Communication and Negotiation: Training Course Outline

Overview

• This intensive five-day course equips participants with essential communication and negotiation skills to excel in complex professional environments.
• Combining theory with practical exercises, the course covers negotiation frameworks, communication techniques, conflict resolution, and strategic deal-making.
• Designed to build confidence and competence, it prepares delegates to influence outcomes, manage relationships, and achieve win-win agreements in diverse contexts.

Learning Objectives

• Understand key communication principles and negotiation processes, including preparation, bargaining, and closure.
• Develop advanced negotiation strategies to create and claim value effectively.
• Enhance interpersonal skills such as active listening, questioning, persuasion, and emotional intelligence.
• Learn to analyse interests, alternatives (BATNA), and relationships to optimise negotiation outcomes.
• Gain practical experience through role plays, simulations, and case studies to apply skills in real-world scenarios.
• Build confidence to manage difficult conversations and cross-cultural negotiations.

Training Methodology

• Highly interactive sessions combining formal presentations, group discussions, and experiential learning.
• Use of case studies and real-world negotiation simulations to reinforce concepts.
• Role-playing exercises to practice communication styles, bargaining tactics, and conflict resolution.
• Self-assessments and peer feedback to enhance self-awareness and continuous improvement.
• Blended learning approach with pre-course materials and post-course action planning.
• Facilitated by expert trainers with extensive negotiation and communication experience.

Organisational and Personal Impact

• Organisations benefit from improved negotiation outcomes, stronger partnerships, and enhanced internal collaboration.
• Participants develop critical leadership and management skills that increase operational effectiveness.
• Enhanced ability to resolve conflicts constructively reduces costly disputes and fosters a positive workplace culture.
• Improved communication leads to clearer expectations, better teamwork, and higher employee engagement.
• Personal career growth through mastery of negotiation and communication as essential professional competencies.

Target Audience

• Mid to senior-level managers and team leaders responsible for negotiations with clients, suppliers, and internal stakeholders.
• Sales, procurement, project managers, and professionals involved in contract discussions or partnership building.
• Individuals seeking to improve interpersonal communication, influence skills, and conflict management.
• Anyone aiming to enhance their ability to negotiate effectively in both professional and personal contexts.

Course Outline

Day 1: Foundations of Communication and Negotiation

• Introduction to communication models and negotiation fundamentals
• Understanding interests vs positions; the negotiation process stages
• Building rapport and trust through effective communication
• Self-assessment: identifying personal communication and negotiation styles

Day 2: Preparation and Planning for Negotiation Success

• Research and analysis: BATNA, WATNA, and stakeholder mapping
• Setting clear objectives and defining negotiation parameters
• Cultural awareness and adapting communication for diverse audiences
• Practical exercise: negotiation planning and role assignment

Day 3: Negotiation Strategies and Tactics

• Value-creating vs value-claiming tactics
• Persuasion techniques and managing emotions during negotiation
• Handling difficult situations: objections, deadlocks, and power dynamics
• Simulation: multi-issue negotiation with feedback and debrief

Day 4: Advanced Communication Skills for Negotiators

• Active listening, questioning techniques, and non-verbal communication
• Managing conflict and turning challenges into opportunities
• Influencing and framing proposals for maximum impact
• Role play: managing high-stakes negotiations and stakeholder interests

Day 5: Closing, Implementation, and Continuous Improvement

• Closing techniques and ensuring commitment to agreements
• Post-negotiation evaluation and relationship management
• Developing a personal action plan for applying skills on the job
• Group discussion: lessons learned and course wrap-up

Conclusion

• Mastery of communication and negotiation is a transformative skill set that drives individual and organisational success.
• This course empowers participants to approach negotiations strategically, communicate persuasively, and build lasting relationships.
• Graduates will leave equipped to navigate complex negotiations confidently, delivering value for themselves and their organisations.
• Continuous practice and reflection post-training will ensure sustained growth and measurable impact.