This course focuses on effective negotiation techniques to be successful in different situations and with people holding different levels of power. The course evaluates how negotiations impact the organizations and ourselves. Reflect on the different outcomes that can be achieved through negotiation and understand which outcomes are acceptable for the intended objectives. Finally participants reflect on the influencing process and how one can achieve things without having the authority or power.

Each module has been carefully selected based on the intake and skills gaps of the specific audience. After a brief introduction, participants are given 1 to 2 minutes to introduce themselves, practicing their presentation and communication skills (if the intake has included the requested video, this introduction will only be 1 minute).

Duration                        Learning Credits        

1 day-8 hours of            8 PDU’s 



Public Classroom Pricing:     

Early Bird Price: USD 595.00

Regular Price: USD 795.00

Instructor-Led Virtual Live Pricing:

Early Bird Price: USD 495.00

Regular Price: USD 695.00

Private Group/ In-House Learning:

Have a group of 5 or more people? Register

yourself with a special pricing and request

the training exclusively

Course Outline

Before We Begin



Course Dynamics

Self Evaluation on Basic Negotiation Skills Knowledge – Class Discussion

Negotiation Canvas

Understanding the Methodology

Think, Feel, See, Hear, Say and Do

Giving and Taking

Points of Interest

Plan B (Key Arguments and Drawbacks)


BATNA – Best Alternative to a Negotiated Agreement Intro

Example/Role play: Selling a Car

ZOPA – Zone of Possible Agreement or “bargaining range” Intro

Example/Role Play: Overcoming a Negative Bargaining Zone

Evaluating Success

Defining Negotiation Success

Criteria to Evaluate/Measure Success and Effectiveness

Exercise/Role Play: Hand Shaking

Maintaining a Continued Positive Relationship

Influence and persuasion 


General Overview

Positive and Negative Ways to Influence

Open Discussion: Sun vs Wind Tale 

Video: Perception and Persuasion

Video: The Science of Persuasion

Introduction to Communication and Presentation skills

Communication Skills

Exercise/Role Play: Connecting Strangers

Presentation Skills

Exercise/Role Play: Words Clearly Spoken and Silence

Video TED: How to Sound Smart – View and Discuss


Wrap Up

Self Assessment GAP

Feedback Form

Closing Remarks

Who can attend?

Anybody who is interested in learning Negotiation Skills

Learning Goals

At the end of this course, you will be able to:

● Define negotiation and influencing stages and how to do so effectively.

● Understand different aspects of negotiating: persuasion, manipulation, assertiveness, rationalisation, and active listening.

● Understand individuals and organisations (attitude, behaviour and culture). What each party expects, dealing with emotions, and resistance.

● Power play: who is in control and how to change it – tactics and coordination of power. The importance of knowledge.

● Understand communication strategies, effectiveness in communicating, verbal and nonverbal

● Orchestrating a plan: positioning, anticipating problems, managing conflicts, and approaching others for help.

● Understand interpersonal skills: importance of self-awareness, adapting expectations, and resilience.

● Understand results: risk assessment, damage control, keeping good relationships, win-win outcomes.

● Understand how to use BAPNA, ZOPA, negotiation canvas and other tools and strategies.

● Understand how communication and presentation skills empower your negotiation abilities.

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