Negotiation Skills

An advanced practical program that builds negotiation capabilities across business, professional, and personal contexts, including preparation, BATNA, ZOPA, Harvard principled negotiation, tactics, objections, and closing.

Certificate Included

Expert-Led Training

Practical Learning

Enrollment Support

days

3 Days

Language

English / Arabic

Course Summary

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Flexible / Always Available

Certificate

Accredited Certificate

days

3 Days

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Course Details

Overview

The Negotiation Skills course is an advanced practical program designed to enable participants to master both the art and science of negotiation in professional, commercial, and personal contexts. Negotiation is an interactive communication process aimed at reaching agreement between two or more parties with shared and competing interests.

The course moves from basic negotiation concepts such as competitive and cooperative negotiation to advanced strategies including BATNA, reserve price, ZOPA, expanding the pie, and win-win agreements. Participants practice Harvard negotiation principles, cross-cultural negotiation, difficult parties, negotiation tactics, and closing techniques.

Program design is applied and interactive, with workshops, simulations, case studies, self-assessments, and practical action plans matching the detailed Arabic source structure.

Objectives

Program Objectives

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

Understand negotiation styles and stages, including competitive and cooperative negotiation and the five stages of preparation, opening, exploration, bargaining, and closing.
Apply Harvard principled negotiation by separating people from the problem, focusing on interests, generating mutual-gain options, and using objective criteria.
Prepare a comprehensive negotiation plan by identifying ideal, realistic, and minimum goals, BATNA, ZOPA, and information about the other party.
Use communication and persuasion techniques including open questions, active listening, paraphrasing, objection handling, positive body language, and rapport building.
Deal with negotiation tricks and difficult situations by detecting tactics such as limited authority, good-cop bad-cop, and delay, and responding confidently.
Close deals successfully and document agreements clearly using appropriate closing techniques and written summaries.

Target Audience

This training program is designed for the following target audiences:

Sales and procurement managers negotiating with suppliers and customers.
Contract, project, and legal affairs managers.
Team leaders and supervisors negotiating with employees and other departments.
Entrepreneurs and SME owners.
Customer service and public relations employees.
Graduates of business administration, law, and human resources.
Anyone seeking to improve negotiation skills in personal and professional life.

Competencies

Core Competencies

Strategic Negotiation Plan Preparation

Prepare a negotiation plan covering A/B/C goals, estimated BATNA and ZOPA, strengths and weaknesses, core interests, possible questions, and proposed tactics.

Harvard Model Application

Use the principles of separating people from the problem, focusing on interests, generating options, and applying objective criteria in a negotiation simulation.

BATNA and ZOPA Discovery

Analyze a negotiation scenario to determine each party’s BATNA, calculate the possible agreement zone, and propose ways to expand it.

Objection and Tactic Handling

Respond to common sales or procurement objections and negotiation tricks using listening, empathy, reframing, and alternative options.

Successful Negotiation Closing

Use at least two closing techniques in a simulation, reach a tangible agreement, and document the main points clearly.

Post-Negotiation Emotion Management

Evaluate negotiation outcomes, analyze reasons for success or failure, and extract lessons for future negotiation performance.

Learning Journey

Program Outline

Day 1: Negotiation Fundamentals and Theoretical Models

Introduction to Negotiation

Defines negotiation as a communication process between two or more parties with shared and conflicting interests. It challenges the myth that successful negotiation means defeating the other party and emphasizes sustainable win-win negotiation.

Negotiation Styles

Compares competitive or distributive negotiation with cooperative or integrative negotiation. The module explains when each style is appropriate, the risks of positional bargaining, and the value of long-term relationship-based negotiation.

The Five Stages of Negotiation

Explains preparation, opening, exploration, bargaining, and closing. Special attention is given to preparation as the most important stage, including information gathering, goal setting, BATNA calculation, and ZOPA estimation.

Core Concepts: BATNA, ZOPA, and Reserve Price

Explains the best alternative to a negotiated agreement, walk-away limit, and zone of possible agreement. Participants calculate ZOPA in buying and selling scenarios and discuss how alternatives affect negotiation power.

