Negotiation Skills

Although people often think of corporate tussles in boardrooms, suits, and million dollar deals when they hear the word "negotiation", the truth is that we negotiate all the time.

Whilst the skills learnt in this course are directly applicable to those 'boardroom scenes' participants in this negotiation course will learn to more effectively negotiate in common scenarios such as:

  • with contractors on both work performance and rates
  • as a buyer and seller of a good or service in a commercial setting
  • renegotiating their work conditions/salary
  • negotiating with co-workers and managers in common workplace scenarios
Course Objectives: 

This Negotiation Skills Training program will give participants an understanding of the phases of negotiation, tools to use during a negotiation and ways to build win-win solutions for all those involved.

Target Audience: 
Personal Assistant
Project Manager
Sales Personnel
Site Supervisor
In-house Course Fee: 
RM4000 per day
Number of days: 
Course Methodology: 

Presentations, role-plays, group discussion, lectures

Course Outlines: 

Lesson 1: Understanding Negotiation

  • Types of Negotiation
  • The Three Phases
  • Skills for Successful Negotiation

Lesson 2: Getting Prepared

  • Establishing your WATNA and BATNA
  • Identifying your WAP
  • Identifying your ZOPA

Lesson 3: Laying the Groundwork

  • Setting the Time and Place
  • Establishing Common Ground
  • Creating a Negotiation Framework

Lesson 4: Phase One - Exchanging Information

  • Getting off on the Right Foot
  • What to Share
  • What to Keep to Yourself

Lesson 5: Phase Two - Bargaining

  • What to Expect
  • Techniques to Try
  • How to Break an Impasse

Lesson 6: About Mutual Gain

  • Three Ways to see your Options
  • About Mutual Gain
  • Creating a Mutual Gain Solution

Lesson 7: Phase Three - Closing

  • Reaching a Consensus
  • Building an Agreement
  • Setting the Terms of the Agreement

Lesson 8: Dealing with Difficult Issues

  • Being Prepared for Environmental Tactics
  • Dealing with Personal Attacks
  • Controlling your Emotions
  • Deciding when it's Time to Walk Away

Lesson 9: Negotiating Outside the Boardroom

  • Adapting the Process for Smaller Negotiations
  • Negotiating via Telephone
  • Negotiating via E-mail

Lesson 10: Negotiating on Behalf of Someone Else

  • Choosing the Negotiating team
  • Covering all the Bases
  • Dealing with Tough Questions

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Contact Us


Jimmy Ong Tel: ‭+60 16 216 1383‬ (Call on Whatsapp for free)