The Art of Negotiation: Step by Step to Successful Outcomes
CertificateProfessional DevelopmentBusiness & Finance
What You'll Study
Day 1 - Understanding the Negotiation Framework
- Introduction to a structured approach to negotiation
- Exploring different negotiation mindsets and strategies
- Becoming aware of personal assumptions and negotiation habits
- Recognising and avoiding common mistakes and unproductive patterns
- Includes two role plays and several exercises
Day 2 - Communicating Effectively and Building Relationships during Negotiations
- Preparing strategically to approach negotiations with clarity and direction
- Structuring conversations to guide negotiations toward productive outcomes
- Using clear and purposeful communication to move discussions forward
- Building and maintaining trust over time
- Navigating difficult interactions constructively
- Includes extended role play and several exercises
Day 3 - Interests, Options, and Legitimacy in Negotiations
- Understanding what truly drives decisions in negotiations
- Moving beyond surface-level positions to uncover deeper needs and interests
- Using creativity to develop strong, practical options and solutions
- Establishing credibility and fairness using objective criteria, data, and benchmarks
- Responding professionally to difficult demands
- Includes extended role play and several exercises
Day 4 - From Commitment to VR - Action- Immersive Negotiation Practice
- Knowing when to commit, and when and how to walk away
- Crafting clear and practical agreements
- Ensuring agreements are supported internally and externally
- Bringing it all together: Negotiation Workshop with immersive VR
- Experiencing multiple immersive VR negotiation sessions
- Debriefing and reflection after each immersive VR session
Programme Details
Duration
4 days
Qualification
Certificate
Subject Area
Business & Finance