Workshop Overview

“Everything is negotiable. Whether or not the negotiation is easy is another thing”

The Master Negotiator is a dynamic hands-on workshop that enables participants to practice their negotiation skills as well as experience the full process of fruitful negotiation. 

Through this workshop participants will be able to identify the types of negotiations, the phases of negotiations, and the skills needed for successful negotiating through a series of role-plays based on Harvard business cases.

Learning Outcomes

1. Identify why negotiations fail; the barriers to a good negotiation and the goals of an effective one
2. Differentiate the five conflict handling modes and different negotiation styles
3. Examine the four Harvard negotiation principles
4. Review the phases of deal negotiation
5. Discuss tactics for handling difficult situations 
6. Take home a toolkit for mastering any negotiation

Workshop Content

Module One: Introduction

• • What defines negotiation
  • Importance of a successful negotiation
  • Why negotiations fail
  • How to become a good negotiator

Module Two: Essentials of Negotiation

• Goals of effective negotiation
• The Barriers to a good negotiation
• The four mental modes of negotiation
• Negotiation concepts

Module Three:  Situational Negotiation

• 5 Conflict-handling modes
• Negotiation Styles
• Developing assertiveness
• Collaborative negotiation

Module Four: Harvard Principles

• Four critical assessments for negotiation
• Four Harvard Negotiation Principles

Module Five: Phases of Deal Negotiation

• Ladder of inference
• Fisher Analysis Circle Chart
• Rules of good listening 
• Tools for bargaining
• Closing the negotiation

Module Six: Difficult Situations

• Hierarchy of difficult tactics
• Breaking impasses or deadlocks
• Negotiation tactics

Module Seven: Tool Kits for Negotiation

• Quick planning guide for any negotiation
• Seven elements of negotiation

Who should attend?

• Salespeople – Especially B2B
• Purchasing Department
• People Managing Different Internal And External Stakeholders
• Account Managers, High Level Managers In Any Function

Workshop Fees: EGP 3,200