Negotiation happens constantly at work, whether people call it that or not — settling a contract clause, agreeing a delivery date, or pushing back on a budget cut. Most people handle it on instinct, which works fine until the other side is better prepared, and then every concession gets made on someone else's terms.

This training course from the Arab British Fellowship Training Academy turns negotiation into a repeatable skill rather than a gamble: understanding what a negotiation actually involves, preparing properly before sitting down, reading the other party through communication and body language, applying the right strategy for the situation, and closing on terms that hold up long after the deal is signed.

Who Should Attend?

• Professionals in sales, procurement, and business development who negotiate regularly.
• Managers and team leaders who negotiate with clients, partners, or their own teams.
• HR, legal, and administrative professionals with negotiation responsibilities.
• Anyone who wants sharper strategic communication and conflict-resolution skills.

By the End of the Course, You Will Be Able To:

• Explain the elements, parties, and conditions that shape any negotiation.
• Prepare for a negotiation and set clear, realistic objectives.
• Read counterparts through communication style and body language.
• Choose and apply the right negotiation strategy for the situation.
• Handle conflict, adapt under pressure, and close agreements that last.

• Module 1: What Negotiation Really Is

  • The concept of negotiation as a continuous form of communication.
  • The elements, conditions, and parties involved in any negotiation.
  • Why negotiation is one of the most common professional skills, whether named or not.

• Module 2: Preparing to Win Before You Sit Down

  • Setting clear, defined negotiation objectives.
  • Gathering information and understanding the other party's needs and constraints.
  • Criteria for choosing the right negotiation strategy for the situation.

• Module 3: Reading the Room: Communication and Body Language

  • Active listening and clear communication techniques.
  • Building rapport and trust with the other party.
  • The role body language plays throughout the negotiation process.

• Module 4: Strategies, Tactics, and Negotiator Types

  • Competitive versus collaborative negotiation styles.
  • Key tactics for influencing outcomes and finding common ground.
  • Types of negotiators and the traits that define each one.

• Module 5: Organising and Managing the Process

  • Structuring and managing the negotiation process from start to finish.
  • The principles behind consistently successful negotiations.
  • Negotiation skills specific to workplace situations.

• Module 6: Handling Conflict Without Losing Ground

  • Identifying and managing conflicts before they derail the negotiation.
  • Dealing with difficult negotiators and high-stakes scenarios.
  • The ethics of negotiation and where to draw the line.

• Module 7: Adapting, Deciding, and Closing

  • Adjusting your approach as the situation evolves.
  • Understanding negotiating power and how to use it responsibly.
  • Reviewing outcomes, finalising agreements, and building long-term relationships.