Training Information


Sheila Farr

Successful Negotiation: Essential Strategies and Skills

Principle & Standard

4. Fundraising

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Course Description

The course is aimed at developing analytical and communication skills that are necessary for successful business negotiations. The negotiation is described as a complex three-stage process which consists of preparation, negotiating, and post-negotiation implementation and evaluation. The course combines both theoretical knowledge and practical experience through learning by doing.

Learning Objectives

Participants will be able to...

  • define negotiation and describe the various components involved
  • list the roles and functions in negotiation teams; demonstrate the skills of organizing and managing negotiation teams
  • explain the functions of the best alternative to a negotiated agreement (BATNA); recognize and use BATNA in negotiations.
  • describe negotiation styles in different cultures; adjust negotiation tactics to cultural differences.