Negotiation Fundamentals

  • Overview
  • Day 1
  • Day 2
Negotiation Fundamentals

Training Workshop – Module Overview

Innesskirk’s innovative “Negotiation Fundamentals”is an intensive workshop that provides a clear foundation of the skills essential to an effective negotiator; with clear, practical guidelines every step of the way.

Tutorial sessions, real-world case studies, practical exercises, presentations and syndicate work make this an action-packed, hands-on course.

Workshop Objectives - Delegates Will Be Able To…

  • Accept a negotiation challenge with confidence
  • Prepare effectively for any negotiation - salary, resource, pricing, etc.
  • Recognize qualities of an effective negotiator
  • Understand the possible outcomes of negotiations
  • Communicate effectively during any form of negotiation

Post Workshop - iIMPACT™ Program

iIMPACT™ Project – Delegates identify a work-related project during the last hour of the training that will be used as a measurable indicator of successful application and implementation of the training content.

iIMPACT™ Coaching – The delegates participate in custom-designed coaching sessions to facilitate the completion of their iIMPACT™ Project.   Delegates document the project’s life cycle and all related issues in the provided coaching booklet.

Course Outline : 

Workshop Agenda – Day One


Introduction And Course Objectives
Agenda begins with the introduction of course, material, methodology and pedagogy. Instructor coordinates introduction of delegates through icebreaker activity.

Introduction To Negotiation
Instructor leads an introduction to the negotiation process: the qualities of an effective negotiation; a review of international skilled negotiators; and a personal evaluation of individual strengths and weaknesses as a negotiator.

Negotiation And Influencing Styles
Delegates learn to evaluate different negotiation styles; the psychometric evaluation of influencing styles; and effective methods to influence people.


Negotiation Skills Practice
Teams practice negotiation process skills and review the process to determine areas for improvement. We use this practical exercise to improve the process step by step.

Negotiation Process And Possible Outcomes
Participants review the processes discovered during the practice session and discuss possible outcomes.

Impact Of Body Language On Effective Negotiations
Behavior and body language is decoded; its implications on professional communications and behavioral impact of effective professional communication.

Listening And Questioning Techniques
The role of questioning and listening in effective negotiations is reviewed. Different listening styles are identified and samples of effective questioning are reviewed.

Negotiation Variables
Delegates discuss approaches to negotiation variables to accomplish their goals.

Review the main points of interest of the day and prepare for a challenge tomorrow. Preview day two.


Workshop Agenda – Day Two


Negotiation Challenge (Individual)
Delegates use their prepared negotiation plans to negotiate an assigned task to achieve the best possible result.

How To Prepare For A Negotiation
Preparing for a negotiation means preparing for issues prior, during and after negotiation tasks, including opening a negotiation.

Key Points And Negotiation Techniques
The negotiation process is analyzed; key strategies and techniques are explained for each phase.


Pitfalls And Common Negotiation Mistakes
Delegates discuss common mistakes and tactics which can damage the long-term relationships as well as actions to prevent or mitigate the damage.

Cultural Impact On Negotiation
Instructor provides an understanding of the influence of culture on negotiations; the importance of organizational culture; and cross-cultural influence on effective negotiations.

Identification Of iIMPACT™ Project
Delegates are assigned to groups and asked to identify a project which will require the use of the new knowledge and information received during the workshop. This will allow the delegates to transfer the new knowledge into skills and effective work habits.

Review the main points of interest for the course, deliver course administration like evaluation, action plan, certificates.

2 Days

Signups closed for this Public Training Courses