Practical Workshop: Preparing a Negotiation Plan

Participants work on a technology sales scenario worth SAR 500,000. They identify ideal, realistic, and minimum goals, estimate both parties’ BATNA, calculate ZOPA, and define key information to collect before negotiating.

Day 2: Advanced Negotiation Strategies and Tactics

Harvard Principled Negotiation Model

Presents the four principles of separating people from the problem, focusing on interests rather than positions, inventing options for mutual gain, and insisting on objective criteria such as market price, expert opinion, law, or industry standards.

Common Negotiation Tactics and Responses

Covers limited authority, good-cop bad-cop, delay tactics, information overload, and nibbling. Participants learn how to recognize each tactic and respond with confidence, structure, and objective criteria.

Active Listening and Questioning in Negotiation

Demonstrates open questions, paraphrasing questions, empathy questions, and assumption-testing questions. The module shows how questions uncover interests, reduce resistance, and create movement toward agreement.

The Art of Trade-Offs

Explains smart concessions: never concede for free, make concessions conditional, reduce concession size gradually, make the value visible, and use a shopping-list approach to exchange low-priority items for high-value items.

Practical Workshop: Seller-Buyer Negotiation Simulation

Pairs negotiate an annual building-material supply contract covering price, delivery schedule, warranty, and payment terms. Participants prepare confidential negotiation plans, conduct a 20-minute simulation, and receive feedback on BATNA, interests, options, concessions, and closing.

Day 3: Difficult Negotiations and Closing

Negotiating with Uncooperative Parties

Presents strategies for dealing with rigid counterparts: deflect instead of opposing, ask questions instead of making statements, use one-text procedure, change the rules when tactics are unethical, and calmly return to BATNA when needed.

Cross-Cultural Negotiation

Explains key features of negotiation in Saudi and Arab culture: relationship building, preserving face, indirect communication, patience, and the importance of verbal commitments alongside written agreements.

Managing Emotions in Negotiation

Covers anger, frustration, fear, fatigue, and pressure during negotiation. Participants practice deep breathing, short breaks, reframing, interest-focused thinking, and use of a neutral third party when appropriate.

Successful Negotiation Closing

Explains closing signals and techniques such as assumptive close, alternative close, summary close, scarcity close, and package close. It also covers documenting points through notes, confirmation emails, memoranda, and final contracts.

Comprehensive Case Study

Teams analyze a Saudi telecom company negotiating with an international supplier for SAR 10 million in network equipment. They prepare goals, BATNA, ZOPA, interests, options, BATNA improvement strategies, responses to supplier tactics, and a short closing dialogue.

Final Test and Review

Short questions review BATNA, ZOPA, Harvard model, negotiation types, preparation, interest discovery, option generation, tactic handling, and closing.

Enrollment Summary

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Negotiation Skills

Certificate Included

Expert-Led Training

Practical Learning

Enrollment Support

days

3 Days

Language

English / Arabic

Overview

Program design is applied and interactive, with workshops, simulations, case studies, self-assessments, and practical action plans matching the detailed Arabic source structure.

Program Objectives

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

Understand negotiation styles and stages, including competitive and cooperative negotiation and the five stages of preparation, opening, exploration, bargaining, and closing.
Apply Harvard principled negotiation by separating people from the problem, focusing on interests, generating mutual-gain options, and using objective criteria.
Prepare a comprehensive negotiation plan by identifying ideal, realistic, and minimum goals, BATNA, ZOPA, and information about the other party.
Use communication and persuasion techniques including open questions, active listening, paraphrasing, objection handling, positive body language, and rapport building.
Deal with negotiation tricks and difficult situations by detecting tactics such as limited authority, good-cop bad-cop, and delay, and responding confidently.
Close deals successfully and document agreements clearly using appropriate closing techniques and written summaries.

Target Audience

This training program is designed for the following target audiences:

Sales and procurement managers negotiating with suppliers and customers.
Contract, project, and legal affairs managers.
Team leaders and supervisors negotiating with employees and other departments.
Entrepreneurs and SME owners.
Customer service and public relations employees.
Graduates of business administration, law, and human resources.
Anyone seeking to improve negotiation skills in personal and professional life.

Core Competencies