Training Course: Building Strong Foundations in Negotiation Management
1Summary
Every negotiation, big or small, is decided long before anyone sits at the table -- by the foundations the negotiator brings with them: the principles they follow, the techniques they know, and the strategy they've chosen in advance. Teams that skip this groundwork tend to improvise under pressure, and improvising rarely produces the best deal.
This training course lays out those foundational assets step by step, from the core principles of negotiation management to the strategies used by experienced negotiating teams inside companies. Participants leave with a structured base they can build on in any negotiation, whether it involves a client, a supplier, or an internal dispute.
2Objectives and target group
Who This Course Is For
- Staff working within a company's negotiation or dispute resolution function.
- Managers of small, medium, and large enterprises.
- Board members and company leadership involved in high-level negotiations.
- Members of internal negotiating teams and committees.
Skills You Will Build
- Handle negotiations and disputes with external companies and partners professionally.
- Deal effectively with opposing negotiating teams to secure favourable outcomes.
- Apply core conflict-resolution and negotiation techniques inside your own organisation.
- Close negotiations with minimal losses and the strongest possible result for your side.
3Course Content
Module 1: Why Negotiation Foundations Matter
- The link between solid preparation and negotiation outcomes
- Defining negotiation management and its core assets
Module 2: Core Negotiation Strategies
- Reviewing the most widely used negotiation strategies
- Matching strategy to the type of deal or dispute
Module 3: Practical Negotiation Techniques
- Mastering the most common negotiation techniques
- Gaining and holding an advantage during talks
Module 4: Tools for Managing the Process
- Frameworks and tools for running a negotiation session
- Reading counterparts through behaviour and body language
Module 5: Applying the Foundations
- Case studies and practical negotiation exercises