Negotiation is often thought of as a contest in which one side wins and the other side loses. The truth is that we negotiate every day with a view toward meeting our needs without antagonizing or defeating others. Whether allocating resources, funding new projects, or as part of the sales/purchasing process, everyone is involved in negotiation. Learn to negotiate while seeking to positively influence the outcome.

Course Objectives:

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

  • Understand and define “negotiation”
  • Adopt a “win/win” approach to negotiations
  • Understand and apply the stages of negotiations
  • Understand negotiation styles and when to appropriately use different ones
  • Use negotiation tactics effectively

Course Outline:

Defining Negotiations

Stages of the Negotiation Process

Planning for negotiations:

  • Identifying alternatives
  • Negotiation ethics

Conducting Negotiations

  • Behaviors of successful negotiators
  • Simulation: Role play

Negotiation Styles

  • Assessing your style
  • Five negotiation styles
  • Broadening your negotiation style

Using and Responding to Tactics

  • The negotiation process
  • Identifying tactics
  • Common tactics

Establishing Your Terms of Agreement

  • The process of identifying objectives
  • The process of establishing requirements

Advanced Negotiating Tactics

  • Control in negotiations
  • Negotiation tactics
  • Negotiation ethics

We_They was founded in 1988 with the aim of providing first class training and consulting services, enabling our clients to improve and sustain a valuable competitive advantage, hence, making a positive contribution towards their success. Working closely with national and multi-national companies, we offer global experience coupled with practical, local expertise.  

We aim to deliver innovative yet practical business solutions, from concept formation to implementation and evaluation. BLI’s depth of service and global reach translates into seasoned knowledge for tailoring our services to our clients’ specific needs. 

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