Negotiation is often treated as a natural talent -- something you either have or don't. In practice, most of what makes a negotiator effective is a set of learnable techniques: how to open a conversation, how to read the other side, how to move a stalled deal forward. None of it requires a natural gift, just the right training.

This course walks participants through those techniques in a practical sequence, from the history and definitions that frame negotiation as a discipline through the specific tactics experienced negotiators use to steer conversations toward agreement. By the end, attendees have a toolkit of techniques they can apply immediately, not just theory to remember.

Who Should Attend

• Staff in a company's negotiation and dispute resolution department.
• Managers of medium and large enterprises.
• Board members and negotiating body members within a company.
• Anyone leading or joining a negotiation team.

Techniques You Will Master

• Identifying and using the most widely applied negotiation techniques.
• Recognising the factors that shift the balance of power during a negotiation.
• Building and controlling a negotiation agenda from start to finish.
• Proposing creative options that move a stalled deal forward.
• Reading counterparts' behaviour and adapting your approach in real time.

Module 1: The Discipline of Negotiation Management

• Scientific definition of negotiation management
• How negotiation techniques differ from negotiation strategies

Module 2: Reading the Negotiation Landscape

• Factors that influence the balance of power
• Identifying convergence points between both sides

Module 3: Controlling the Process

• Building and using a negotiation agenda
• Planning considerations before entering a session

Module 4: Moving Deals Forward

• Creative proposals to unlock a stalled negotiation
• Techniques for gaining and keeping an advantage

Module 5: Applying Techniques Under Pressure

• Practical exercises on real negotiation scenarios