Description Course Content Day 1: Foundations & Strategy Negotiation fundamentals Negotiation styles assessment Principled negotiation framework BATNA and preparation tools Case studies Exercises & role plays Day 2: Advanced Tactics & Application Power, influence, and persuasion techniques Managing difficult negotiators Handling impasses and deadlocks Complex negotiation simulations Personal negotiation action planning Case studies Exercises & role plays For whom: The programme is best suited for professionals who: Negotiate contracts, pricing, partnerships, or service agreements Manage vendors, clients, regulators, or internal stakeholders Lead teams or projects requiring influence and stakeholder alignment Senior Executives Sales and Business Development Managers/Directors Procurement Managers Project Leads etc Learning Objectives At the end of the 2-day programme, participants will be able to: Understand negotiation fundamentals Develop clear negotiation strategies aligned with desired outcomes Prepare effectively using negotiation tools Conduct stakeholder and power analysis Define and use BATNA (Best Alternative to a Negotiated Agreement) in a negotiation process Strengthen communication and influence skills Manage emotions and difficult behaviours during a negotiation Manage complex and high-stakes negotiations Close formal agreements effectively Learning Outcomes Upon successful completion of the programme, participants will: Demonstrate understanding of negotiation theory and models Exhibit increased confidence during negotiation Improve deal quality and contract outcomes. Reduce conflict escalation and negotiation breakdowns. Strengthen stakeholder relationships
