🎯 Course Description:
This certification course is designed for professionals who want to master advanced negotiation techniques and achieve expert-level competency in both domestic and international negotiation environments. The program combines psychology, strategy, tactics, and communication skills, enabling participants to manage high-pressure, complex negotiations with confidence and success.
Through intensive case studies, simulations, and role-plays, participants will gain the tools needed to maximize outcomes, manage conflict, and build long-term agreements in competitive and collaborative settings.
👥 Who Should Attend:
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Senior managers and dealmakers
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Procurement and supply chain professionals
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Sales executives and key account managers
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Project leaders, lawyers, and contract managers
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Anyone involved in complex or high-stakes negotiations
🗓️ Day 1: The Psychology and Structure of Negotiation
| Time | Topic |
|---|---|
| 08:30 – 09:00 | Welcome, Introductions, Certification Overview |
| 09:00 – 10:30 | Understanding Human Behavior in Negotiation |
| 10:30 – 10:45 | ☕ Coffee Break |
| 10:45 – 12:15 | Negotiation Frameworks: Interests, Positions, Needs, Power |
| 12:15 – 01:15 | 🍽 Lunch Break |
| 01:15 – 02:45 | Principled vs. Positional Negotiation |
| 02:45 – 03:00 | ☕ Coffee Break |
| 03:00 – 04:30 | Workshop: Analyzing real-world negotiation scenarios |
🗓️ Day 2: Planning, Power, and Influence
| Time | Topic |
|---|---|
| 08:30 – 10:00 | Developing a Negotiation Strategy (BATNA, WATNA, ZOPA) |
| 10:00 – 10:15 | ☕ Coffee Break |
| 10:15 – 12:15 | Sources of Power in Negotiation – Formal and Informal |
| 12:15 – 01:15 | 🍽 Lunch Break |
| 01:15 – 02:45 | Influence and Persuasion Techniques in Negotiation |
| 02:45 – 03:00 | ☕ Coffee Break |
| 03:00 – 04:30 | Case Study: Using leverage and power to shift negotiation dynamics |
🗓️ Day 3: Advanced Tactics, Objections, and Conflict Resolution
| Time | Topic |
|---|---|
| 08:30 – 10:00 | Common Negotiation Tactics and How to Respond |
| 10:00 – 10:15 | ☕ Coffee Break |
| 10:15 – 12:15 | Managing Difficult Negotiators and De-escalating Conflict |
| 12:15 – 01:15 | 🍽 Lunch Break |
| 01:15 – 02:45 | Turning Deadlocks into Progress |
| 02:45 – 03:00 | ☕ Coffee Break |
| 03:00 – 04:30 | Role Play: Objection handling and tough negotiation scenarios |
🗓️ Day 4: Cross-Functional, Virtual, and Team Negotiations
| Time | Topic |
|---|---|
| 08:30 – 10:00 | Negotiating in Teams and Internal Stakeholder Alignment |
| 10:00 – 10:15 | ☕ Coffee Break |
| 10:15 – 12:15 | Virtual Negotiation Best Practices and Tools |
| 12:15 – 01:15 | 🍽 Lunch Break |
| 01:15 – 02:45 | Cross-Departmental Negotiations (Sales vs. Procurement) |
| 02:45 – 03:00 | ☕ Coffee Break |
| 03:00 – 04:30 | Simulation: Cross-functional internal negotiation |
🗓️ Day 5: Master Simulation and Certification
| Time | Topic |
|---|---|
| 08:30 – 10:00 | Review of Tools and Negotiation Planning Canvas |
| 10:00 – 10:15 | ☕ Coffee Break |
| 10:15 – 12:15 | Final Negotiation Simulation (Complex Multi-Party Deal) |
| 12:15 – 01:15 | 🍽 Lunch Break |
| 01:15 – 02:45 | Debrief and Lessons Learned from Simulation |
| 02:45 – 03:00 | ☕ Coffee Break |
| 03:00 – 04:30 | Certification Exam, Feedback, Closing, Certificate Distribution |
📂 Course Materials Provided:
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Certified Negotiation Expert course workbook
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Negotiation planning templates (BATNA, ZOPA, Power Grid)
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Role-play scenarios and case studies
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Objection handling toolkit
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Final simulation guide and debrief sheet
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Exam and Certified Negotiation Expert certificate
