Negotiation Strategies and Techniques

Start Date End Date Venue Fees (US $)
28 Jun 2026 Dubai, UAE $ 3,900 Register
01 Nov 2026 Istanbul, Turkey $ 4,500 Register
01 Nov 2026 Istanbul, Turkey $ 4,500 Register

Negotiation Strategies and Techniques

Introduction

This course considers the importance of building alliances and relationships through the application of negotiation and persuasion. Delegates will work on critical thinking processes to enable them to make better planning decisions in order to achieve success when negotiating alliances. The course will equip delegates with an essential framework for effective negotiation starting with the planning process and understanding why it is essential to consider the critical points in building and maintaining relationships. Delegates will have the opportunity to exercise and improve their influencing and persuasion skills and build higher-level communication ability in order to deliver results and maintain alliances for the mutual benefit of the parties involved.

Objectives

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

    • Describe a framework for the analysis of business alliances
    • Understand how to apply influencing skills during the negotiation phase
    • Recognize and manage difficult negotiators who use aggressive tactics during negotiation
    • Understand the key principles of persuasion and their importance to negotiation
    • Apply critical thinking when planning to develop business alliances

Training Methodology

This is an interactive course. There will be open question and answer sessions, regular group exercises and activities, videos, case studies, and presentations on best practices and the fundamentals of shutdown and turnaround management. Participants will have the opportunity to share with the facilitator and other participants what works well and not so well for them, as well as work on issues from their own organizations.

Who Should Attend?

This is an advanced-level course designed for learners in senior roles, aspiring to mastery and innovation. Learning is pitched at a level to help you to synthesize best practices and direct strategic implementation. This course is recommended for all managers and professionals in all roles and levels who are called upon to plan, manage or conduct negotiations of any kind, whether suppliers, customers, regulators, colleagues, or employees.

Course Outline

Day 1: Developing Alliances

  • Characteristics of a strategic alliance – effects of market dominance
  • Culture and perception – and effects in building alliances
  • Achieving results in the life cycle of the alliance, through building trust
  • Personality - strengths & weaknesses in negotiations
  • Minimizing communication blockers to maintain relationships
  • Development review and action planning

Day 2: Influence & Persuasion Skills in Managing the Alliance

  • Challenges of meetings – group and individual strategies
  • The positive influence of listening in challenging situations - good and bad news!
  • Applying rules of influential presentations to maximize the impact
  • Maintaining compatible body language & using logic, credibility, and passion
  • Feedback and action planning

Day 3: Strategy in Negotiation Skills for Partners and Allies

  • Steps in win-win negotiation
  • The keys to collaborative bargaining in partnering
  • Leverage: What it is and how to use it?
  • Negotiation tactics and ploys
  • Dealing with difficult negotiators and barriers
  • Ethics in negotiation

Day 4: Higher Level Negotiation Skills for Challenging Situations

  • Listening and responding to signals and informal information
  • Recovering from reversals, errors, and challenges
  • Developing a climate of trust
  • Higher-level conversation techniques
  • Concentrating action on the needs of alliance partners

Day 5: Maintaining Alliances: Critical Thinking for Decision Making

  • Gaining control and using information – formal and informal
  • Identifying sources and testing assumptions
  • Framing the problem
  • Decision making under pressure
  • Reviewing strategic alliances and building a personal action

Accreditation

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