Course Information

Introduction

This 25-day Negotiation Skills Executive Diploma develops the knowledge and practical skills required to negotiate effectively, build agreement and manage complex business discussions.

The program focuses on negotiation fundamentals, communication in deals, persuasion techniques and conflict control. Participants will learn how to prepare for negotiations, understand stakeholder interests, communicate strategically, influence outcomes and manage disagreements while maintaining professional relationships.

Through practical frameworks, case studies and applied exercises, participants will develop the ability to conduct successful negotiations and create value for all parties involved. The final five days are dedicated to a thesis project, where participants apply the negotiation concepts and tools learned throughout the diploma to analyze a real organizational negotiation challenge and develop an improvement plan.

Objectives

By the end of this Executive Diploma, participants will be able to:

1. Apply negotiation principles and preparation methods to manage different types of business negotiations effectively.

2. Use communication techniques to improve discussions, understand interests and achieve better deal outcomes.

3. Apply persuasion approaches to influence decisions and build mutually beneficial agreements.

4. Manage conflicts during negotiations and develop solutions that preserve relationships and achieve objectives.

5. Complete a practical thesis project that applies negotiation concepts, tools and frameworks to an organizational negotiation challenge and presents an improvement plan.

Who Should Attend?

This Executive Diploma is designed for:

1. Managers and executives involved in business negotiations, agreements and strategic discussions.

2. Sales, procurement and business development professionals responsible for commercial negotiations.

3. Project managers and team leaders managing stakeholder expectations and competing interests.

4. HR professionals and managers involved in workplace discussions and conflict resolution.

5. Professionals seeking to strengthen their negotiation, influence and communication capabilities.

Training Method

• Pre-assessment
• Live group instruction
• Use of real-world examples, case studies and exercises
• Interactive participation and discussion
• Power point presentation, LCD and flip chart
• Group activities and tests
• Post-assessment
If Applicable:
• Each participant receives a 7” Tablet containing a copy of the presentation, slides and handouts

Program Support

This program is supported by:
* Interactive discussions
* Role-play
* Case studies and highlight the techniques available to the participants.

Daily Agenda

Daily Schedule (Monday to Friday)
- 09:00 AM – 10:30 AM Technical Session 1
- 10:30 AM – 12:00 PM Technical Session 2
- 12:00 PM – 01:00 PM Technical Session 3
- 01:00 PM – 02:00 PM Lunch Break (If Applicable)
- Participants are expected to engage in guided self-study, reading, or personal reflection on the day’s content. This contributes toward the CPD accreditation and deepens conceptual understanding.
- 02:00 PM – 04:00 PM Self-Study & Reflection

Please Note:
- All training sessions are conducted from Monday to Friday, following the standard working week observed in the United Kingdom and European Union. Saturday and Sunday are official weekends and are not counted as part of the course duration.
- Coffee and refreshments are available on a floating basis throughout the morning. Participants may help themselves at their convenience to ensure an uninterrupted learning experience Provided if applicable and subject to course delivery arrangements.
- Lunch Provided if applicable and subject to course delivery arrangements.

Part 2 / 5

Effective Communication During Negotiations

- Understanding the role of communication in successful negotiations.
- Developing active listening and questioning techniques.
- Improving clarity and understanding between negotiating parties.


Managing Negotiation Discussions

- Structuring discussions to maintain focus and progress.
- Handling information exchange and sensitive topics professionally.
- Adapting communication approaches to different negotiation situations.


Building Trust in Business Deals

- Developing credibility and professional relationships during negotiations.
- Managing expectations through transparent communication.
- Strengthening long-term partnerships through effective deal discussions.

Part 3 / 5

Understanding Persuasion Principles

- Exploring the psychology and principles behind effective persuasion.
- Understanding factors that influence decisions and agreement.
- Recognizing ethical approaches to influencing others.


Influencing Negotiation Outcomes

- Developing persuasive arguments based on interests and value.
- Presenting proposals that address stakeholder needs.
- Using evidence and reasoning to support negotiation positions.


Building Influence and Agreement

- Strengthening personal influence through communication skills.
- Managing objections and concerns effectively.
- Encouraging commitment through collaborative approaches.

Part 4 / 5

Understanding Conflict in Negotiations

- Exploring the causes and types of conflict during negotiations.
- Understanding how conflict affects relationships and outcomes.
- Identifying early signs of disagreement and tension.


Managing Difficult Negotiation Situations

- Applying techniques to handle pressure, disagreement and resistance.
- Maintaining professionalism during challenging discussions.
- Developing approaches to reduce escalation and maintain progress.


Resolving Conflicts and Reaching Agreements

- Applying problem-solving methods to resolve disputes.
- Developing solutions that address different stakeholder interests.
- Building agreements that support long-term relationships.

Part 5 / 5 Executive Diploma Thesis

Negotiation Skills Improvement Thesis

Day 21: Thesis Definition and Planning

- Identify an organizational negotiation challenge related to the topics covered during the diploma.
- Define the thesis problem statement, objectives and expected outcomes.
- Establish the scope, methodology and approach for the thesis project.


Day 22: Research and Negotiation Analysis

- Collect relevant information about the selected negotiation challenge.
- Apply negotiation, communication, persuasion and conflict control frameworks learned during the diploma.
- Analyze current negotiation practices, gaps and improvement opportunities.


Day 23: Developing Negotiation Solutions

- Develop recommendations to improve negotiation effectiveness.
- Create an implementation roadmap with actions and responsibilities.
- Define measures to evaluate negotiation improvement outcomes.


Day 24: Thesis Writing and Final Review

- Structure the thesis document using a professional format.
- Review analysis, recommendations and negotiation improvement approach.
- Prepare the executive summary and final presentation materials.


Day 25: Thesis Presentation and Evaluation

- Present the completed negotiation improvement thesis project.
- Receive feedback and evaluation on the proposed solutions.
- Finalize practical actions for applying negotiation improvements within the organization.