About this course
Overview
Nobody has ever learned to negotiate from a slide. Built around interest-based negotiation with heavy role-play and structured feedback, this is a skills course, and the repetition is the point of it.
Management & Leadership
Negotiation Skills
Interest-based negotiation done in the room rather than on a slide. Heavy use of role-play with feedback, because this is a skills course not a content one.
What you will be able to do
Learning outcomes
- Enter negotiations with a clear plan and walk-away
- Uncover the interests behind stated positions
- Expand the pie before dividing it
- Respond calmly to pressure and hard tactics
- Close agreements that hold up over time
What the course sets out to do
Course objectives
- Prepare systematically for a negotiation
- Distinguish positions from underlying interests
- Create and claim value in a deal
- Handle difficult tactics and deadlock
- Practise negotiation through repeated role-play
Course content
Modules
01
Preparation and BATNA
Setting objectives, understanding alternatives, and planning before the table.
02
Interests over positions
Teaches how to surface the real needs driving each party's stance.
03
Creating value
Trading across differences to enlarge the deal.
04
Claiming value
Anchoring, concessions, and securing a fair share.
05
Difficult tactics and deadlock
Responding to pressure, threats, and stalled talks.
06
Role-play and feedback
Applies the full method through repeated practice with structured critique.
Who it is for
Target audience
Managers, procurement and sales professionals, and specialists who negotiate with suppliers, clients, or internal stakeholders.
Before you start
Prerequisites
None.
Ready to register?
Secure a seat for Negotiation Skills, or ask us anything first.