your negotiation skills to enable and facilitate decisions that achieve win-win outcomes.

If you are new to negotiation and are looking to develop your skills and your self-confidence, particularly on a one-to-one basis, for commercial negotiations with customers, suppliers and colleagues both inside and outside your organisation then this course is for you.

By the end of the program, participants will be able to:

• Recognize the soft, hard and principled styles in negotiating.
• Plan and conduct (individually and within a team) several negotiations.
• Use the 10-point planning format that will allow reaching a win-win outcome.
• Appreciate and apply (if need be) different negotiating tactics.
• Identify, through several self-assessment tests, their preferred negotiating style and how it affects the negotiating outcome.
• Discover their own approach to resolving conflict and building trust.

All those involved in business, managerial and other kinds of negotiations

• Soft and Hard Styles
• Principled Negotiation (The Harvard Model)
• Negotiation Style Profile: Administration and Determination of Own Style
• Characteristics of an Effective Negotiator
• DiSC - Self Assessment Questionnaire: Administration and Scoring
• Role-Play with Observers Comments Using DiSC Profile

The Three Secrets to Successful Negotiation

• Planning
• Trading Concessions
• Communication

Negotiation and Bargaining

• When to Negotiate
• Some Negotiating Principles
• 13 Negotiation Mistakes
• Practical Tips on Avoiding the Mistakes

Planning: The Key to Win-Win Negotiation

• The Ten Point Planning Form
• Checklist for Planning a Negotiation
• Behavioral Bases of Power

Trading Concessions

• Thirteen Basic Tactics
• Identifying and Deflecting Tactics

Trust-Building

• Ranking and Discussing the 10 Behaviors in Negotiation

Preparing and Conducting Individual and Team Negotiations

• Practical Role Plays

A variety of methodologies will be used during the course that includes:

• ​(30%) Based on Case Studies
• (30%) Techniques 
• (30%) Role Play
• (10%) Concepts
• Pre-test and Post-test
• Variety of Learning Methods
• Lectures
• Case Studies and Self Questionaires
• Group Work
• Discussion
• Presentation

This rate includes participant’s manual, Hand-Outs, buffet lunch, coffee/tea on arrival, morning & afternoon of each day.

Daily Course Timings:

    08:00 - 08:20       Morning Coffee / Tea

    08:20 - 10:00       First Session

    10:00 - 10:20       Coffee / Tea / Snacks

    10:20 - 12:20       Second Session

    12:20 - 13:30       Lunch Break & Prayer Break

    13:30 - 15:00       Last Session