Negotiation does not stay confined to boardrooms — it shows up in sales conversations, day-to-day workplace discussions, and dealings with government bodies, which is exactly why many large companies now run a dedicated negotiation management function. This course looks at negotiation management across that full range of fields, rather than treating it as a single, narrow skill.

Companies assign specialists to negotiation roles specifically to protect their interests and keep operations running smoothly with other institutions, government entities, and business partners. Through a professional program from the Arab British Fellowship Training Academy, participants gain the experience needed to represent their organization confidently across these different negotiation settings.

Course Objectives:

• Deal academically and professionally with other companies and institutions.
• Work effectively alongside or against other negotiating teams.
• Study the main negotiation methodologies used across industries.
• Recognize the different fields where negotiation management applies.
• Acquire strategies and methods for managing negotiations end to end.

Target Audience:

• Employees on negotiation teams within companies and institutions.
• Department managers across companies and establishments.
• Staff in a company's dedicated negotiation management department.
• Heads of negotiating teams and managers of large or mid-sized enterprises.

• Module 1: Negotiation Management: An Academic Starting Point

  • Academic definition of negotiation management
  • Different types of negotiation and their techniques
  • How negotiation management differs across business fields

• Module 2: The PRAM Model and Structured Negotiation Thinking

  • Introducing the PRAM model as a negotiation framework
  • Communication skills required to apply it effectively
  • Personal skills that strengthen a negotiator's position

• Module 3: Win-Win Outcomes vs. Positional Bargaining

  • Characteristics of a true win-win negotiation
  • Integrative negotiation compared to positional negotiation
  • The "negotiation game" and how experienced negotiators read it

• Module 4: Negotiator Behavior and Personality

  • Common negotiation behaviors and what drives them
  • How personality shapes negotiation style
  • Reading counterparts to adjust your approach

• Module 5: Managing Conflict and Resolving Disputes

  • Conflict management within the negotiation process
  • Alternative approaches to resolving disputes
  • Keeping negotiations constructive under pressure

• Module 6: Advanced Strategies and Their Impact on Companies

  • Mastering advanced negotiation strategies
  • An in-depth study of the benefits negotiation brings
  • How skilled negotiation affects company performance long-term

Course Dates and Venues:

• The branches and centers of the Arab British Fellowship Training Academy are spread across 30 countries worldwide, so you can choose any center and join the course directly.

Delivery Formats:

• Intensive individual training.
• Hands-on, real-world training.
• Training within work groups.

Certificate:

• All participants receive an internationally accredited certificate from the Arab British Fellowship Training Academy after completing the course.