Course overview

Negotiation is an essential skill used in both personal and professional life. This two-day course equips participants with the knowledge and techniques needed to negotiate effectively in any situation. Participants will explore their own personality style and learn how to adapt their approach when negotiating with others.

The course covers key topics such as negotiation strategies, game theory, psychological tactics, emotional intelligence in negotiation, and effective bargaining techniques—preparing participants to handle a wide range of negotiation scenarios with confidence and success.

Course Objectives

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

• Prepare: Develop an effective negotiation plan and strategy.

• Negotiate: Apply key tactics and techniques for successful outcomes.

• Strategize: Approach discussions with a win–win mindset whenever possible.

• Close: Finalize agreements and create clear, mutually beneficial contracts.

• Perform and Evaluate: Review outcomes and assess performance to improve future negotiations.

Course Content

Primer to Negotiation

• Why do you need to negotiate?

• What types of negotiations exist?

• What are the characteristics of a confident negotiator?

• How to handle conflicts in negotiations

• Negotiation strategies: game theory, psychological tactics, and human emotional states

• What steps do you need to go through when negotiating?

• What is the difference between negotiation and persuasion?

Negotiation Strategy

• What outcome should you aim for?

• How to perform Outcome Analysis

• Best Alternative to a Negotiated Agreement

• Cross-Cultural Negotiations

• Ethical Issues and Standards

• Agents

• What is the best negotiation strategy?

• What strategies can you use to take the upper hand in negotiations?

• What can you do to move the negotiation forward when you think it is getting stuck?

How to Negotiate?

• What is the 8-Step negotiation preparation guide?

• What are the mistakes should we avoid in negotiation?

• How to set your selling or buying limits systematically

• How to break deadlocks

• How to settle a negotiation to get what you asked for

• What is BATNA​

Emotions in Negotiations

• How to handle negotiations emotionally

• How to bargain effectively

• How to take advantage of human emotional reaction and use that to your benefit

• How to take advantage of body language

• How to express your disagreement while maintaining the relationship

Handling Psychological Tactics in Negotiations

• What are psychological tactics used in negotiations and how to respond to them

• How to handle an angry negotiator

• How to respond to shock tactics

• How to handle their lack of authority to proceed

• How to respond when you are given only one choice

• How to handle a demanding negotiator

Delivery Method

Participants will be evaluated through a variety of assessment methods designed to ensure all learning outcomes and criteria are achieved while enhancing their overall learning experience. Real-world negotiation scenarios will be analysed in detail, followed by practical exercises where participants apply the negotiation principles covered during the course.

Course Outcomes

• Understand the key principles of negotiation and how to achieve the best possible outcomes.

• Apply effective negotiation strategies to reach win–win results.

• Prepare for negotiations using a structured, step-by-step approach and establish clear limits.

• Use psychological tactics to identify the other party’s motives and respond effectively to their strategies.

• Determine specific values based on negotiation variables and bargain systematically within a defined range.

• Finalise agreements confidently to achieve desired results.

Who Should Attend?

This course is ideal for professionals at any level who want to strengthen their negotiation skills and enhance their ability to create value and achieve better outcomes in discussions and agreements.

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Course Details

• Duration: 2 days

• Time: 09:30 - 16:30 pm

• Location: Erbil

• Delivery Language: English

• Materials Language: English

• Refreshments: included

• Lunch: not included

Payment

Must be made 5 working days before the start of the course. Payment can be made in cash, by bank transfer or through exchange offices. 

How do I register?

You can register by emailing training@mselect.com with the following details:

• Full Name:

• Position:

• Email Address:

• Phone number:

• Name of course:

For more information, please call 066 261 4455 or (0) 771 842-2380