Course Overview

Critical Negotiation skill is important for the Procurement Professional, Marketing and Materials Personnel. It approaches the skills, techniques, strategies and philosophy of negotiation in such a way, that each delegate will not only understand the theory, but also have the opportunity to use it in highly interactive, practical role play situations enabling him  to successfully negotiate at all levels. The majority of the course consists of actual negotiation role plays that increase in complexity.

We live in an age in which negotiation is an integral part of life.  All around us there is evidence of this. Business agreements and economic co-operation; organizations forming alliances and mergers; sales pitches; projects; peace-negotiations; tendering; procurement; pricing; employment contracting and the like.  All these involve and depend on successful negotiations.  Negotiation is a fact of life, and everyone needs this generic skill.

These negotiation skills do not come naturally.   We need help in learning how to adapt our styles and apply effective interactive, communications and negotiation techniques in order to further our careers and business goals.

Course Objectives

Upon completion of this course, the trainees will be aware and understanding of the following:

  • Learn how to profile the personality of the person you are negotiating with
  • Gain insight into effective negotiating strategies that can be used with different personalities
  • Be better able to understand and practice a more constructive style of reaching an agreement
  • Be better able to avoid or (at least) resolve conflict, despite widely dividing differences
  • To allow delegates to improve their selling and negotiating skills through a series of enjoyable and highly participative exercises
  • To provide them with a clear understanding of the techniques and interpersonal skills required to be an effective negotiator
  • To focus on weaknesses identified by delegates in their present knowledge of negotiating skills, and address these problems in a constructive and positive manner
  • To prepare a development plan for delegates that identifies their future development objectives in relation to negotiation skills

Who Should Attend

This course is suitable for:

  • Junior managers wishing to accelerate their career
  • Senior professionals seeking to develop and refine their personal skills
  • World-class negotiators looking to keep in step with current knowledge and research

Course Content


Module (01) what is negotiation?

  • The Nnature of Nnegotiation
  • types of negotiations
    • Various Objectives
    • Various Relationships
    • Various Styles of Negotiations
    • Various Issues and content to be negotiated
  • Negotiating with Contracts


Module (02) Preparing to Negotiate

  • Negotiation is a process, not a result
  • How to start and end
  • What role does conflict play?
  • Deciding objectives
  • Analysing the situation
  • Identifying the issues
  • Analysing your opposing negotiators
  • Legalities
  • Financial considerations
  • Tactics
  • Feedback


Module (03) The Negotiating Process

  • The Anatomy of all Negotiations
  • How to spot a negotiation opportunity
  • Whose goals are most important
  • Redefining the expectations of everyone involved
  • Determining the basis for give and take


Module (04) Identifying Your Negotiating Style

  • Five Proven Styles of Negotiating
  • Interpreting the styles of others
  • Identifying your style, your strengths, and your blind spots
  • How styles interact, conflict, or mesh
  • When and how to adjust your style


Module (05) Pre- Negotiation Planning Steps

  • Establishing your specific needs
  • How to sort out your options
  • Finding out the bottom-line need of the seller
  • Identifying your “trading cards”


Module (06) Using Cost-Price Analysis as a Negotiating Asset

  • How to determine real cost
  • Negotiating Profits and Margins
  • Getting all the financial facts


Module (07) Typical Business Interactions requiring Negotiation Skills

  • Procurement
  • Sales and Marketing
  • Performance Management & Appraisals
  • Meetings & Presentations
  • Supervising and managing Employees
  • Evaluating the other party


Module (08) Dealing with Conflict Creatively

  • Handling Differences and Disruptions
  • Intergroup Conflict
  • Consequences of Conflict
  • Learning to assert yourself
  • Preventing their problems from becoming your problem
  • How Networking can improve Conflict and promote Co-operation


Module (09) Assessing your Negotiating Effectiveness

  • Measuring and monitoring your effectiveness
  • Observing your Own Style
  • Critiquing and changing your Negotiating Habits
  • Building Trust
  • Practicing contract Negotiating Sessions
  • Case Studies