People rarely say everything out loud at the negotiating table — a crossed arm, a held gaze, a shift in tone often carries more real information than the words being spoken. This Arab British Fellowship Training Academy programme starts from that gap between what is said and what is actually communicated, and trains participants to close it.

The course builds both sides of the skill: speaking and structuring messages clearly during negotiation, and reading, accurately, not just intuitively, the body language that reveals what the other side is really thinking, whether the setting is administrative, commercial or personal.

Who Should Attend?

• Executives and department supervisors.
• Professionals in sales, customer service and marketing.
• Negotiators in the public and private sectors, and legal consultants.
• Trainers, teachers and public-relations specialists.

Knowledge and Benefits:

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

• Use verbal and non-verbal communication skills effectively in a negotiation setting.
• Read and interpret body-language cues accurately, and recognise different negotiating personalities.
• Strengthen their influence and persuasion using effective communication tools.
• Control their own emotions and body language to send clear, persuasive signals under pressure.

Module 1: Why Body Language Decides Negotiations

• Definition and functions of body language, and its impact compared to spoken words.
• The importance of aligning what is said with how the body moves.
• Facial expressions and eye movement as a source of real-time feedback.

Module 2: The Fundamentals of Communication and Negotiation

• Elements of the communication process and its impact on negotiation outcomes.
• Verbal vs non-verbal, and formal vs informal communication.
• Types and stages of negotiation, and the traits of a successful negotiator.

Module 3: Crafting and Delivering the Message

• Choosing the right vocabulary and avoiding ambiguity or exaggeration.
• Tone of voice: managing pitch and pace, and choosing tone to fit the situation.
• Using questions strategically to guide the conversation.

Module 4: Reading the Other Side

• Hand movements, posture and signals of strength or weakness.
• Identifying positive and negative signals, and signs of openness or defensiveness.
• Spotting inconsistency between verbal and non-verbal messages, including signs of deceit.

Module 5: Responding and Influencing in Real Time

• Adjusting behaviour based on the other party's reactions, including mirroring techniques.
• Rational and emotional persuasion, offering alternatives and building trust before making requests.
• Persuasion through body language: eye contact, open gestures and affirmative signals.

Module 6: Staying in Control Under Pressure

• Emotional intelligence in negotiation: understanding your own emotions and managing stress.
• Controlling visible emotional reactions and minimising gestures that weaken your position.
• Negotiating under pressure while making quick, composed decisions.

Module 7: Bringing It All Together

• Building a balanced negotiating presence and communication style.
• Avoiding exaggeration or rigidity in delivery.
• Applying integrated communication in presentations and closing negotiations persuasively.