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ICTD International Centre for Training and Development

Available dates

Oct 20—24, 2019
5 days
Kuala Lumpur, Malaysia
USD 4200
USD 840 per day


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About the course

The ability to negotiate successfully is one of the most basic of the businessperson’s skill sets. Significant positive or negative impacts are made to every organizations bottom line from the results of the negotiations conducted by their employees with outside firms. It is therefore essential for the continued success of any organization that employees are well trained and experienced in the planning, strategies and conducting of negotiations. This course is designed to provide strong competencies in the methods and strategies that will result in successful negotiations with suppliers and contractors.

Course Objectives

By the end of this training course the delegates will be able to:

  • Identify What Is Negotiable in Typical Business Situations
  • Apply the Six Stages of Negotiation
  • Apply the Principles of Persuasion to a Negotiation
  • Identify Ways to Adjust Communication Styles to Achieve Agreement
  • Craft a Negotiation Strategy for a Business Negotiation

Course Outline

Day 1

The Criticality of Successful Negotiations

  • Why are we here?
  • Our responsibilities as agents
  • Negotiation skill sets
  • Who wins negotiations
  • The most important thing to remember in negotiations
  • Steps in negotiation preparation
  • Comparing approaches in negotiations
  • What gets negotiated
  • Timing as an issue
  • Negotiation exercise

Day 2

The Expert Negotiator Defines Many Issues

  • Payment terms and progress payments
  • Transportation issues
  • Pricing issues
  • Warranties and spare parts issues
  • Acceptance terms
  • Liquidated damages
  • Training
  • Negotiation exercise

Day 3

Valuing Issues for Both Sides

  • Rating and issue types
  • Total cost of ownership considerations
  • Negotiating contractor contingencies
  • Economic price adjustment clauses
  • Standards of ethics in purchasing and contracting conduct
  • Sharp practices
  • Assess strength and weaknesses
  • Evaluating your position
  • The 4 sets of needs present in any negotiation
  • Negotiation exercise

Day 4

Defining the Negotiation Objectives

  • Determining initial positions
  • Negotiation objectives diagram
  • Negotiations planning forms
  • Impact of other influences
  • Pre-negotiation exchanges
  • Final preparation
  • Determine strategies
  • Negotiation exercise

Day 5

Common Negotiation tactics and Countermeasures

  • 18 important negotiation points to remember
  • Ending deadlocks in negotiations
  • Undermining techniques
  • Delaying action
  • Questioning tactics
  • Negative concessions strategy
  • The ‘if’ statement
  • Be careful of comparative options
  • The funny money technique
  • Post review and analysis

Course Methodology

A variety of methodologies will be used during the course that includes:

  • (30%) Based on Case Studies
  • (30%) Techniques
  • (30%) Role Play
  • (10%) Concepts
  • Pre-test and Post-test
  • Variety of Learning Methods
  • Lectures
  • Case Studies and Self Questionaires
  • Group Work
  • Discussion Presentation

Who should attend

Professional involved in:

  • Projects, Contracts, Purchasing, Contract Administration
  • Operations, Maintenance, Quality and Engineering
  • Other company activities that expose them or their staff’s to negotiations with contractors and suppliers and who want to improve their competency in this critical area of performance.

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