Most people enter negotiations hoping for the best rather than preparing for the specifics. This course addresses that gap directly. You will learn how to read the other party, set realistic anchors, and handle pushback without losing ground or goodwill.
What the course covers
We work through the mechanics of positional versus interest-based negotiation, and when each approach is appropriate. You will practise framing proposals, managing silence, and recovering from stalled conversations. Case material draws from procurement, HR, and cross-functional project scenarios.
A significant portion of the course focuses on preparation — most negotiation outcomes are shaped before anyone sits down at the table. You will build a personal preparation framework you can reuse across different contexts, whether you are negotiating a contract renewal or pushing back on an unrealistic deadline.
Who this suits
Managers, project leads, sales professionals, and anyone who regularly needs to reach agreements with people who have different priorities. No prior negotiation training is required, though participants with some experience will find the advanced modules particularly useful.
- Six live sessions over three weeks
- Role-play exercises with recorded feedback
- Written case analysis with instructor review
- Access to session recordings for 90 days
Preparation is not a formality — it is where most of the actual negotiating happens.