Negotiation Skills Certification Workshop

Module 1: Principles and psychology of negotiation

• Define different types of negotiation: distributive vs integrative
• Understand the psychology and behavior of negotiation
• Explore key concepts like BATNA, ZOPA and anchoring
• Activity: Self-assessment of negotiation style and approach

Module 2: Planning and preparation for negotiation

• Conduct stakeholder and interest analysis
• Build your negotiation strategy using a planning matrix
• Define goals, concessions and walk-away points
• Case-based exercise: Negotiation planning

Module 3: Communication skills in negotiation

• Use questioning and active listening to uncover interests
• Apply persuasive language and tone for influence
• Read and adapt to body language cues

Module 4: Managing conflict and difficult negotiations

• Identify conflict triggers and escalation patterns
• Use reframing and problem-solving in tense situations
• Apply strategies to manage emotional reactions
• Activity: Role-play high-conflict negotiation scenario

Module 5: Power, persuasion and ethics in negotiation

• Understand power dynamics and leverage
• Apply persuasion techniques ethically
• Navigate manipulation, pressure tactics and integrity boundaries

Module 6: Negotiation in cross-cultural and virtual settings

• Explore cultural factors that affect negotiation style
• Tailor communication for remote/online negotiation
• Build rapport and trust in digital negotiations
• Activity: Cross-cultural negotiation simulation

Module 7: Team and multi-party negotiations

• Plan and manage team-based negotiations
• Assign roles and align internal objectives
• Deal with coalitions, multiple stakeholders and alliances
• Activity: Mock group negotiation exercise

Module 8: Closing and post-negotiation follow-up

• Recognize signals for closing and sealing the deal
• Draft agreements and confirm mutual understanding
• Conduct debriefs and relationship management
• Activity: Practice finalizing a deal and writing a deal summary