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