🎯 Course Description:
This intensive certification course equips professionals with the advanced negotiation skills needed to operate effectively in international and cross-cultural business environments. The program blends negotiation theory with real-world practice, covering areas such as negotiation styles, intercultural communication, high-stakes deal-making, multi-party negotiation, and conflict resolution.
Participants will engage in simulations, case studies, and interactive exercises to build confidence and mastery in complex global negotiations — whether in procurement, sales, legal, diplomatic, or project settings.
👥 Who Should Attend:
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Senior managers and executives involved in international deals
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Procurement, sales, and contract professionals
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Project managers and commercial leads
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Legal advisors and compliance officers
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Professionals engaged in high-value or cross-border negotiations
🗓️ Day 1: Foundations of International Negotiation
| Time | Topic |
|---|---|
| 08:30 – 09:00 | Welcome, Course Overview, Introductions |
| 09:00 – 10:30 | The Nature of Negotiation – Principles, styles, and strategy |
| 10:30 – 10:45 | ☕ Coffee Break |
| 10:45 – 12:15 | Distributive vs. Integrative Negotiation – Knowing when and how |
| 12:15 – 01:15 | 🍽 Lunch Break |
| 01:15 – 02:45 | Cross-Cultural Challenges in Global Negotiations |
| 02:45 – 03:00 | ☕ Coffee Break |
| 03:00 – 04:30 | Workshop: Self-assessment of negotiation style and cultural profile |
🗓️ Day 2: Preparation, Planning, and Power in Negotiation
| Time | Topic |
|---|---|
| 08:30 – 10:00 | Negotiation Preparation Framework (BATNA, ZOPA, Objectives) |
| 10:00 – 10:15 | ☕ Coffee Break |
| 10:15 – 12:15 | Understanding and Leveraging Power and Influence in Negotiation |
| 12:15 – 01:15 | 🍽 Lunch Break |
| 01:15 – 02:45 | Stakeholder Analysis and Role of Emotions in Negotiation |
| 02:45 – 03:00 | ☕ Coffee Break |
| 03:00 – 04:30 | Case Study: Planning for a multi-party international negotiation |
🗓️ Day 3: Communication, Tactics, and Counter-Tactics
| Time | Topic |
|---|---|
| 08:30 – 10:00 | Verbal and Non-Verbal Communication in Negotiation |
| 10:00 – 10:15 | ☕ Coffee Break |
| 10:15 – 12:15 | Tactics, Ploys, and Counter-Tactics in International Negotiation |
| 12:15 – 01:15 | 🍽 Lunch Break |
| 01:15 – 02:45 | Dealing with Difficult People and High-Stakes Conflict |
| 02:45 – 03:00 | ☕ Coffee Break |
| 03:00 – 04:30 | Simulation: Competitive vs. collaborative negotiation scenario |
🗓️ Day 4: Cross-Border, Multi-Party, and Virtual Negotiations
| Time | Topic |
|---|---|
| 08:30 – 10:00 | Multi-Party and Team Negotiations – Structure and coordination |
| 10:00 – 10:15 | ☕ Coffee Break |
| 10:15 – 12:15 | International and Cross-Border Negotiations: Legal and Cultural Factors |
| 12:15 – 01:15 | 🍽 Lunch Break |
| 01:15 – 02:45 | Virtual Negotiations – Tools and Etiquette in Remote Settings |
| 02:45 – 03:00 | ☕ Coffee Break |
| 03:00 – 04:30 | Workshop: Cross-cultural case simulation (Asia/Europe/USA) |
🗓️ Day 5: Ethics, Implementation, and Final Simulation
| Time | Topic |
|---|---|
| 08:30 – 10:00 | Ethics and Integrity in International Negotiation |
| 10:00 – 10:15 | ☕ Coffee Break |
| 10:15 – 12:15 | Translating Agreement into Action: From MOU to Contract |
| 12:15 – 01:15 | 🍽 Lunch Break |
| 01:15 – 03:00 | Final Simulation: Complex international negotiation role-play |
| 03:00 – 03:15 | ☕ Coffee Break |
| 03:15 – 04:30 | Feedback, Certification Exam, Closing Remarks, Certificate Ceremony |
📂 Course Materials Provided:
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International negotiation course manual
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BATNA/ZOPA planning templates
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Case studies from real global negotiations
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Role-play scripts for simulation exercises
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Cultural negotiation style reference guides
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Final exam and Certified International Professional Negotiator certificate
