Course information

Saying “no” to the deal but “yes” to the person is an art. It means wining all the way.


Anyone responsible for negotiating internally or externally within their company. It is particularly useful for those involved in commercial negotiations (example: salespeople and other Negotiators at senior, middle and junior management levels)

After this workshop attendants of the course should:
· Learn that a constructive negotiation needs a great deal of active listening and giving a productive feedback.

· Know how to be winners

· Learn the different models of negotiation

· Prepare well for any unexpected situation occurring within the process

· Master the tactics of a skilled negotiator.

Lesson 1: Preparing to Negotiate
· Topic 1A: Establish a Successful Mindset

· Topic 1B: Research the Other Party

· Topic 1C: Determine the Value of the Item Being Negotiated

· Topic 1D: Determine Where You’d Like Negotiations to Take Place

· Topic 1E: Establish Your Best- and Worst-Acceptable Outcomes

· Topic 1F: Research Your Best Alternative to a Negotiated Agreement (BATNA)

Lesson 2: Initiating Negotiation: Establishing the Ground Rules

· Topic 2A: Establish Rapport

· Topic 2B: Establish Your Status

· Topic 2C: Choose the Communication Method for Negotiation

· Topic 2D: Establish the Rules of Engagement

· Topic 2E: Set a Timeline

· Topic 2F: Establish How Negotiation Results Will Be Communicated and Implemented

Lesson 3: Negotiating

· Topic 3A: Encourage the Other Party to Issue the First Proposal

· Topic 3B: Make the First Proposal

· Topic 3C: Counter the Offer or Proposal

· Topic 3D: Accept an Offer or Abort Negotiations

· Topic 3E: Work Through an Impasse

Lesson 4: Following Through

· Topic 4A: Evaluate the Success of the Negotiation

· Topic 4B: Follow Up on the Relationship

Lesson 5: Negotiating in Special Circumstances

· Topic 5A: Cross-Cultural Negotiation

· Topic 5B: Cross-Generational Negotiation

· Topic 5C: Negotiation with Supervisors and Subordinates

Courses schedule