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Strategic Negotiation Skills

Curriculum

  • 5 Sections
  • 15 Lessons
  • 5 Days
Expand all sectionsCollapse all sections
  • Module 1: Foundations of Strategic Negotiation
    3
    • 1.1
      Negotiation theories, types, and strategic models
    • 1.2
      Distributive vs. integrative negotiation approaches
    • 1.3
      Phases of negotiation: preparation, engagement, and closure
  • Module 2: Power, Interests & Behavioural Dynamics
    3
    • 2.1
      Identifying interests vs. positions; mapping stakeholder objectives
    • 2.2
      Power sources, leverage, and influence mechanisms
    • 2.3
      Behavioural psychology, cognitive biases, and emotional intelligence
  • Module 3: Communication, Persuasion & Influence Techniques
    3
    • 3.1
      Strategic questioning, framing, and active listening
    • 3.2
      Persuasion strategies, BATNA/WATNA analysis, and concession planning
    • 3.3
      Building rapport, trust, and constructive negotiation climates
  • Module 4: Managing Conflict, Difficult Conversations & Deadlock
    3
    • 4.1
      Conflict-resolution frameworks and negotiation under pressure
    • 4.2
      Handling manipulation, aggression, or uncooperative counterparts
    • 4.3
      Techniques for breaking impasse, reframing issues, and restoring progress
  • Module 5: Advanced, Cross-Cultural & Multi-Party Negotiation
    3
    • 5.1
      Managing coalitions, alliances, and multi-party negotiation settings
    • 5.2
      Cross-cultural behaviour patterns and communication norms.
    • 5.3
      Scenario planning, strategy refinement, and post-negotiation review
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