This courseware is available in a Virtual Classroom configuration.

Negotiation Skills Professional

This course focuses on effective negotiation techniques to be successful in different situations and with people holding different levels of power. The course evaluates how…

Certificate None
Duration 2 Days
Delivery Blended, Classroom, Virtual Classroom
Languages English

What is included in Negotiation Skills Professional

Course Description

This course focuses on effective negotiation techniques to be successful in different situations and with people holding different levels of power. The course evaluates how negotiations impact the organizations and ourselves. Reflect on the different outcomes that can be achieved through negotiation and understand which outcomes are acceptable for the intended objectives. Finally participants reflect on the influencing process and how one can achieve things without having the authority or power.

Each module has been carefully selected based on the intake and skills gaps of the specific audience. After a brief introduction, participants are given 1 to 2 minutes to introduce themselves, practicing their presentation and communication skills (if the intake has included the requested video, this introduction will only be 1 minute).

Course Information

Certification: None

Duration: 2 Days

Domain: Process Improvement

Delivery Method: Blended, Classroom, Virtual Classroom


Available Languages: English

Purchase Options: Pay Per Use Courseware


  • Managers

Learning Objectives

At the end of this course, you will be able to:

  • Define negotiation and influencing stages and how to do so effectively.
  • Understand different aspects of negotiating: persuasion, manipulation, assertiveness, rationalisation, and active listening.
  • Understand individuals and organisations (attitude, behaviour and culture). What each party expects, dealing with emotions, and resistance.
  • Power play: who is in control and how to change it – tactics and coordination of power. The importance of knowledge.
  • Understand communication strategies, effectiveness in communicating, verbal and nonverbal
  • Orchestrating a plan: positioning, anticipating problems, managing conflicts, and  approaching others for help.
  • Understand interpersonal skills: importance of self-awareness, adapting expectations, and resilience.
  • Understand results: risk assessment, damage control, keeping good relationships, win-win outcomes.
  • Understand how to use BAPNA, ZOPA, negotiation canvas and other tools and strategies.
  • Understand how communication and presentation skills empower your negotiation abilities.

Course Outline


Before We Begin

  • Welcome/Introductions
  • Purpose/Inspiration
  • Course Dynamics
  • Self Evaluation on Basic Negotiation Skills Knowledge – Class Discussion

Negotiation Canvas

  • Understanding the Methodology
  • Think, Feel, See, Hear, Say and Do
  • Giving and Taking
  • Points of Interest
  • Plan B (Key Arguments and Drawbacks)



  • BATNA – Best Alternative to a Negotiated Agreement Intro
  • Example/Role play: Selling a Car
  • ZOPA – Zone of Possible Agreement or “bargaining range” Intro
  • Example/Role Play: Overcoming a Negative Bargaining Zone


Evaluating Success

  • Defining Negotiation Success
  • Criteria to Evaluate/Measure Success and Effectiveness
  • Exercise/Role Play: Hand Shaking
  • Maintaining a Continued Positive Relationship


Influence and persuasion

  • Definitions
  • General Overview
  • Positive and Negative Ways to Influence
  • Open Discussion: Sun vs Wind Tale
  • Video: Perception and Persuasion
  • Video: The Science of Persuasion


Introduction to Communication and Presentation skills

  • Communication Skills
  • Exercise/Role Play: Connecting Strangers
  • Presentation Skills
  • Exercise/Role Play: Words Clearly Spoken and Silence
  • Video TED: How to Sound Smart – View and Discuss



  • Wrap Up
  • Self Assessment GAP
  • Feedback Form
  • Closing Remarks

Delivery is subject to EdCast Marketplace terms and conditions.

Benefits of Working with ITpreneurs

Ready-to-use training materials means faster time to revenue. Offer relevant training to your clients: order accredited training materials, book exams, and drive results.


Innovative Solutions

We continue to innovate our portfolio. We offer blended learning programs, video-based learning as well as interactive learning tracks.



An intuitive ordering process and fully automated delivery portal that integrates with your own delivery processes make your life easy.


Instructor Support

You get extensive guidance for instructors, ensuring optimal deliveries, every time. Don’t have an instructor? Use one of ours!


Branded Products

Our printed books, ebooks, or printable books are branded with your logo and name. Your customers will log into your branded portal.

icons8-puzzle-100 (1)

Tailored Portfolio

You get various flavors of courseware, ensuring there always is an option that suits your needs.


Click and Consume

A flexible pay-per-use model for courseware, exams and instructors offers you full flexibility instantly.

Triangle Left

Partner with ITpreneurs for Negotiation Skills Professional

Interested in licensing our courseware for your training organization or corporate training environment?

Discover More


New Horizons Trains the IT Generation of Tomorrow with ITpreneurs Products


Using COBIT to Grow Your Training Business


Comparing The Top 5 Best Video Conferencing Apps