At the end of this course, the participants should be able to:
• Acquire knowledge related to negotiation in terms of: concept, types & elements; understand the terminology related to negotiation
• Identify and apply different negotiation strategies and tactics effectively
• Understand the different steps of negotiation process, and determine the importance of each
• Plan and prepare for negotiation process effectively
• Determine and apply the effective negotiator skills creatively

• The Basics of Negotiation
• The concept of negotiation (Win-Win rule)
• Why we negotiate?
• The benefits of negotiation
• Types of negotiation
• Negotiation Strategies & Tactics
• Concept of negotiation strategies and tactics
• Collaborative negotiation strategies and tactics
• Distributive negotiation strategies and tactics
• Strategies and tactics for sales / procurement negotiation
• Negotiation Steps
• First step: Preparation and planning
• Second step: Negotiation process
• Third step: Closing the deal
• Negotiators’ Different Personality Types
• The importance of identifying negotiators’ personality types
• Major personality types of negotiators and how to deal with each: analytical, collaborative, negative, hesitant, arrogant, leader, aggressive, offensive, practical.
• Traits and Skills of Effective Negotiator
Major required traits :
• Being calm and staying away from emotions reactions and anger
• Patience
• Objectivity and non-sensitivity towards personal effects
• Self-confidence
• Good looking
Major required skills :
• Analysis
• Strategic thinking
• Dealing with objections
• Teamwork
• Effective communication: speaking and persuasion, listening, body language

• Control: Meeting targeted goals
• Collaboration
• Adaptability
• Strategical and Tactical Thinking
• Active Listening
• Emotional Maturity
• Verbal Communication
• Collaboration and Teamwork
• Problem solving
• Decision Making
• Working Under Pressure

This training course will be carried out through the use of best practices and the right combination of engaging and purposeful tools such as:
• Practical, relevant case studies
• Group activities and workshops
• Related role plays
• Experiential learning
• Brain storming
• Stimulating mental activities
• Engaging team competitions
• Suitable training Videos
• Presentations
• Self–assessments
• Learning with Simulations and Games

Current or new staff including department heads, supervisors and team leaders, salesperson/ sales managers, procurement and contract specialists, marketing specialists, as well as all other employees who need negotiation skills to carry out their job duties