Negotiating and Managing Business Relationships That Last: A Training Course
1Summary
A deal closed at the wrong price, or with a partner left feeling outmanoeuvred, rarely stays a one-time cost, it shapes whether that relationship survives the next negotiation. This Arab British Fellowship Training Academy course puts negotiation skill at the centre: styles, preparation, BATNA, advanced tactics, and reading power and timing in the room.
From there, participants build the communication and persuasion skills that make negotiation work, learn to turn conflict into opportunity, close agreements that hold, and carry the relationship forward long after the contract is signed, supported by the CRM and digital tools that keep both the relationship and the negotiation pipeline visible.
2Objectives and target group
Who Should Attend?
- Business development managers.
- Sales and account managers.
- Procurement and contract professionals.
- Entrepreneurs and business owners.
Knowledge and Benefits:
After completing the program, participants will be able to master the following:
- Prepare for negotiations, set clear objectives, and define a strong BATNA.
- Apply advanced negotiation tactics, including handling resistance and cultural differences.
- Read negotiation dynamics, power, and timing to steer outcomes.
- Communicate and persuade effectively, and turn conflict into opportunity.
- Close agreements that hold, with clear contracts and committed follow-up.
- Build and maintain long-term business relationships supported by CRM tools.
3Course Content
Module 1: The Negotiation Mindset: Styles, Preparation and BATNA
- Understanding negotiation styles
- Preparing for negotiations
- Setting objectives and BATNA (Best Alternative to a Negotiated Agreement)
Module 2: Advanced Tactics for Complex Deals
- Techniques for creating value and collaboration
- Handling objections and resistance
- Managing cultural differences in negotiations
Module 3: Reading the Room: Dynamics, Power and Timing
- Reading negotiation signals and body language
- Managing power and leverage
- Timing and pacing in negotiations
Module 4: Turning Conflict into Opportunity
- Identifying sources of conflict
- Conflict resolution techniques
- Turning conflicts into opportunities
Module 5: Communicating and Persuading With Purpose
- Active listening, non-verbal cues, and tailoring messages to the audience
- Structuring persuasive arguments and influencing stakeholders ethically
- Using storytelling in negotiations
Module 6: Closing the Deal and Making It Stick
- Techniques for sealing agreements
- Drafting clear and effective contracts
- Ensuring commitment and follow-up
Module 7: From Deal to Relationship: Building Long-Term Partnerships
- Importance of relationships in business success, and building trust and credibility
- Identifying and managing key stakeholders
- Maintaining relationships post-agreement, and strategies for continuous improvement
Module 8: Technology for Relationship and Negotiation Management
- Tools for tracking relationships and negotiations
- Using CRM systems effectively
- Virtual negotiation platforms and best practices