Training on Negotiation Skills: Mastering the Art of Deal Making Strategies
Master negotiation skills to close deals effectively. Learn advanced negotiation strategies, tactics, and techniques to achieve optimal outcomes.
Next intake
20 Jul 2026 · Nakuru
Duration
5 days
Live instruction
Delivery
Physical + Virtual
Cohort based
Level
Intermediate
Working professionals
Certification
NITA reimbursable
For Kenyan cohorts
Language
English
All materials
About this programme
Negotiation is one of those under-rated management skills that has become increasingly essential in business and organizations of all kinds. At once, it can be a great reputation enhancer (when the negotiator appears to achieve the “impossible”) but it can also bring the direct opposite if deals fail – or results do not reach the organisation’s expectations.
This training course provides an essential insight into deal-making strategies that can help bridge the gap between “barely acceptable” and a “winning result”. In a “no risk” environment, participants will learn from an acknowledged leader in the field, returning to work with a clear personal action plan for their continuing development.
Course Duration
5 Days
Who Should Attend
- Business professionals involved in negotiations
- Managers and team leaders
- Sales and purchasing professionals
- Project managers
- Legal professionals
- Entrepreneurs and business owners
- Anyone looking to improve their negotiation skills
What you'll walk away with
By the end of this course, participants will:
- Understand the fundamentals of negotiation and the key principles that drive successful outcomes.
- Identify different negotiation styles and approaches, and determine the most effective style for various situations.
- Develop strategies for preparing and planning for negotiations, including setting objectives and understanding the interests of all parties involved.
- Enhance communication skills to effectively articulate needs, listen actively, and build rapport with counterparts.
- Apply techniques for managing and resolving conflicts during negotiations to maintain positive relationships.
- Utilize tactics for closing deals and ensuring mutually beneficial agreements.
- Gain confidence in handling complex negotiations and overcoming common challenges.
What we cover, module by module
Module 1:The Why and How of Negotiation
- Personal impact factors for persuasion and influence
- Techniques to build personal influence
- Alternatives to negotiation
- Reasons for poor negotiation outcomes
- Profile of a skilled negotiator
- Cultural and international aspects
- Key phases of successful negotiation
- Planning objectives and preparation
- One-to-one negotiation practice
- Observation and feedback skills
- Case Study: Poorly prepared negotiation leading to lost contract opportunity
Module 2:How to “Bridge the Gap” and Handle Obstacles
- Building flexibility into proposals
- Opening negotiations effectively
- Building and managing trust
- Power and needs analysis
- Negotiation tactics and concessions
- Handling impasses
- Bargaining dynamics and perception
- Practical negotiation exercises
- Case Study: Overcoming a pricing deadlock in supplier negotiations
Module 3:Negotiating Through Conflict Situations
- Communication styles in negotiation
- Handling difficult behaviors
- Non-verbal communication
- Conflict resolution approaches
- Managing positional vs principled negotiation
- Dealing with escalating conflict
- Team and task-focused negotiation
- Case Study: Resolving a procurement–supplier contract dispute
Module 4 :Team Negotiation Strategies in the Real World
- Roles and responsibilities in negotiation teams
- Team strategy and coordination
- Building cohesion and commitment
- Managing group dynamics
- Psychological aspects of negotiation teams
- Practical team exercises
- Case Study: Multi-stakeholder negotiation requiring coordinated team strategy
Module 5:Skilled Negotiators Learn from Experience
- Achieving personal and organizational success
- Applying learning in real situations
- Improving focus and listening skills
- Personal development planning
- Learning from past negotiations
- Continuous improvement practices
- Case Study: Key lessons from a successful high-value negotiation deal
Where the change lands
Organizational Impact
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Achieves more favorable outcomes and better deals.
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Leads to enhanced reputation and credibility.
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Improves relationships with clients and partners.
Personal Impact
-
Provides an essential and in-demand skill set.
-
Is crucial for career progression into senior leadership and strategic roles.
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Builds the confidence to lead and champion successful deal-making initiatives.
Dates and locations
Upcoming intakes
Every intake is limited to a small cohort. Booking closes when a date fills or three weeks before the start, whichever comes first.
| City | Starts | Ends | Delivery | Book |
|---|---|---|---|---|
NakuruNext | 20 Jul 2026 | 24 Jul 2026 | In-Person | Book |
Kigali | 20 Jul 2026 | 24 Jul 2026 | In-Person | Book |
Accra | 20 Jul 2026 | 24 Jul 2026 | In-Person | Book |
Kisumu | 27 Jul 2026 | 31 Jul 2026 | In-Person | Book |
Johannesburg | 27 Jul 2026 | 31 Jul 2026 | In-Person | Book |
Dakar | 27 Jul 2026 | 31 Jul 2026 | In-Person | Book |
- NakuruNext
20 Jul → 24 Jul·In-Person
Book this intake - Kigali
20 Jul → 24 Jul·In-Person
Book this intake - Accra
20 Jul → 24 Jul·In-Person
Book this intake - Kisumu
27 Jul → 31 Jul·In-Person
Book this intake - Johannesburg
27 Jul → 31 Jul·In-Person
Book this intake - Dakar
27 Jul → 31 Jul·In-Person
Book this intake
Common questions.
Still not sure? Send us a note and a facilitator will get back to you within a business day.
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Course finder
Find the right course for you
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For corporate teams
Training 10+ professionals?
We deliver Training on Negotiation Skills: Mastering the Art of Deal Making Strategies in-house at your offices, at a venue we arrange, or fully virtual. Customise the curriculum against your KPIs, and get a bespoke price for the cohort size you need.