e-lerniq series

Negotiation Skills

Typical Audience

New Leaders and Managers
Management Staff
Sr Management
Anyone involved in negotiations


12 Modules
Case studies
Learn at your own pace

E-Learning Session Length

2 hrs

Language of Delivery



Certificate of Participation

Format Available

"When dealing with people, remember you are not dealing with creatures of logic, but with creatures of emotion."
Dale Carnegie

Negotiation Skills
e-Learning Session

When it comes to negotiating, it's important to remember that there is no one-size-fits-all approach. Every negotiation will be different and will require a different strategy. However, there are some basic negotiation fundamentals that you can learn and use as a foundation for your negotiations.

First and foremost, it's important to understand your negotiation partner. What are their goals? What are their needs? What is important to them? Once you have a good understanding of your negotiation partner, you can start to think about what might be fair for both of you. You don't want to settle for less than you deserve, but you also don't want to ask for too much and risk alienating your negotiation partner.

Building confidence is also key when it comes to negotiating. You don't want to come across as unsure or indecisive. Believe in yourself and your ability to reach a fair agreement.With these tips in mind, you're ready to start negotiating! Be prepared, be confident, and most importantly, be flexible. The best negotiations are the ones where both parties feel like they've won something.

What Do Participants Learn in This Online
Negotiation Skills Course?

As a result of participating in this online negotiation skills course, participants will be able to:

  • Understand the basic types of negotiations, the phases of negotiations, and the skills needed for successful negotiating;
  • Understand and apply basic negotiating concepts: WATNA, BATNA, WAP, ZOPA;
  • Lay the ground for negotiation;
  • Identify what information to share and what to keep to yourself;
  • Understand basic bargaining techniques;
  • Apply strategies for identifying mutual gain;
  • Understand how to reach consensus and set the terms of agreement;
  • Deal with personal attacks and other difficult issues;
  • Use the negotiating process to solve everyday problems;
  • Negotiate on behalf of someone else.

What Points are Going to be Covered in This Online
Negotiation Skills Course?

  • Understanding Negotiation (types, phases, tips for successful negotiation);
  • Getting prepared (establish WATNA and BATNA, identify your WAP, ZOPA, personal preparation);
  • Laying the Groundwork (set time and place, establish common ground, create a negotiation framework, the negotiation process);
  • Exchanging information (what to share and what to keep for yourself);
  • Bargaining (what to expect, techniques to try, how to break an impasse);
  • About Mutual Gain (see your options, mutual gain solution);
  • Closing the Negotiation (reaching consensus, building agreement, setting the terms of the agreement);
  • Dealing with Difficult Issues (environmental tactics, personal attacks, controlling emotions, deciding when it’s time to walk away);
  • Negotiating Outside the Boardroom (adapting the process for smaller negotiations, negotiations via telephone, email);
  • Negotiating On Behalf Of Someone Else (choosing the negotiating team, covering all the basis, dealing with tough questions).