Training Course on Mastering the Art of Negotiation
1Summary
Picture a business owner convinced they hold no real leverage, so they give ground on every point just to close the deal — even when it costs them. This scenario plays out constantly across the business world, and it is exactly what this Arab British Fellowship Training Academy course is designed to fix.
Negotiating power actually rests on eight distinct sources: need, options, time, relationships, investment, credibility, knowledge, and skills. Few professionals realise this, which is why so many negotiations end with one side leaving value on the table.
At the heart of successful negotiation lies persuasion — a complex psychological skill that governs how discussions unfold, to the point that negotiation itself is sometimes simply called persuasion. This course helps participants build that skill systematically, turning negotiation from guesswork into a repeatable process for resolving disputes and reaching agreement.
2Objectives and target group
- Department and division managers in advanced companies, and CEOs of negotiation-focused firms.
- Heads of negotiating teams and staff working in external negotiating relations across all company types.
- Professionals seeking a high level of ease dealing with other commercial companies.
Target Audience
- Deep experience organising work teams to resolve conflict, and mastery of commercial dealings and dispute resolution.
- Speed in resolving intractable issues and closing deals profitably.
- An international certificate from the Arab British Fellowship Training Academy, awarded to every participant on completion.
3Course Content
Module 1: The Origins and Core Methods of Negotiation
- History of the origin of negotiation as a science.
- Core negotiating methods and the art of negotiation itself, including how to manage it day to day.
Module 2: Negotiation in Daily Life and Business
- Negotiation strategies and how to invest them in daily life.
- Why negotiation matters in everyday life and in dealing with companies.
- How negotiating ability helps resolve disputes and how negotiation outcomes affect deal profitability.
Module 3: Preparing to Negotiate
- Taking enough time to research and reflect on the elements that will shape the negotiation.
- Gathering information about the other party and the field the negotiation covers.
- Setting negotiation objectives with precision, and identifying the ground rules you want from the process.
- Studying your own strengths and weaknesses through SWOT analysis.
Module 4: Style, Strategy, and Brainstorming
- Identifying your preferred negotiating style — cooperative or competitive.
- Using brainstorming to picture how the negotiation will unfold before it starts.
- Developing ideas within a scenario using the Frayer model, then comparing styles and approaches.
Module 5: Executing and Evaluating the Plan
- Analysing negotiating power and finding common ground.
- Organising the information you have generated in one place.
- Evaluating the plan, reviewing sample advanced negotiation plans (workshop), and applying what you learn in practice.
Individual and Group Training Elements
- Comprehensive individual training pattern.
- Advanced hands-on practice pattern.
- Group training pattern.
Course Dates and Locations:
Arab British Fellowship Training Academy has centres spread across more than thirty countries worldwide, so you can choose to attend the course directly without the hassle of long-distance travel.
Delivery Formats:
- Comprehensive individual training.
- Advanced hands-on training.
- Group training.
What Participants Receive:
Every participant in any training course on the ideal management of the negotiation process receives an international certificate from the Arab British Fellowship Training Academy.