Negotiation Skills Training

Negotiation is an important skill we use in everyday life.  Organizations are involved in negotiations with clients, vendors and with different departments within.  Negotiations, when properly done, can resolve conflict and create goodwill and trust. It is therefore essential that employees are trained in conducting negotiations in a positive and confident manner.

Duration: 2 days

Mode: Classroom / Online

Benefits for the organization

Negotiation skills help employees to make better agreements with clients and suppliers.  Negotiation skills help employees understand the long term interests of your customers and to proactively move to address them and create enduring business relationships. 

Learning Objectives

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

• Understand the principles and psychology of negotiation in B2B and industrial contexts
• Analyze different negotiation styles and their impact on outcomes
• Prepare for negotiations using structured frameworks and data-driven insights
• Communicate assertively while maintaining rapport with stakeholders
• Resolve impasses and handle difficult negotiators effectively
• Apply negotiation strategies in real-life manufacturing scenarios: vendor deals, internal alignment, customer expectations, and more

Course Contents

Day 1 – Foundations, Styles & Preparation

• Module 1: Introduction to Negotiation

The Role of Negotiation in Industrial Environments

Distributive vs. Integrative Strategies

Common Negotiation Pitfalls and How to Avoid Them

Characteristics of a Successful Negotiator

• Module 2: Understanding Negotiation Styles

Self-Assessment: What’s Your Default Style?

Strengths and Weaknesses of Each Style

Adapting Styles to Stakeholders (e.g., clients, suppliers)

Building Flexibility Without Losing Authenticity

• Module 3: Mastering Preparation

Defining BATNA and Knowing Your Walkaway

Calculating ZOPA and Using Anchors

Conducting Research and Pre-Negotiation Intelligence

Framing the Agenda and Setting Expectations

• Module 4: Communicating with Influence

Verbal Precision: The Power of Framing

Non-verbal Impact: Body Language and Timing

Asking Insightful Questions to Unlock Hidden Needs

Managing Emotions During Tense Discussions

Day 2 – Real-World Tactics, Role Plays & Leadership Integration

• Module 5: Managing Conflict & Difficult Negotiators

Recognizing Conflict Patterns and Triggers

Strategies for Dealing with Hardball Tactics

De-escalation and Reframing Under Pressure

Preserving Long-Term Relationships While Standing Firm

• Module 6: Creative Problem-Solving in Negotiation

“Expanding the Pie” – Finding Mutual Gains

Bundling & Trade-offs in Complex Deals

Managing Deadlocks & Objections with Agility

Case Study: Strategic Vendor Re-Negotiation

• Module 7: Final Simulation & Strategic Debrief

Full Simulation Prep: Roles, Objectives & Materials

Live Simulation – Team-Based Negotiation

Feedback Session: Facilitator & Peer Perspectives

Lessons Learned & Behavioral Reinforcement

• Module 8: Embedding Skills into Daily Leadership

How to Reflect on and Journal Your Negotiations

Turning Skills into Habits with Daily Practices

Linking Negotiation to KPIs (e.g. cost savings, vendor efficiency)

Your Personal Action Plan – Next 30/60/90 Days