Training Course: Principles and Standards for Effective Negotiation Management (Online / Remote)
1Summary
Companies rarely lose a negotiation because they lacked information -- they lose it because no one in the room was following a clear set of rules: who speaks for the company, what the walk-away point is, how far the team can go before checking back. Without agreed standards, even well-prepared negotiators end up making it up as they go.
This course sets out the governing rules and standards behind effective negotiation management -- what disciplined negotiating teams commit to before entering a room, and how those standards translate into consistent results across different types of disputes. Participants finish with a practical rulebook they can apply inside their own organisation.
2Objectives and target group
Who Should Attend
- Employees working within corporate negotiation teams.
- Branch managers of companies and institutions.
- Heads and members of negotiating committees.
- Staff in external relations departments.
What This Course Delivers
- A working set of rules for dealing professionally with external companies and parties.
- Advanced standards for engaging opposing negotiation teams.
- Core negotiation and conflict-resolution skills grounded in clear principles.
- The judgement to identify which techniques and strategies apply to a given negotiation.
3Course Content
Module 1: What Governs a Negotiation
- Academic definition of negotiation management
- Why rules matter more than instinct in high-stakes talks
Module 2: Standards for Advanced Negotiation
- Core rules and methods used in advanced negotiation
- Matching negotiation strategy to negotiation type
Module 3: Planning Within the Rules
- Key considerations before entering a negotiation
- Building and using a negotiation agenda
Module 4: Staying in Control
- Reading real signals during negotiation and holding the lead
- Creative, rule-consistent ways to move a deal forward
Module 5: Strategic Thinking and Practice
- Strategic thinking throughout the negotiation process
- Applied case studies