Advanced Negotiation Strategies Course


Advanced Negotiation Strategies Course

Course Overview

In this program, one will transition from a capable dealmaker to a master negotiator and learn how to build value for your organization. Going beyond basic negotiation tactics, this highly interactive program delves into strategic thinking and planning. One will learn how to drive success as a negotiator, whether you are inking a high-stakes deal for your company or engaging in multiparty negotiations.

This fast-paced learning experience includes negotiation exercises, analysis of business cases, and discussion of challenges you may face at the bargaining table. You will develop a more sophisticated negotiating skill, learn how to avoid common deal making pitfalls, and emerge prepared to conduct a wider range of complex negotiations with confidence.


Who should attend the course?

This course is designed for Executives and Managers from all disciplines, who are involved in negotiation as an integral part of their responsibilities. Marketing managers, sales specialists, contract negotiators, financial managers, human resource specialists and general managers are ideal candidates for this programme


Course objectives

Upon completion of the programme, delegates will be able to:

  • Establish the appropriate climate for negotiation
  • Differentiate between on-going/one-off/crisis negotiations and select the appropriate strategies
  • Apply a structured approach in preparation for negotiations
  • Formulate strategic agendas that work to your advantage
  • Establish common ground, define the negotiation range, create overlap and finalise an agreement
  • Avoid errors commonly made in negotiation
  • Select appropriate negotiation tactics without damaging relationships
  • Identify and interpret their negotiation style profile
  • Neutralize aggressive negotiators
  • Deal with a broad range of negotiation styles


The Learning Model of the Advanced Negotiation Strategies Training

The trainer uses up-to-date training techniques and a variety of training methods, to give all participants the best opportunities for learning including:

  • Class Session
  • Group Discussions
  • Simulations exercises
  • Case studies and Problem Solving Exercises
  • Individual assignments
  • Templates and tools


Advanced Negotiation Strategies Course Contents

  • Liaise and Network with Stakeholders
  • Session 1: Negotiation Basics.
  • Session 2: Preparation and Bargaining
  • Session 3: Human Dynamics in Negotiation
  • Session 4: Aligning deal making and implementation phases



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Course Calendar Dates

March 14 – 15

April 18 – 19

May 16 – 17

June 13 – 14

July 17 – 18

August 14 – 15

September 18 – 19

October 16 – 17

November 13 – 14

December 11 – 12

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Cost: R 5 000

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