Program Brief

Negotiation is inevitable as many aspects of our lives are a series of negotiating situations. Negotiation and persuasion skills are one of the keys to success and one of the most important skills that any person must possess, whether in practical or personal life, since negotiation is necessary to reach mutual gain through the best possible solutions. This training program is designed to provide participants with modern methods and basic concepts of the negotiation process, in addition to familiarizing them with the main features of successful negotiation, negotiation stages, how to prepare for negotiation and making a good impression, as well as developing their ability to overcome the objection stage to reach a successful closure and mutual gain for all parties.

Program Topic
  • Personal Skills and Self-Development
Job Families
Program Goals

At the end of the training program, the participant should be able to:

  • Program Objectives
Program Agenda
1. Icebreaker
    2. Housekeeping Items
      3. The KASH 4 CA$H
        4. Workshop Objectives
          5. Pres-Test
            1. Defining Negotiation
              2. Types of Negotiation
                3. Positional Bargaining
                  4. Principled Negotiating
                    5. Phases of Negotiation
                      1. Key Attributes
                        2. Establishing Your WATNA and BATNA
                          3. Identifying Your WAP
                            4. Identifying Your ZOPA
                              5. Personal Preparation
                                1. Key Elements of Preparation
                                  2. Managing Your Fear
                                    3. Growing and Improving
                                      4. Personal Preparation
                                        5. Researching Your Side
                                          6. Case Study
                                            Module 5: The Nuts and Bolts
                                            • 1 1. Preparing Documentation

                                              • 2 2. Setting the Time and Place

                                                • 3 3. Case Study

                                                  Module 6: Making the Right Impression
                                                  • 1 1. First Impressions

                                                    • 2 2. The Handshake

                                                      • 3 3. Dress for Success

                                                        • 4 4. The Skill of Making Small Talk

                                                          Module 7: Getting Off to a Good Start
                                                          • 1 1. Common Ground

                                                            • 2 2. Ground Rules

                                                              • 3 3. What Do I Want?

                                                                • 4 4. What Do They Want?

                                                                  • 5 5. What Do We Want?

                                                                    Module 8: Phase Exchanging Information
                                                                    • 1 1. Getting Started

                                                                      Module 9: The Bargaining Stage
                                                                      • 1 1. Six Techniques for Success

                                                                        • 2 1.1 Building a Case

                                                                          • 3 1.2 It’s Too Bad

                                                                            • 4 1.3 Wear Them Down

                                                                              • 5 1.4 Mix It Up

                                                                                • 6 1.5 Bridge the Gap

                                                                                  • 7 1.6 Role Play

                                                                                    1. التخلص من العقبات والمعوقات
                                                                                      2. Overcoming the Obstacles
                                                                                        1. Getting Past No
                                                                                          2. Breaking the Impasse
                                                                                            3. Getting to Yes
                                                                                              1. Defusing the Bomb
                                                                                                2. Role Play
                                                                                                  1. Watching the Indicators
                                                                                                    2. Knowing When to Close
                                                                                                      3. Formal vs. Informal Agreements
                                                                                                        1. Possible Outcomes
                                                                                                          2. Building a Sustainable Agreement
                                                                                                            3. Getting Consensus
                                                                                                              1. Words from the Wise
                                                                                                                2. Review of Parking Lot
                                                                                                                  3. Post Test
                                                                                                                    4. Lessons Learned
                                                                                                                      5. Completion of Action Plans and Evaluations
                                                                                                                        Program Requirements

                                                                                                                        Not Available

                                                                                                                        Program Path

                                                                                                                        Names of the training programs that are integrated (enriched) with the training program:

                                                                                                                        • Not Available

                                                                                                                        Names of the training programs that after the training program:

                                                                                                                        • Not Available
                                                                                                                        Program Method
                                                                                                                        • Lecture
                                                                                                                        • Case Studies
                                                                                                                        • Role-play
                                                                                                                        Evaluation Method
                                                                                                                        • Pre Exam
                                                                                                                        • Post Exam
                                                                                                                        Training Type
                                                                                                                        • In Class Training
                                                                                                                        • Online Training

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