Negotiation Skills
Negotiate with confidence and preserve relationships. Participants prepare using BATNA and ZOPA, separate interests from positions, use communication and persuasion, open, anchor and make offers, handle tactics and emotions and close agreements that stick.
At a glance
- 1 day · Essentials
- 2 days · Full workshop
Who it's for
- Managers, buyers, sales staff and anyone who negotiates
Learning objectives
- Understand the negotiation process and the need for negotiation
- Prepare using BATNA, WATNA and ZOPA
- Use power and influence ethically
- Reach win-win outcomes
- Manage team negotiations
- Avoid common negotiation mistakes
Detailed content
- What negotiation is and why it matters
- Skills of effective negotiators
- Interests vs positions
- BATNA, WATNA & ZOPA
- Planning your strategy
- Opening, bargaining, closing
- Power in negotiation
- Win-win (integrative) negotiation
- Team negotiations
- Emotions & difficult negotiators
- Common mistakes
- Role-plays & examples
- Improving your negotiation skills
Day-by-day agenda
A typical schedule. In-company versions are tailored to your processes, data and timing.
- Negotiation Fundamentals
- Preparation
- The Negotiation Process
- Advanced Situations
- Practice
- Case study, action plans and course assessment
Practice, tools and assessment
Hands-on practice
- Negotiation and sales-call role plays with video feedback
- Prepare a real account plan or campaign brief
- Case studies from Egyptian and Gulf organizations
- Group exercises applied to participants' own work
Tools and templates you keep
- Negotiation planner (BATNA, ZOPA, concessions)
- Account plan and pipeline tracker
- Course workbook and slide handouts
- Templates and checklists used in the exercises
How learning is assessed
- Pre- and post-course knowledge check
- Assessment of practical exercises by the trainer
- Action plan reviewed at the end of the course
Built on these standards and bodies of knowledge
- Harvard Program on Negotiation principles
- CIM marketing framework
How it is delivered
- Public courses in Cairo, in-company programs and live online training
- Practical exercises, case studies and examples from your sector
- Can also run as Train & Stay in Sharm El Sheikh, Hurghada or Cairo
Part of these career paths
- Leadership & Management · Practitioner
Frequently asked questions
How long is Negotiation Skills?
The program runs 1 day; other formats: 2 days. In-company versions can be adapted to your needs.
Is the course taught in Arabic or English?
Sessions are usually delivered in Arabic with English technical terms and materials. Full English delivery is available for in-company groups.
Can you run it inside our company?
Yes. In-company programs use exercises built on your own processes. Tell us the group size and preferred timing and we will send a proposal.
Will I receive a certificate?
Participants who complete the program and its assessment receive a certificate from The Excellence Center, which can be verified online.
More programs in this field
- Anger Management2 days
- Business Ethics1 day
- Communication Skills1 day
- Communication Skills for Hospital Staff2 days
- Conflict Resolution & Management1 day
- Creativity & Facilitation for Lean Leaders2 days
- Dealing with Difficult People1 day
- Effective Presentation Skills2 days
- Executive Secretary / Executive Assistant Program5 days
Get dates, fees and the full outline.
Tell us whether you are joining as an individual or planning a program for your team.