Advanced Negotiation Mastery

INTRODUCTION

Negotiation is an ever-present facet of life, from the moment we wake up to the time we retire at night. Some of us even negotiate in our dreams. What sets highly successful negotiators apart is their ability to fuse a profound grasp of the negotiation process with strategic thinking, enabling them to navigate a wide array of contexts and situations. This mastery not only leads to better negotiations and agreements but also empowers individuals to manage teams more effectively, communicate more persuasively with colleagues, customers, and clients, and deftly resolve both internal and external conflicts.

Whether you're a seasoned negotiator or new to the field, the Al-Majd Pathways Centre (APC) Advanced Negotiation Mastery training course will furnish you with a profound understanding of the negotiation process and arm you with practical skills to meticulously plan, manage, and execute negotiations with utmost effectiveness. This training program delves into the latest analytical, strategic, and practical negotiation concepts, exploring both highly competitive bargaining tactics and a collaborative problem-solving approach to negotiation. The fusion of these approaches is the hallmark of advanced negotiation and deal-making skills.

Participants attending this course will develop the following competencies:

1. Gain a deep understanding of negotiation, leading to enhanced leadership, control, and influence over outcomes.

2. Acquire the ability to think and strategise, resulting in the negotiation of more effective deals and agreements.

3. Enhance their capability to identify, create, and capture value during negotiations.

4. Boost confidence in their ability to excel in high-stakes negotiations.

5. Cultivate a valuable skill that elevates their management and leadership prowess, ultimately enhancing career prospects.

TRAINING OBJECTIVES

This training course aims to empower participants to:

1. Gain insight into their individual negotiation strengths and weaknesses, with personalised feedback for improvement.

2. Learn the art of negotiating effective agreements that identify, create, and capture value.

3. Develop a repertoire of practical negotiation skills and strategies adaptable to diverse situations.

4. Instil confidence through the ability to meticulously plan, execute, and deliver effective negotiation outcomes.

5. Master the art of identifying and leveraging strengths, as well as effective communication in complex cross-cultural settings.

6. Understand the psychological drivers underpinning negotiation behaviours and learn how to harness them to influence others.

WHO SHOULD ATTEND?

This training course is ideal for:

1. Ambitious individuals seeking to build or enhance their negotiation skills.

2. Professionals looking to refine their existing negotiation skills, building upon prior experience.

3. Novices in the realm of negotiation who recognise the significant advantages of developing this valuable skill early in their careers.

TRAINING METHODOLOGY

This training course adopts a highly interactive approach, incorporating case studies, role-play exercises, self-assessment questionnaires, videos, presentations, and group discussions. This methodology is designed to align with participants' experiences and requirements, offering opportunities to practice newly acquired skills through hands-on negotiation exercises that encourage participation and reinforce the comprehensive course materials.

Al-Majd Pathways Centre (APC) Advanced Negotiation Mastery offers a strategic analysis of the negotiation and deal-making process, complemented by effective practical negotiation strategies and techniques applicable across various contexts. Delivered by a seasoned negotiation specialist, this training program is dedicated to significantly enhancing each participant's negotiation skills, ultimately fortifying their capabilities as negotiators, managers, and leaders.

TRAINING OUTLINE

Day 1: Decoding the Art of Negotiation - Characteristics, Behaviours, and Phases

• Identifying the characteristics of negotiation situations

• Fundamental principles of effective negotiation and deal-making skills

• Essential components of effective negotiation behavior

• Balancing hard bargaining and problem-solving skills

• Managing inherent tensions within negotiations

• Navigating the stages and phases of negotiation

Day 2: Crafting a Deal - Advanced Negotiation Strategies

• Distinguishing between strategies and tactics

• Effective approaches to hard bargaining

• Evaluating alternatives, walk-away points, bargaining ranges, and objectives

• Constructing opening offers, addressing the winner's curse, and observing norms of fairness

• Creating value through strategies and tactics of integrative negotiation

• Implementing value-generating deal-making strategies

• Understanding underlying interests, high-value/low-value trade-offs, issue unbundling, and multiple offers

Day 3: Leveraging and Resolving Disputes to Forge Superior Deals

• Identifying and building leverage

• Exploring the purpose of contractual agreements and enforcement mechanisms

• Formal dispute resolution processes: Negotiation, mediation, arbitration, and litigation

• Developing mediation skills for enhanced deal-making

• Negotiating with challenging individuals and overcoming resistance

• Ethical considerations of leverage and negotiation behavior

Day 4: Preparation and Communication - Keys to Successful Outcomes

• Preparing for strategy implementation: The planning process

• Assembling and managing negotiation teams

• Maximising influence through effective communication

• Exploring indirect communication via body language

• Harnessing the power of active listening in negotiation

• Understanding power dynamics and communication in cross-cultural contexts

• Strategic considerations in cross-cultural negotiations

Day 5: The Psychology of Negotiation - Mastering the Art of Influence

• Understanding the significance of influence

• Examining the principles of reciprocity, scarcity, and authority

• Delving into consistency, liking, and social proof

• Synthesising negotiation skills for superior deal-making

• Traits of an advanced negotiator

• Key takeaways and concluding remarks

Format: On-site

Language(s): English and Arabic 

Duration: One Week

Certificate of Completion: Upon successful completion of the program, participants will receive an Al-Majd Pathways Centre (APC) Certificate of Completion.