A single negotiation can decide whether a company wins a major contract or loses it to a competitor, and the difference is rarely down to luck. It comes from preparation, reading the other side correctly, and knowing when to hold firm and when to create room for both parties to win.

This training course from the Arab British Fellowship Training Academy develops exactly that capability. Participants learn how to prepare before sitting at the table, choose between direct and indirect tactics, apply strategy rather than improvisation, and use modern communication tools to close deals and manage business relationships with confidence.

Who Should Attend?

• Directors and owners of government and private companies.
• Managers of the negotiation and contracts department.
• Members of the company's negotiating team.
• Employees responsible for communication with other companies.
• Anyone researching modern approaches to negotiation.

Objectives

• Identify the qualities of an effective negotiator and common causes of failed negotiations.
• Prepare thoroughly before a negotiation, including gathering data and briefing the team.
• Choose between direct and indirect negotiation tactics based on the situation.
• Distinguish between negotiation strategy and negotiation tactics, and balance flexibility with firmness.
• Apply integrative techniques that create value instead of simply dividing it.
• Use modern communication tools to support contract negotiation and deal-closing.

Module 1: What Makes a Negotiation Succeed or Fail

• Defining negotiation and why it matters to every business relationship.
• The qualities of people entrusted with negotiating on behalf of a company.
• Common mistakes that cause negotiations to collapse.

Module 2: Preparing Before You Sit at the Table

• Practical planning before any negotiation begins.
• Assembling and briefing the negotiating team.
• Gathering the data needed about the other party.

Module 3: Direct and Indirect Negotiation Tactics

• Choosing between direct and indirect negotiation approaches.
• Applying pressure without damaging the relationship.
• Reading when to push and when to step back.

Module 4: Strategy versus Tactics in Negotiation

• The difference between a negotiation strategy and negotiation tactics.
• Balancing flexibility and firmness during a negotiation.
• Choosing hard-bargaining versus collaborative approaches.

Module 5: Creating Value Instead of Just Dividing It

• Alternatives, bargaining range and setting a realistic target.
• Making opening offers and applying fairness rules.
• Integrative tactics that expand the outcome for both sides.

Module 6: Modern Communication Tools in Negotiation and Deal-Making

• Advanced communication tools used in contract negotiation.
• Their role in closing and completing transactions.
• Communication skills specific to managing negotiation.

Module 7: Becoming a Skilled, Confident Negotiator

• What separates a trained negotiator from an amateur.
• Core interests, trade-offs and high- versus low-value issues.
• Practical exercises to build real negotiation confidence.