Introduction

Negotiation is a vital skill in professional and personal contexts, influencing outcomes in business deals, partnerships, conflict resolution, and everyday interactions. This comprehensive 5-day training program is designed to equip participants with strategic negotiation techniques, emotional intelligence tools, and practical frameworks to achieve win-win results. Through a combination of lectures, role-plays, and case studies, attendees will gain confidence, adaptability, and mastery in negotiation dynamics.

Target Audience

• Business leaders and executives

• Procurement and sales professionals

• Project managers and team leaders

• HR and legal professionals

• Anyone involved in formal or informal negotiations

Objectives

By the end of the program, participants will be able to:

• Understand key negotiation concepts and models

• Identify different negotiation styles and when to apply them

• Prepare strategically for negotiations using BATNA and ZOPA

• Apply persuasion and influence techniques

• Navigate cross-cultural and complex negotiations with confidence

• Manage emotions, resistance, and deadlocks effectively

Organizational Impact

• Enhanced negotiation outcomes in deals and contracts

• Stronger internal and external stakeholder relationships

• Reduced conflicts and improved decision-making

• Increased profitability and value creation

• Greater employee confidence in negotiations

Training Program Outline

Day 1: Foundations of Effective Negotiation

• What is negotiation? Types and applications

• Key concepts: Interests vs. Positions

• The negotiation process: 5 key stages

• Characteristics of a successful negotiator

• Interactive activity: Self-assessment of negotiation style

Day 2: Strategic Preparation & Planning

• Setting objectives and defining priorities

• BATNA (Best Alternative to a Negotiated Agreement)

• ZOPA (Zone of Possible Agreement)

• Understanding the other party’s needs and leverage

• Planning negotiation tactics and structuring proposals

• Case Study: Pre-negotiation planning in real scenarios

Day 3: Communication, Influence & Persuasion

• Verbal and non-verbal communication in negotiation

• Building rapport and trust

• Techniques of persuasion and influence

• Framing and reframing conversations

• Role-play: Persuasion in buyer-seller negotiation

Day 4: Overcoming Challenges and Complex Scenarios

• Managing conflict, resistance, and objections

• Handling emotions and difficult personalities

• Cross-cultural negotiation considerations

• Multi-party and team negotiations

• Simulation: Negotiating under pressure

Day 5: Applying Negotiation in Real Life

• Integrating learned tools into real-world situations

• Ethics and integrity in negotiation

• Review of key frameworks and tools

• Final simulation: High-stakes negotiation scenario

• Feedback, debrief, and personal action plan development