Mastering the Art and Science of Negotiation


Mastering the Art and Science of Negotiation

Course overview

Most leaders and executives spent a large amount of their time negotiating, in fact negotiation skills are key to ensure that their businesses and organization keep afloat. When you think about it, life in general is about negotiation, it is about winning and losing, whether negotiating a deal, negotiating with children, negotiating with employees, etc. negotiation is a critical skill. Negotiation, understood broadly, is an element of nearly every relationship and enterprise. Successful negotiators employ interpersonal skills characterized by an artful disposition of empathy and craftiness, however, it is a critical skill that requires refinement is one is to improve organizational, life, growth and effectiveness.

Bradley Institute offers a two-day course in Mastering the Art and Science of Negotiation. The course will move attendants from being capable deal makers to master negotiators who are able to build value in their organizations. The programme is highly interactive and delves into strategic thinking and planning, offering central concepts, strategies, and teaching of successful negotiation. It will teach delegates to manage differences in the corporate world better, assertiveness in negotiations, structuring fair deals, dealing with obstacles in negotiations. Through this course, participants will be able to understand the basic types of negotiations, the phases of negotiations, and the skills needed for successful negotiating.


Who should attend the course?

The course will benefit people who are;

  • Senior/Executive Leaders
  • Middle Managers
  • Consultants
  • Team Leaders & Supervisors
  • HR Professionals
  • Grant Writers
  • Sales Consultants
  • Fundraisers/Development Officials
  • Project Managers
  • Business owners
  • Lawyers
  • Accountants
  • Agents and brokers
  • Business owners
  • Politicians and public servants
  • Purchasing managers
  • Investors and venture capitalists


Course objectives

The Art and Science of Negotiation Course is aimed at:

  • Developing the psychology and practice of effective negotiation;
  • Enhancing the quality and logic of your negotiation agreements;
  • Learning to ask purposeful questions that facilitate group clarity around goals, processes and roles
  • Enhancing your ability to resolve conflicts that impede healthy internal and external relationships


The Learning Model

The training will be carried out using a mix of implementation methods:

  • Facilitation
  • Individual work/ assignments
  • Group discussions
  • Case studies
  • Practical exercises


Course Contents

  • Introducing negotiation and styles of negotiation
  • Planning for successful negotiations
  • Effects of emotion and power on negotiation processes
  • Building relationships during the negotiation process
  • Deal making and implementation phases
  • Building and managing partnerships in negotiating
  • Negotiations and language techniques
  • Negotiation tactics
  • Conflict resolution and negotiation deadlocks
  • Concluding effective deals
  • Effective negotiation ‘win-win’ solutions


Course Outcomes

Upon completion of the training, participants will be equipped to;

  • Understand effective negotiation
  • Have confidence to negotiate and get the best out of each deal
  • Understand that respect is essential, as uneven negations could lead to problems in the future.
  • Have excelling negotiation Skills.
  • Develop strategies for increased effectiveness through negotiations
  • Assess personal styles and how it affects the negotiation process
  • Describe the personal and behavioral characteristics of an effective negotiator
  • Identify common negotiation styles
  • Understand that negotiation differs from selling

Duration: 2 days



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Course Calendar Dates

March 18 – 19

April 22 – 23

May 20 – 21

June 17 – 18

July 22 – 23

August 19 – 20

September 23 – 24

October 21 – 22

November 18 – 19

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Cost: R 5 000

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