Training Course on Applying Negotiation Management Across Different Business Fields (Online / Remote)
1Summary
Negotiation does not stay confined to boardrooms — it shows up in sales conversations, day-to-day workplace discussions, and dealings with government bodies, which is exactly why many large companies now run a dedicated negotiation management function. This course looks at negotiation management across that full range of fields, rather than treating it as a single, narrow skill.
Companies assign specialists to negotiation roles specifically to protect their interests and keep operations running smoothly with other institutions, government entities, and business partners. Through a professional program from the Arab British Fellowship Training Academy, participants gain the experience needed to represent their organization confidently across these different negotiation settings.
2Objectives and target group
Course Objectives:
- Deal academically and professionally with other companies and institutions.
- Work effectively alongside or against other negotiating teams.
- Study the main negotiation methodologies used across industries.
- Recognize the different fields where negotiation management applies.
- Acquire strategies and methods for managing negotiations end to end.
Target Audience:
- Employees on negotiation teams within companies and institutions.
- Department managers across companies and establishments.
- Staff in a company's dedicated negotiation management department.
- Heads of negotiating teams and managers of large or mid-sized enterprises.
3Course Content
Module 1: Negotiation Management: An Academic Starting Point
- Academic definition of negotiation management
- Different types of negotiation and their techniques
- How negotiation management differs across business fields
Module 2: The PRAM Model and Structured Negotiation Thinking
- Introducing the PRAM model as a negotiation framework
- Communication skills required to apply it effectively
- Personal skills that strengthen a negotiator's position
Module 3: Win-Win Outcomes vs. Positional Bargaining
- Characteristics of a true win-win negotiation
- Integrative negotiation compared to positional negotiation
- The "negotiation game" and how experienced negotiators read it
Module 4: Negotiator Behavior and Personality
- Common negotiation behaviors and what drives them
- How personality shapes negotiation style
- Reading counterparts to adjust your approach
Module 5: Managing Conflict and Resolving Disputes
- Conflict management within the negotiation process
- Alternative approaches to resolving disputes
- Keeping negotiations constructive under pressure
Module 6: Advanced Strategies and Their Impact on Companies
- Mastering advanced negotiation strategies
- An in-depth study of the benefits negotiation brings
- How skilled negotiation affects company performance long-term
Course Dates and Venues:
- The branches and centers of the Arab British Fellowship Training Academy are spread across 30 countries worldwide, so you can choose any center and join the course directly.
Delivery Formats:
- Intensive individual training.
- Hands-on, real-world training.
- Training within work groups.
Certificate:
- All participants receive an internationally accredited certificate from the Arab British Fellowship Training Academy after completing the course.