Negotiating For Results (Online Training)

Course Objectives

Negotiating is about resolving differences. People who can master the process of negotiation find they can save time and money, gain cooperation, and develop a higher degree of satisfaction with outcomes at work and at home.
Whether you are working on a project or fulfilling support duties, this training will provide you with a comfort level to negotiate in any situation. It includes ways to promote effective communication and techniques for turning face-to-face confrontation into side-by-side problem solving.

Participants will learn to:

  • Prepare for the negotiation process, regardless of the circumstances
  • Identify various negotiation styles and their advantages and disadvantages
  • Equip with strategies for dealing with tough or unfair tactics
  • Know-how in developing alternatives and recognizing options
  • Basic negotiation principles, including BATNA, WATNA, WAP, and ZOPA

Target Audience

Executives, Managers, HODs, Project Teams, Supervisors, Front-Liners and Administrative Staff.


This Live Online / Virtual Training session will be conducted via a Live Streaming Platform in which the trainer will use interactive lecture and slide presentation to cover the modules stated below.

Course Modules

  • Introduction – What Is Negotiation?
    – Explore the different types of negotiation (including positional bargaining) and phases of negotiation.

  • Module 1 – Preparation For Negotiation
    – Elements of preparing for negotiation:
       Identify your fears and hot buttons
       Doing research into your issues and the other party’s issues
       Preparing your WAP, BATNA, WATNA, and ZOPA

  • Module 2 – Getting Off To A Good Start
    – Establish common ground
    – How to exchange information and what to do if the negotiation gets off to a bad start

  • Module 3 – The Negotiation Process
    – The Bargaining Stage
        Techniques for negotiation success
        Reaching Mutual Gain
        Obstacles to mutual gain
        How to turn them into negotiation advantages
    – Moving Beyond No
        Ways to get past No
        How to break an impasse – to get to a “Yes.”
    – Dealing with Negative Emotions
       Explore ways to deal with negative behaviours

  • Module 4 – Moving To Closing
    – Moving from bargaining phase to closing
       How to tell when it is time to move
    – Ways to build win-win solutions
       Solution types – Possible outcomes
       Achieve a sustainable agreement
       Reach consensus

Get To Know The Trainer

Trainer Julia


Julia is an experienced development and training specialist for over 25 years. She has consulted with organizations in Beijing, Shanghai, Bangkok, and Malaysia on core functional soft skills to upscale employees’ performance and productivity. Julia has the confidence to influence and spearhead learning to every participant in her classes

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RRP RM3,000/DAY   SAVE RM900

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