Mastering Negotiation Skills

You will be able to plan and prepare for negotiation process effectively; you will be able to identify and apply different negotiation strategies and tactics; you will gain the ability to negotiate effectively and convincingly

Course Objectives:

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

Target Audience:

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

• 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

Course Methodology:

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
• Brainstorming
• Stimulating mental activities
• Engaging team competitions
• Suitable training Videos
• Presentations
• Self–assessments
• Learning with Simulations and Games

• The concept of negotiation (Win-Win rule)
• Why we negotiate?
• The benefits of negotiation
• Types of negotiation

• Concept of negotiation strategies and tactics
• Collaborative negotiation strategies and tactics
• Distributive negotiation strategies and tactics
• Strategies and tactics for sales / procurement negotiation

• First step: Preparation and planning
• Second step: Negotiation process
• Third step: Closing the deal

• The importance of identifying negotiators’ different personality types
• Major personality types of negotiators: analytical, collaborative, negative, hesitant, arrogant, leader, aggressive, offensive, practical.

• 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