Advanced Negotiation Skills

This course is ideal for professionals who want to sharpen their negotiation skills to secure better deals, resolve conflicts, and enhance business relationships, including:

• Managers and executives.
• Team leaders and supervisors.
• Administrators handling contracts and agreements.
• Professionals involved in business deals, sales, procurement, or conflict resolution.

Day 1: The Psychology of Negotiation

• Understanding negotiation dynamics and strategic thinking.
• Overcoming psychological biases in decision-making.
• The impact of positivity and negativity in negotiations.
• Structuring a persuasive proposal for maximum impact.
• Competitive positioning: standing out in negotiations.
• Questioning and listening techniques to influence outcomes.

Day 2: Behavioral Styles & Ethical Negotiation

• Identifying your personal negotiation style.
• Assessing different negotiation approaches: competitive vs. collaborative.
• Understanding the ‘win-win’ concept and its misconceptions.
• Communication strategies for adapting to different negotiation styles.
• The role of ethics in negotiation and decision-making.

Day 3: Strategic Negotiation Tactics

• Developing a strategic approach: distributive vs. integrative bargaining.
• Understanding BATNA (Best Alternative to a Negotiated Agreement) and ZOPA (Zone of Possible Agreement).
• Effective use of anchors, counteroffers, and concessions.
• Unbundling negotiation issues and structuring package deals.
• Practical applications of negotiation power and leverage.

Day 4: Emotional Intelligence & Non-Verbal Communication

• The role of emotional intelligence in negotiation success.
• Identifying underlying interests and needs in negotiation.
• Decoding body language and non-verbal cues.
• Using non-verbal communication to gain an advantage.
• Mediation techniques for resolving disputes effectively.

Day 5: Cross-Cultural Negotiation & Practical Application

• Understanding cultural differences in negotiation styles.
• Best practices for negotiating with international counterparts.
• Adapting to British, American, Japanese, Chinese, French, and German negotiation approaches.
• Group negotiation exercise: real-world simulation.
• Final review, key takeaways, and Q&A session.