Advanced Negotiation Skills
An Advanced Negotiation Skills program empowers professionals to navigate complex negotiations with greater confidence and strategic clarity. It provides practical techniques to influence outcomes, resolve conflicts, and build mutually beneficial agreements. By strengthening communication and emotional intelligence, it helps achieve better results in both business and interpersonal negotiations.
By the end of this training program, participants will be able to:
- Understand fundamental negotiation concepts and determine when negotiation is appropriate.
- Comprehend the main models and processes of commercial negotiations and recognize the challenges associated with each.
- Plan and manage a standard negotiation with a supplier effectively.
- Apply persuasion skills strategically to achieve the best possible outcomes.
- Recognize the importance of personal attributes and behavior in influencing negotiation outcomes.
- Purchasing executives, senior managers, and professional staff from supply chain management, logistics and inventory planning and control.
- General managers wanting to understand the procurement function.
- Those engaged in the management or operation of projects.
This interactive training course includes the following training methodologies as a percentage of total tuition hour :
- Lectures
- Workshops, work presentations ,
- Group Work in case study & Practical Exercises.
- Videos and general discussions
Course Outline
Foundations & Advanced Principles of Negotiation
- Session 1: Recap & Strategic Negotiation Overview
- Recap of negotiation basics
- What makes a negotiation “advanced”?
- Types of negotiation: Distributive vs. Integrative
- Key psychological and behavioral theories
- Session 2: Strategic Preparation Techniques
- Setting objectives and BATNA (Best Alternative to a Negotiated Agreement)
- ZOPA (Zone of Possible Agreement)
- Risk and value assessment
- Stakeholder analysis and influence mapping
Persuasion, Influence & Power Dynamics
- Power & Influence in Negotiation
- Sources of power (legitimate, informational, relationship-based)
- Managing power imbalances
- Using influence ethicall
- Advanced Persuasion Techniques
- Cialdini’s principles of influence
- Framing and anchoring
- Emotional intelligence in negotiation
Cross-Cultural & Multi-Party Negotiations
- Cross-Cultural Negotiation
- Understanding cultural dimensions (Hofstede, Trompenaars)
- Adapting styles to different cultures
- Avoiding cultural faux pas
- Multi-Party & Team Negotiations
- Coalition-building and managing alliances
- Roles within negotiation teams
- Managing conflicting interests
Complex & High-Stakes Negotiations
- Handling Complexity and Deadlocks
- Breaking deadlocks and overcoming impasse
- Advanced problem-solving models
- Negotiating under pressure and with limited information
- Ethics and Negotiation Tactics
- Identifying manipulative tactics
- Ethical decision-making frameworks
- Defensive negotiation techniques
Personal Mastery & Simulation Assessment
Negotiation Styles and Self-Awareness
- Assessing your negotiation style (Thomas-Kilmann, DISC, etc.)
- Adapting styles strategically
- Feedback and reflection
Final Simulation & Action Planning
- Full-scale team negotiation simulation
- Group debrief with expert facilitator feedback
- Creating a personal development action plan