Plenty of businesspeople walk into a negotiation believing they hold no real power — so they try to keep the other side happy by any means necessary, even accepting minor losses just to close the deal. What most of them never realise is that negotiating power actually comes from eight distinct sources: need, options, time, relationships, investment, credibility, knowledge, and skill. This Training Course in Winning Negotiation Tactics for Business Deals from the Arab British Fellowship Training Academy starts from that reframe, because knowing where your leverage comes from changes how you use it.

From there, the course moves through the practical mechanics of any negotiation: reading the other party and the external factors shaping the table, choosing the right strategy for each counterpart, deciding when a third party strengthens your position, and mastering persuasion — often described as negotiation's twin skill, since it governs so much of how a deal actually gets won. Participants also examine the behaviour and public presence a negotiator needs to play the role effectively, and the deal-closing discipline that protects large contracts once the table is left.

Who Should Attend?

• Company owners and department managers responsible for negotiation outcomes.
• Heads of negotiating teams and staff in external negotiating relations departments.
• Financial officers and procurement department managers.
• Members of tender committees and any committee negotiating with suppliers.
• CEOs of companies specialised in negotiation-driven business.

Knowledge and Benefits:

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

• Understand the basic concepts behind the negotiation process and its main sources of power.
• Identify the resources available to a negotiator and put them to work successfully.
• Study the other party and design a negotiation strategy tailored to them.
• Build strong relationships with negotiating counterparts to make future deals easier.
• Deal with different personality types and apply successful communication and negotiation methods.
• Draft final agreements carefully, without overlooking a point that weakens the negotiated outcome.

• The Eight Sources of Negotiating Power

  • Core methods and concepts of negotiation, and the art of managing it.
  • History of the origins of negotiation as a science.
  • Negotiation strategies and how to invest them in daily life.

• Setting Objectives and Reading the Table

  • Determining the most important objectives to achieve through negotiation.
  • Studying the environment and external factors affecting the negotiation process.
  • Studying the negotiating counterpart and gathering enough information to choose the most suitable strategy.

• Structuring the Negotiation: Parties, Models and the Game

  • Engaging a third party in the negotiation process and choosing them well as a supporting side.
  • Integrative versus positional negotiation.
  • The negotiation game and the PRAM model.

• Persuasion, Personality and Communication Skills

  • Special abilities and skills required for conducting negotiations.
  • Skills required for effective communication.
  • Personal skills and personality's role in negotiation.

• Managing Conflict During Negotiation

  • Negotiation behaviours and conflict management.
  • Alternative solutions for resolving disputes.

• Closing the Deal Without Losing Ground

  • Drafting the final negotiation contracts without overlooking any aspect that weakens the outcome achieved.
  • The importance of negotiation in daily life and how to deal with companies.