Negotiating is a part of everyday life. We negotiate in our work, with our friends, and even our family members. In this three-day class, participants will learn what negotiation is and how to get the most from their personal and professional negotiations. Participants will discover their personality style and how to negotiate effectively with other personality styles.
The course will cover a wide range of topics such as negotiation strategy, game theory, psychological tactics, human emotional states, bargaining which prepares delegates for a variety of situations that require negotiation.
In the course, you’ll learn about and practice the five steps to a successful negotiation:
Prepare: Plan your negotiation strategy
Negotiate: Use key tactics for success
Strategies to approach win: win outcomes where possible.
Close: Create a contract
Perform and Evaluate: The End Game
What we cover:
I. 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?
II. Negotiation Strategy
What outcome should you aim for?
How to perform Outcome Analysis
Best Alternative to a Negotiated Agreement
Ethical Issues and Standards
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?
III. 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
IV. 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
V. 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
Learners are assessed via a range of assessment methods to ensure that all the learning outcomes and assessment criteria are met in a way that enhances their learning experience.
Real world negotiation examples are examined in detail and delegates are then asked to participate in similar setups to use the negotiation principles discussed during course.
Sarhad Hamza completed post-graduate studies at the Business school at Macquarie University in Sydney-Australia and a PhD degree at the School of Economic Sciences at the University of Warsaw- Central Europe-Poland. Following graduation, he worked as an accountant and HR manager in a professional corporation before joining the Business Administration Department at the University of Raparin. As a recognized trainer, he worked for a number world training organization centres including Accenture, and IREX. Dr Sarhad is now an official representative of the US institute of IAT to deliver various business development courses in the Middle East including whole Iraq and Kurdistan.
Understand the underlying principles of negotiation and learn what you can do to get the best outcome
Use a negotiation strategy that moves you closer to a win/win outcome
Prepare for negotiation by following a step-by-step approach and set your critical limits
Use a set of psychological tactics to explore the other side’s motives and learn how to respond to tactics used by them
Derive specific values based on your negotiation variables and use them to bargain systematically over your settlement range
Finalise the outcome of your negotiation to get exactly what you have asked for
Who should attend:
This course is suitable for anyone who needs to improve their ability to create value at the negotiating table.
Time and Location:
Location: Erbil, mselect.
Duration: 2 days
Time: 09:00 - 16:30 pm
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 firstname.lastname@example.org with the following details:
Name of course:
For more information, please call 066 261 4455 or (0) 771 842-2380