The Art of the Deal: Mastering the Bargaining Process
1Summary
Most people assume bargaining is something you either have a knack for or don't — a bit of charm, a firm "no," and you're done. In reality, it's a structured skill that even experienced negotiators keep refining, especially in fields like engineering contracts, where financiers, owners, contractors, and consultants each pull in different directions and the success of the entire relationship rides on how well that negotiation is handled.
Whether you're new to negotiation or already experienced, this course gives you a grounded understanding of the bargaining process and hands-on skills for planning, managing, and executing negotiations effectively. Delivered by the Arab British Fellowship Training Academy as an interactive programme, it combines case studies, role-play, self-assessment, video, and group discussion built around participants' real needs and experience.
2Objectives and target group
By the end of this course, participants will be able to:
- Recognise their own strengths and weaknesses as negotiators and use personal feedback to improve their performance.
- Negotiate agreements that define, create, and capture real value, backed by a range of practical strategies usable across different situations.
- Identify, build, and communicate negotiating power effectively even in complex, multicultural environments.
- Understand the psychological drivers behind negotiation behaviour and use that understanding to influence outcomes.
- Think and plan strategically to lead, control, and close more effective deals and agreements.
- Build lasting confidence and a transferable skill that strengthens their broader management and leadership career.
This course is designed for:
- Sales and marketing managers in companies.
- Procurement and contract managers.
- Executives and anyone whose role involves negotiation.
- Anyone ambitious about building or improving their negotiation skills.
3Course Content
Module 1: Negotiation Inside Engineering Contracts
- The distinct nature of negotiation in engineering contracts with contractors and consultants.
- The parties involved and the types of engineering contracts they negotiate.
- The basic rules for negotiating with contractors and consultants.
Module 2: Planning Your Negotiation
- The five options available in any negotiation.
- Key steps in the negotiation process with contractors and consultants.
- Preparation and planning before entering a negotiation.
- Integration strategies and win-win solutions.
Module 3: Tactics at the Table
- Bargaining strategies with contractors and consultants.
- Handling tricks and non-integrative strategies effectively.
- Reading different negotiation styles and adapting to each one.
- The art of exchanging concessions, and using the "Iceberg" technique to understand and persuade the other side.
Module 4: Negotiating as a Team
- Why and when to use a negotiation team.
- The elements behind a negotiation team's success and the stages of forming one.
- Strategies for negotiating through a team.
Module 5: Closing the Deal
- Core interests, high/low-value trade-offs, fairness issues, and handling multiple offers.
- Defining the purpose of the contractual agreement before finalising it.
- The formal dispute resolution ladder: negotiation, mediation, arbitration, and litigation.
- Developing mediation skills to build stronger deals.
Training Course Locations: Courses are held in Egypt, Jordan, Malaysia, Turkey, the UK, France, Italy, Germany, Sweden, Austria, Denmark, Australia, and the USA, at times and locations suitable for your business and schedule.
Training Program Delivery Styles: group training in centres affiliated with the academy, individual training, field and practical training based on advanced models, and theoretical training in designated halls within the academy.
What the Participant Receives: A certified certificate from the Arab British Fellowship Training Academy for attending the programme.
Note: This course can be offered at a time and place that suits you, to top standards for senior participants — contact the Academy's team for more information.