ILM Endorsed Win-Win Negotiation Skills

Start Date End Date Venue Fees (US $)
29 Mar 2026 Kuwait $ 4,500 Register
12 Jul 2026 Dubai, UAE $ 3,900 Register
27 Dec 2026 Istanbul, Turkey $ 4,500 Register

ILM Endorsed Win-Win Negotiation Skills

Introduction

Negotiation is part of our daily lives. Every day we negotiate with customers, suppliers, co-workers, business associates, and family members. Negotiation is a method by which people settle differences. It is, to put it simply, the process of trying to get what you want from another person. Too often, business negotiations are limited to a battle over price. While the price is of course important, this single-mindedness limits the total value that the parties could benefit from in a partnership. In this negotiation training course, you will gain insight into the habits of good negotiators as you build your own skills. Through a series of group exercises, you will be able to learn and practice proven negotiation tactics, refine your personal negotiating style, and improve your ability to negotiate successfully and effectively in any situation.

Objectives

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

    • Compare and contrast between the integrative and the distributive types of negotiations
    • Evaluate and assess the soft, hard, and principled styles in negotiation
    • Identify and assess personality styles in negotiation
    • Distinguish between the four phases of negotiation
    • Examine and apply the different negotiating tactics
    • Discover the best approach to resolving conflict and building trust
    • Plan and conduct effective negotiations as part of a negotiating team
    • Recognize the soft, hard and principled styles in negotiating.
    • Plan and conduct (individually and within a team) several negotiations.
    • Use the 10-point planning format that will allow reaching a win-win outcome.
    • Appreciate and apply (if need be) different negotiating tactics.
    • Identify, through several self-assessment tests, their preferred negotiating style, and how it affects the negotiating outcome.
    • Discover their own approach to resolving conflict and building trust.

Training Methodology

This is an interactive course. There will be open question and answer sessions, regular group exercises and activities, videos, case studies, and presentations on best practices. Participants will have the opportunity to share with the facilitator and other participants on what works well and not so well for them, as well as work on issues from their own organizations. The online course is conducted online using MS-Teams/ClickMeeting.

Who Should Attend?

This course is designed for executives, managers, professionals, salespeople, entrepreneurs, customer service representatives, and anyone who wishes to enhance their negotiation skills and make negotiations a more enjoyable, rewarding and effective part of their job.

Target Competencies

  • Influencing others
  • Rapport building
  • Trust building
  • Building consensus and cooperation
  • Verbal and non-verbal communication
  • Conflict management

Course Outline

Day 1: Introduction to Basic Negotiation Skills

  • The many faces of negotiation
  • Why do we need to negotiate?
  • Negotiation philosophies
  • Distributive bargaining
  • Integrative bargaining
  • Integrative versus distributive bargaining
  • Negotiation outcomes
  • Negotiation behaviors
  • Soft and hard bargaining
  • Tit-for-tat bargaining
  • Principled negotiation
  • Persuasion versus negotiation

Day 2: Negotiation and Personality Styles

  • Characteristics of a good negotiator
  • Negotiation styles
  • Analyzing personality styles using the DiSC profile
  • Why DiSC?
  • Characteristics of a DiS, and C
  • Communicating with a DiS, and C
  • Behavioral style summary

Day 3: Essentials of Negotiation

  • The four phases of negotiation
  • Plan/prepare
  • Discuss/debate
  • Propose/bargain
  • Close/deal/no deal
  • Negotiation check list, dos and don'ts
  • Choosing when to walk away
  • Best alternative to a negotiated agreement (BATNA)

Day 4: Negotiation Planning, Preparing, And Power

  • The seven pillars of negotiation wisdom
  • Interest
  • Options
  • Alternatives
  • Legitimacy
  • Communication
  • Commitments
  • Relationships
  • Assessing the source of negotiating power
  • Altering the balance of power

Day 5: Negotiation Strategies, Tactics and Trust Building

  • Thirteen basic negotiation tactics
  • Negotiation mistakes to avoid
  • Dealing with difficult negotiators
  • Trust-building
  • Ranking the 10 trust-building behaviors in negotiations

Professional Recognition & Accreditations

We are recognised Provider by the UK based (ILM) As a Recognised Provider of ILM, and we meet the quality assurance criteria of ILM to deliver application-based leadership and management programs that meet international standards and professional benchmarks.

Accreditation

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