Global Learning for Operational Leaders
Classroom
14 sessions
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Online / Live
14 sessions
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Introduction
Course overview
Negotiation is part of our daily lives. Every day we negotiate with customers, suppliers, co-workers, business associates and family members. Negotiation is a method by which people settle differences. It is, to put it simply, the process of trying to get what you want from another person. Too often, business negotiations are limited to a battle over price. While price is of course important, this single-mindedness limits the total value that the parties could benefit from in a partnership. In this negotiation training course, you will gain insight into the habits of good negotiators as you build your own skills. Through a series of group exercises, you will be able to learn and practice proven negotiation tactics, refine your personal negotiating style, and improve your ability to negotiate successfully and effectively in any situation.
What you will achieve
Learning objectives
- Compare and contrast between the integrative and the distributive types of negotiations
- Evaluate and assess the soft, hard and principled styles in negotiation
- Identify and assess personality styles in negotiation
- Distinguish between the four phases of negotiation
- Examine and apply the different negotiating tactics
- Discover the best approach to resolving conflict and building trust
- Plan and conduct effective negotiations as part of a negotiating team
Who should attend
Target audience
- This course is designed for executives, managers, professionals, salespeople, entrepreneurs, customer service representatives, and anyone who wishes to enhance their negotiation skills and make negotiations a more enjoyable, rewarding and effective part of their job.
Methodology
Learning approach
- In this course, participants are exposed to a mixture of interactive and cooperative learning techniques such as lectures and presentations, interactive exercises, games, group activities and role plays.
Complete course outline
Five focused days of learning and application
The timings provided are estimates and may vary depending on the number of participants and the discussions taking place during the sessions. They are indicative only and do not constitute a binding commitment.
Day 1
Introduction to basic negotiation skills
- The many faces of negotiation
- Why do we need to negotiate?
- Negotiation philosophies
- Distributive bargaining
- Integrative bargaining
- Integrative versus distributive bargaining
- Coffee break
- Integrative versus distributive bargaining (continued)
- Negotiation outcomes
- Negotiation behaviors
- Soft and hard bargaining
- Tit-for-tat bargaining
- Principled negotiation
- Persuasion versus negotiation
Day 2
Negotiation and personality styles
- Characteristics of a good negotiator
- Negotiation styles
- Analyzing personality styles using the DiSC profile
- Why DiSC?
- Coffee break
- Why DiSC? (continued)
- Characteristics of a D, i, S, and C
- Communicating with a D, i, S, and C
- Behavioral style summary
Day 3
Essentials of negotiation
- The four phases of negotiation
- Plan/prepare
- Discuss/debate
- Propose/bargain
- Coffee break
- Propose/bargain (continued)
- Close/deal/no deal
- Negotiation check list, dos and don'ts
- Choosing when to walk away
- Best alternative to a negotiated agreement (BATNA)
- Negotiation planning, preparing, and power
Day 4
The seven pillars of negotiation wisdom
- Interest
- Options
- Alternatives
- Legitimacy
- Coffee break
- Communication
- Commitments
- Relationships
- Assessing the source of negotiating power
- Altering the balance of power
Day 5
Negotiation strategies, tactics and trust building
- Thirteen basic negotiation tactics
- Negotiation mistakes to avoid
- Dealing with difficult negotiators
- Trust-building
- Coffee break
- Trust-building (continued)
- Ranking the 10 trust-building behaviors in negotiations
FAQ
Frequently asked questions
What does Win-Win Negotiation Skills cover?
This course covers Interpersonal Skills and Self Development through a structured five-day outline focused on practical application, discussion, and implementation planning.
When is the next available session?
The next scheduled session starts on 9 - 13 November 2026. See the course schedules section for the available dates and delivery formats.
Who should attend this course?
This course is designed for executives, managers, professionals, salespeople, entrepreneurs, customer service representatives, and anyone who wishes to enhance their negotiation skills and make negotiations a more enjoyable, rewarding and effective part of their job.
Is bilingual course delivery available?
Yes. All course materials and presentations are provided in English, while bilingual explanation and discussion support may be available depending on the selected location and trainer availability. For example, when attending a course in Istanbul, you may request a Turkish-speaking trainer to explain the English course content in Turkish. Arabic explanation support may also be requested at this location. Other languages are available in selected cities. You can choose your preferred language support as an optional preference during registration.
How can I register for a session?
Use any Register button next to the available course dates to open the participant registration page and submit your booking request for the selected session.
Is this course available online as well as classroom-based?
Check the course schedules section for currently published classroom and Online / Live sessions.
Where are classroom sessions delivered?
Current classroom venues include London, Munich, Barcelona, Frankfurt, Rome, Kuala lumpur.
How long is the training programme?
The programme runs for five days from 09:00 to 14:00, which gives 25 contact hours, including a daily 30-minute break (22.5 hours of instruction).
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Choose an available date and venue, add your participants, and we will email a formal quotation for Win-Win Negotiation Skills to your business address.