Negotiation Skills: Building Confidence and Achieving Win-Win Outcomes

Courses Syllabus

Introduction

This five-day course is designed to develop participants’ negotiation
skills for professional and personal settings. Through interactive discussions, practical
exercises, and role-playing activities, participants will learn how to prepare for
negotiations, communicate effectively, manage conflict, and reach mutually beneficial
agreements..

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

• Understand the principles and stages of negotiation.
• Prepare effectively for different negotiation situations.
• Apply communication and persuasion techniques.
• Handle objections and resolve conflicts professionally
• Build long-term relationships through ethical negotiation practices.

Contents

Day One

Fundamentals of Negotiation
Learning Objectives

• Understand the concept and importance of negotiation.
• Identify different types and styles of negotiation.
• Recognise the characteristics of successful negotiators.

Topics

• Introduction to negotiation.
• Types of negotiation (Win-Win, Win-Lose, Compromise)
• Negotiation process and stages
• Ethics in negotiation

Activities

• Icebreaker discussion
• Group discussion on real-life negotiation examples
• Self-assessment of negotiation style

Assessment

• Short quiz
• Group participation

​Day Two

Planning and Communication
Learning Objectives

• Learn how to prepare for negotiations.
• Develop effective communication and listening skills

Topics

• Setting negotiation objectives
• Research and preparation
• Active listening
• Questioning and clarification techniques
• Verbal and non-verbal communication

Activities

• Negotiation planning exercise
• Listening skills practice
• Communication role-play

Assessment

• Observation during role-play
• Individual planning worksheet

Negotiation Strategies and Tactics

Learning Objectives

• Apply negotiation strategies effectively.
• Learn persuasive techniques while maintaining professionalism.

Topics

• Competitive and collaborative negotiation
• Persuasion and influencing skills
• Handling objections
• Managing emotions during negotiation
• Bargaining techniques

Activities

• Case study analysis
• Buyer-seller negotiation simulation
• Peer feedback

Assessment

• Group presentation
• Facilitator evaluation

​Day Four

Conflict Resolution and Difficult Negotiations
Learning Objectives

• Resolve conflicts constructively.
• Negotiate effectively in challenging situations.

Topics

• Sources of conflict
• Conflict management styles
• Building trust and rapport
• Negotiating under pressure
• Cross-cultural negotiation considerations

Activities

• Conflict resolution scenarios
• Team negotiation exercise
• Reflection session

Assessment

• Practical observation
• Group discussion

​Day Five

Practical Negotiation and Course Evaluation
Learning Objectives

• Demonstrate negotiation skills in realistic scenarios
• Evaluate personal strengths and areas for improvement.

Topics

• Complete negotiation process
• Team negotiations
• Common negotiation mistakes
• Personal action planning
• Course review

Activities

• Final negotiation simulation
• Peer and trainer feedback
• Personal development plan

Assessment

• Practical negotiation assessment
• Final knowledge quiz
• Course evaluation

Training Methods

• Interactive lectures
• Group discussions
• Case studies
• Role-playing exercises
• Simulations
• Individual reflection
• Practical assessments