Two companies sit down to close a deal that could reshape both of their next five years - and one side has trained negotiators in the room while the other is improvising. The outcome of that meeting is rarely a coincidence. It is usually decided by which team actually understands negotiation as a discipline, not just a conversation.

This training course from the Arab British Fellowship Training Academy is built for exactly that gap. Negotiation sits at the heart of every commercial relationship - contracts, partnerships, sales, and alliances all pass through it, and disputes between economic institutions keep making it more necessary, not less. Because interests overlap and conflicts multiply, companies that master negotiation strategy and tactics are the ones able to convert disagreement into agreement, and turn competing interests into shared ones.

After completing this programme, participants will be able to:

• Define what negotiation actually is, and recognise the characteristics of a negotiating position and when it calls for one.
• Walk through the practical stages of a negotiation, along with its strategies and tactics.
• Practise the skills needed to run a negotiation process from start to finish.
• Distinguish between the different types of negotiating positions they may face.
• Handle negotiation topics effectively and raise their own negotiating level over time.

This course is designed for:

• Managers and employees of Public Relations departments.
• Staff in External Relations departments.
• Staff in Legal Affairs departments.
• Presidents and directors of negotiating teams.
• Business owners and entrepreneurs.

Module 1: What Effective Negotiation Actually Buys a Company

• The concrete advantages effective negotiation creates between commercial companies.
• Why an introduction-to-negotiation mindset needs to exist as its own management function, not an afterthought.

Module 2: The Building Blocks

• Core principles of negotiation.
• Different approaches to negotiation and when each one applies.

Module 3: Trade Negotiations in Practice

• Types and patterns of trade negotiations between commercial companies.
• Preparing properly before a negotiation ever begins.

Module 4: Solving Problems at the Table

• Skills for solving negotiation problems and handling conflict.
• Tactics and strategies for turning a stuck negotiation around.