Disputes between companies, large or small, rarely need to end up in court — most of the time, the fastest and least costly way out is a skilled negotiator at the table. That's exactly why organisations invest in building negotiation expertise within their teams: to walk away from conflict with minimal losses and maximum wins.

This Arab British Fellowship Training Academy training course in negotiation management and its foundations is built as an academic guide for anyone who wants real negotiation experience and professional command of the process — covering the core foundations that every skilled negotiator relies on.

By the end of this course, participants will be able to:

• Handle other negotiators diplomatically, and identify the main types of negotiation — economic, commercial, political, multilateral and more.
• Manage multilateral negotiations and bring in a third party effectively when it serves the company's interest.
• Spot weaknesses in the opposing team and use a smart, creative style throughout the negotiation.
• Apply the most recognised negotiation methodologies and communicate across cultures in international business settings.
• Resolve disputes through negotiation while reaching company goals with minimal loss, drawing on their own past negotiating experience.

Who should attend?

• Heads and members of a company's legal or negotiating teams.
• Corporate managers, department supervisors and external relations supervisors.
• Negotiating experts working within companies and establishments.

Module 1: The Origins and Strategy of Negotiation

• The history of how negotiation originated and developed as a discipline.
• The strategy of hegemony and indirect negotiation, and how to maximise mutual benefit.

Module 2: Tactics That Win at the Table

• The most well-known tactics in negotiation management.
• Distinguishing important matters from secondary ones to focus on winning more advantages.
• The latest and most effective tactics for successful negotiation.

Module 3: Reading and Handling People

• Different personality types and how to deal with each one (workshop).
• Handling personal anger and the anger of others during negotiation.
• The skill of good listening.
• The key weaknesses that affect the negotiation process and its success.

Module 4: From Practice to Mastery

• Negotiating more effectively and understanding the stages of the negotiation process, including mastering the transition from one stage to another.
• Hands-on negotiation practice (workshop) and applying negotiation-management methodologies effectively.
• Real-world examples of successful negotiation and how to deal with difficult personalities (videos and global case studies).
• Discussing practical case studies from British universities and implementing dispute-management strategies effectively.