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               VIEW OUTLINE - PDF 



Start Date: 4 Aug, 2024

End Date : 8 Aug 2024
Duration   : 5 Days


Overall Description: 

This program is valuable for those committed to improving their skills in communication, influencing and negotiation with individuals, teams, departments, and organizations.


Course Objectives: 

  • Develop your negotiation skills to deliver successful results.
  • Obtain others’ commitment to ideas, projects or actions that are in the organizations’ best interest.
  • Be able to effectively analyze, plan and prepare for every negotiation
  • How to create and manage a dynamic negotiation environment.
  • Apply the Principles of Persuasion to a Negotiation
  • Convince others either directly or through using an appropriate third party.
  • Identify Ways to Adjust Communication Styles to Achieve Agreement
  • Develop the skills to influence people more effectively and to control the negotiation table
  • Integrate people and process elements, creating a flexible framework for your negotiation strategies and situations.


Course Outline (Content): 


Introduction to Negotiation

  • Positivity & Negativity and its affect on negotiation
  • Proposal format – simple, focused & logical
  • Knowing your opponents driving force
  • Questioning & listening techniques


Understanding Behavioural Style to Negotiate Better

  • Knowing and understanding your own behavioural style
  • Negotiation Style Assessment
  • Communication style and the negotiation process
  • Adapting to different communication style
  • Dealing with different cultures
  • Negotiation and ethics


Developing a Strategic Approach to Negotiation

  • A strategic approach to negotiation
  • BATNA, Zone of Possible Agreement
  • Openings, offer and counter offers
  • A strategic approach to negotiation
  • Sharing information, diagnostic questions & unbundling issues
  • Knowing and maintaining your sources of negotiation power


Interests, Planning Understanding Body Language and closing

  • Wants and needs
  • Emotional intelligence and its role in negotiation
  • The importance of body language and non-verbal behaviour
  • Resolving disputes – learning to mediate to create better deals
  • Techniques of the mediator - practical mediation skills to help resolve disputes
  • Putting negotiation techniques into practice – putting a deal together
  • Securing agreement
  • Action Plan


Who Should Attend?

This program is valuable for those committed to improving their skills in negotiation with individuals, teams, departments, and organizations.


Course Methodology:

We utilize a variety of proven adult learning techniques to ensure maximum understanding, comprehension and retention of the information presented. This training course will be conducted as a highly interactive workshop session. A variety of training methodologies will be used Before and during the course whenever applicable. Some of these methods are gamification, online pre-post test, role plays, self-assessment instruments, group exercises & case studies.

The Art of Negotiating, Communicating and Planning

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