Negotiation Skills and Conflict Resolution

Course Title Course Language Est.Duration-days Est.Duration-Hours
Project Procurement & Negotiations Management English 3 21

Learning Objective

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

  • Prepare and manage effective negotiations
  • Employ the concessions management process with the minimum loss while preserving good relationships with the counterparty
  • Assess their own negotiating strengths and weaknesses and those of the other side
  • Use a range of negotiating tactics and master the rule of halves
  • Devise long-lasting and mutually profitable agreements on a timely basis
  • Prepare and manage team negotiation

Course Contents

What negotiation is really all about

  • The many faces of a negotiation
  • Some negotiation philosophies
  • Historical retrospectives on negotiation
  • The reasons behind the urge for being a good negotiator as a business entrepreneur
  • Persuasion versus negotiation
  • The stages of persuasion
  • Braham’s negotiation tips

Setting the stage and the face-to-face negotiation

  • Establishing good rapport with the other party
  • Understanding your own personal strengths and weaknesses
  • Characteristics of a good negotiator
  • The five stages of the negotiation process
  • Barriers to effective negotiation
  • The probe negotiation technique
  • How to develop negotiation skills
  • Getting ready to negotiate
  • Best /Worst Alternative to a Negotiated Agreement (BATNA and WATNA)
  • Identifying your conflict negotiation style
  • The uses of negotiation styles

Sales and commercial negotiation at work

  • Selling versus negotiating
  • The buyer’s decision process
  • The spin questioning strategy (uncovering needs)
  • Influencing the customer’s choice
  • Understanding how people make choices
  • Influencing decision criteria
  • The concept of ‘hard’ and ‘soft’ differentiators
  • Addressing and overcoming the customer’s final fears
  • Strategies for the resolution of concerns

The critical rules of negotiation

  • Different levels of negotiation rules
  • The importance of preparing ‘the envelope of negotiation’
  • How to prepare ‘the envelope of negotiation’
  • Mastering the ‘rule of halves’ during the negotiation process
  • Negotiating reflexes you need to develop

Concession management

  • Setting a concession making timeline
  • Defining and sorting negotiable issues and creating alternatives
  • Developing contingencies
  • Measuring your negotiation relative outcome using a grade point average
  • The most common negotiating mistakes

Team negotiation and negotiation tactics

  • Team leadership
  • Choosing your negotiating team
  • Advanced negotiation tactics


Attendees will get a training certificate after the completion of the course.

Training Details

Training Fees : K.D 350 (Including Original Material)
Training Days : 20 days (2 days per week)
TrainingDate : Flexible
TrainingTiming : Flexible
TrainingLanguage : English
Material Language : English
Enquiry & Registration : For inquiry and registration please:
Call : 22204171
Whatsapp : 65701004
Email :