Companies rarely lose a negotiation because they lacked information -- they lose it because no one in the room was following a clear set of rules: who speaks for the company, what the walk-away point is, how far the team can go before checking back. Without agreed standards, even well-prepared negotiators end up making it up as they go.

This course sets out the governing rules and standards behind effective negotiation management -- what disciplined negotiating teams commit to before entering a room, and how those standards translate into consistent results across different types of disputes. Participants finish with a practical rulebook they can apply inside their own organisation.

Who Should Attend

• Employees working within corporate negotiation teams.
• Branch managers of companies and institutions.
• Heads and members of negotiating committees.
• Staff in external relations departments.

What This Course Delivers

• A working set of rules for dealing professionally with external companies and parties.
• Advanced standards for engaging opposing negotiation teams.
• Core negotiation and conflict-resolution skills grounded in clear principles.
• The judgement to identify which techniques and strategies apply to a given negotiation.

Module 1: What Governs a Negotiation

• Academic definition of negotiation management
• Why rules matter more than instinct in high-stakes talks

Module 2: Standards for Advanced Negotiation

• Core rules and methods used in advanced negotiation
• Matching negotiation strategy to negotiation type

Module 3: Planning Within the Rules

• Key considerations before entering a negotiation
• Building and using a negotiation agenda

Module 4: Staying in Control

• Reading real signals during negotiation and holding the lead
• Creative, rule-consistent ways to move a deal forward

Module 5: Strategic Thinking and Practice

• Strategic thinking throughout the negotiation process
• Applied case studies