Two people can want completely opposite things and still walk away from the same table both satisfied - or both frustrated. What decides which outcome happens is rarely the strength of either argument; it is who understands negotiation, who can read the other side, and who keeps their composure when the discussion gets heated.

This course from the Arab British Fellowship Training Academy looks at negotiation as exactly that kind of expressive encounter between two or more parties trying to reconcile one or more issues. It works through presenting, narrowing, exchanging and adjusting viewpoints, and drawing on persuasion to protect each side's interests while still reaching shared, longer-term goals. Because negotiation naturally produces a chain of action and reaction, participants will see how continuous practice makes that chain easier to steer - and far more flexible in adapting to whatever changes along the way.

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

• Grasp the real, working concept behind the term "negotiation."
• Learn the practical mechanics of how to negotiate.
• Recognise the behaviours typically used to resolve conflict.
• Read the strengths and weaknesses of the other side before, during and after a negotiation.
• Stay in control - and keep self-control - when discussions turn into sharp disputes.
• Steer a negotiation and turn the outcome toward what their side actually wants.
• Base decisions on analysis rather than wishes or assumptions.
• Apply negotiation strategies in an innovative, consistently successful way.

This course is designed for:

• Businessmen, managers and project owners.
• Department heads and employees across the public and private sectors.
• Candidates for positions in public and private companies.
• Anyone, from any sector, involved in managing negotiation processes.

Module 1: Negotiation as a Behaviour, Not Just a Meeting

• How negotiation compares with other forms of behaviour used to resolve conflict.
• The defining characteristics of the negotiation process.

Module 2: Getting the Concept Right

• The real concept and definition of negotiation.
• Its core elements and different types.

Module 3: From First Step to Agreement

• The conditions that need to be in place before negotiating.
• The steps a negotiation process typically follows.