ADVANCED NEGOTIATION SKILLS

Objective:

• Gain a comprehensive understanding of the negotiation process and learn how to influence outcomes strategically
• Apply a wide range of negotiation strategies to suit different situations, objectives, and stakeholder interests
• Prepare, plan, and conduct negotiations with confidence, accuracy, and a results-driven approach
• Interpret and apply non-verbal communication and body language to improve negotiation effectiveness
• Lead complex and high-value negotiations with clarity, confidence, and professional impact
• Develop advanced negotiation competencies that enhance operational performance, leadership effectiveness, and long-term professional success

Content:

Introduction to Negotiation: Building a Strong Foundation

• Thinking outside the box in negotiation
• The impact of positive and negative attitudes on negotiation outcomes
• Applying a positive mindset throughout the negotiation process
• Developing simple, focused, and logical proposals
• Creating competitive proposals that deliver value
• Understanding the psychology of negotiation and stakeholder motivations
• Building rapport through the “feel-good” factor
• Effective questioning and active listening techniques

Understanding Behavioural Styles for Better Negotiation

• Identifying and understanding your own behavioural style
• Conducting negotiation style assessments
• Exploring different approaches to negotiation
• Understanding the true meaning of the win-win approach
• Comparing the two primary approaches to negotiation
• Communication styles and their influence on negotiation outcomes
• Adapting communication to different personality types
• Ethics and professionalism in negotiation

Developing a Strategic Negotiation Approach

• Applying distributive negotiation strategies
• Understanding BATNA and the Zone of Possible Agreement (ZOPA)
• Managing openings, anchors, offers, and counteroffers
• Applying integrative negotiation strategies
• Using information sharing, diagnostic questioning, and issue unbundling
• Developing package deals, multiple offers, and post-settlement agreements
• Maintaining and strengthening sources of negotiation power
• Applying practical sales negotiation techniques

Interests, Planning and Non-Verbal Communication

• Identifying stakeholder wants and needs
• Applying emotional intelligence during negotiations
• Understanding the importance of body language and non-verbal communication
• Accurately interpreting body language cues
• Using body language to strengthen negotiation effectiveness
• Resolving disputes through mediation techniques
• Developing practical mediation skills to achieve better outcomes

Cross-Cultural and International Negotiation

• Managing face-to-face negotiations across different cultures
• Negotiating with British and American counterparts
• Negotiating with Japanese and Chinese counterparts
• Negotiating with French and German counterparts
• Best practices for cross-cultural negotiation
• International team negotiation exercises
• Applying negotiation techniques in practical deal-making scenarios

For Whom:

• Managers
• Team Leaders
• Administrators
• Business Professionals across all industries
• Project Managers and Supervisors
• Anyone seeking to strengthen their negotiation, communication, and influencing skills