Negotiating For Results


This programme is intended for those who negotiate regularly without having had any formal training, new to, or moving into a role that will involve negotiating internally or externally.


By the end of this programme, the participants will be able to:

  • Understand how often we all negotiate and the benefits of good negotiation skills
  • Recognize the importance of preparing for the negotiation process, regardless of the circumstances
  • Identify the various negotiation styles and their advantages and disadvantages
  • Develop strategies for dealing with tough or unfair tactics
  • Gain skill in developing alternatives and recognizing options
  • Understand basic negotiation principles, including BATNA, WATNA, WAP, and the ZOPA


Negotiating is about resolving differences. People who can master the process of negotiation find they can save time and money, develop a higher degree of satisfaction with outcomes at home and at work, and earn greater respect in their communities when they understand how to negotiate well.

Negotiating is a fundamental fact of life. Whether you are working on a project or fulfilling support duties, this workshop will provide you with a basic comfort level to negotiate in any situation. This interactive workshop includes techniques to promote effective communication and gives you techniques for turning face-to-face confrontation into side-by-side problem solving.

  • What Is Negotiation?
  • Defining Negotiation
  • Types Of Negotiation
  • Positional Bargaining
  • Principled Negotiating
  • Phases Of Negotiation
  • The Successful Negotiator
  • Key Attributes
  • Preparing For Negotiation
  • Elements Of Preparing For Negotiation
  • Getting Started
  • Managing Your Fear
    • Identifying Your Fears And Hot Buttons
  • Personal Preparation
  • Researching Your Side
    • Doing Research Into Your Issues
    • Case Study
  • Researching The Other Side
  • Preparing Your WAP, BATNA, WATNA, and ZOPA
  • The Nuts And Bolts
  • Preparing Documentation
  • Setting The Time And Place
    • Case Study
  • Choosing A Place For The Negotiation
  • Making The Right Impression
  • The Importance Of Self-Presentation During The Negotiation
  • First Impressions
  • The Handshake
  • Dress For Success
  • The Skill Of Making Small Talk
  • Getting Off To A Good Start
  • How To Establish Common Ground
  • How To Use Ground Rules
  • Exchanging Information
  • How To Exchange Information
  • What To Do If The Negotiation Gets Off To A Bad Start
  • The Bargaining Stage
  • Six Techniques For Success
    • Role Play
  • Reaching Mutual Gain
  • Four Obstacles To Mutual Gain
  • Getting Rid Of Obstacles
  • Overcoming The Obstacles
  • How To Turn Obstacles Into Negotiation Advantages
  • Moving Beyond No
  • Getting Past No
  • Breaking The Impasse
  • Getting To Yes
  • Dealing With Negative Emotions
  • Defusing The Bomb
    • Role Play
  • Ways To Deal With Negative Behaviors During A Negotiation
  • Moving From Bargaining To Closing
  • Knowing When To Close
  • Formal Vs. Informal Agreements
  • Solution Types
  • Possible Outcomes
  • Build Win-Win Solutions
  • Building A Sustainable Agreement
  • Getting Consensus


  • Group Discussions
  • Group & Individual Exercises
  • Presentations
  • Role Plays
  • Examples Followed By Exercises
  • Self-Assessments
  • Action Plan


Find A Course


"The empathy and know your customer behind the design of the training is great!"

HR Manager, Strategic Thinking & Planning Course


"I am amazed by the quality of course"

Mr Michael, Supervisory Essentials Course


"Thank you for arranging for me to have this one-on-one class.  I think it was really the best option.  I was very happy with the day."

Ms Helen Redekopp, King Faisal Specialist Hospital & Research Centre - Business Succession Planning Course


Special Offers

SPECIAL OFFER: Book today for Customer Care for Customers With Special Needs Programme and save 30% for in-house programme.

click here

SPECIAL OFFERBook two places and get the third booking on the same course free of charge.

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