Training Course on Practical Techniques for Managing Negotiations (Online / Remote)
1Summary
Negotiation is often treated as a natural talent -- something you either have or don't. In practice, most of what makes a negotiator effective is a set of learnable techniques: how to open a conversation, how to read the other side, how to move a stalled deal forward. None of it requires a natural gift, just the right training.
This course walks participants through those techniques in a practical sequence, from the history and definitions that frame negotiation as a discipline through the specific tactics experienced negotiators use to steer conversations toward agreement. By the end, attendees have a toolkit of techniques they can apply immediately, not just theory to remember.
2Objectives and target group
Who Should Attend
- Staff in a company's negotiation and dispute resolution department.
- Managers of medium and large enterprises.
- Board members and negotiating body members within a company.
- Anyone leading or joining a negotiation team.
Techniques You Will Master
- Identifying and using the most widely applied negotiation techniques.
- Recognising the factors that shift the balance of power during a negotiation.
- Building and controlling a negotiation agenda from start to finish.
- Proposing creative options that move a stalled deal forward.
- Reading counterparts' behaviour and adapting your approach in real time.
3Course Content
Module 1: The Discipline of Negotiation Management
- Scientific definition of negotiation management
- How negotiation techniques differ from negotiation strategies
Module 2: Reading the Negotiation Landscape
- Factors that influence the balance of power
- Identifying convergence points between both sides
Module 3: Controlling the Process
- Building and using a negotiation agenda
- Planning considerations before entering a session
Module 4: Moving Deals Forward
- Creative proposals to unlock a stalled negotiation
- Techniques for gaining and keeping an advantage
Module 5: Applying Techniques Under Pressure
- Practical exercises on real negotiation scenarios