Course Description

80% of this course is practical sessions where participants will be engaged in a series of interactive small groups, class workshops and role-plays. This course is designed to provide participants with and advanced and up-to-date overview of negotiation and deal making strategy. It covers the anatomy of a negotiation including the characteristics, behaviors and phases; the characteristics of a negotiation situation including the key principles of effective negotiation; the core components of effective negotiation behavior; the hard bargaining and problem solving; the inherent tensions present in every negotiation; and the stages and phases of negotiation. Further, the course will also discuss the deal for advanced negotiation strategies; the difference of strategies versus tactics; the effective approaches to hard bargaining; the alternatives, walk-away point, bargaining range and objective setting; creating value strategies and tactics of integrative negotiation; the effective value generating deal making strategies; the leverage and dispute resolution skills to build better deals; the enforcement mechanisms and formal dispute resolution process; the mediation skills to build better deals; and negotiating with difficult people.

link to course overview PDF

TRAINING METHODOLOGY

This interactive training course includes the following training methodologies:

30 % Lectures
20 % Workshops & Work Presentations
20 % Case Studies & Practical Exercises
30 % Videos, Software & Simulators

In an unlikely event, the course instructor may modify the above training methodology for technical reasons.

VIRTUAL TRAINING (IF APPLICABLE)

If this course is delivered online as a Virtual Training, the following limitations will be applicable:

Certificates	:	Only soft copy certificates will be issued
Training Materials	:	Only soft copy materials will be issued
Training Methodology	:	80% theory, 20% practical
Training Program	:	4 hours per day, from 09:30 to 13:30