Getting to a good price is rarely about who talks loudest — it is about who walks into the room having already done the preparation the other side skipped. This Arab British Fellowship Training Academy course is built around that idea, delivering the negotiation and persuasion tools needed to close important deals on the most favourable terms.

Some businesspeople assume they have no real negotiating power, and end up settling for whatever a seller offers just to avoid losing the deal. What they are missing is that negotiating power actually comes from eight identifiable sources: need, options, time, relationships, investment, credibility, knowledge, and skill. Persuasion — often described as complex mental behaviour, and sometimes treated as another word for negotiation itself — is what turns awareness of those sources into a closed deal, and that is exactly what this course sets out to build.

Who Should Attend

• Department managers in advanced companies, and heads of negotiating teams.
• Employees in the external negotiating relations department.
• Bid committees within large companies, and everyone working within supplier negotiation committees.

What You Will Be Able to Do

• Apply modern methods for negotiating between the company and bidders.
• Close deals on the most suitable terms for the company, matching the financial cost set for each project.
• Apply global negotiation principles, and understand the role of the third-party negotiator in moving talks forward.
• Define the important terms within a scope of work, and explore cooperative approaches to reaching agreement on them.
• Negotiate contractual changes and change requests in a way that avoids disputes and legal issues.

Module 1: The Real Sources of Negotiating Power

• The eight sources of negotiating power: need, options, time, relationships, investment, credibility, knowledge, and skill.
• The concept and history of negotiation as a discipline, and persuasion as the mental skill driving it.

Module 2: Principled Negotiation Fundamentals

• Identifying the best alternative to a negotiated agreement, and building effective communication.
• Separating people from the problem, and focusing on interests rather than positions.
• Generating options for mutual gain, and using objective criteria to judge them.

Module 3: Preparing and Reading the Other Side

• Studying the negotiating party objectively and in advance.
• Preparing and organising the relevant documents ahead of the negotiation.
• Identifying your own strengths and the other party’s weaknesses, and choosing the right negotiator for the questions at hand.

Module 4: Structuring the Negotiation Process

• Dividing the negotiation into sequential stages and knowing how to execute each one.
• Using timing strategically in service of the negotiation.
• Linking price to quality according to the specific product the company needs.

Module 5: Closing the Deal and Managing the Contract

• The concept of the third-party negotiator and their role in advancing the process.
• Negotiating contractual changes and change requests to avoid disputes and legal issues.
• Closing deals at the best financial terms for the project, through group, individual, and hands-on training.

Course Delivery

• Group training, individual training, or advanced hands-on practice.
• Practical and field training alongside theoretical sessions in the classroom.

Certificate

Participants receive a certificate accredited by the Arab British Fellowship Training Academy upon completion.