Negotiation Skills - Professional
This course focuses on effective negotiation techniques to be successful in different situations and with people holding different levels of power. The course evaluates how negotiations impact organisations and individuals, helping participants reflect on the outcomes that can be achieved through negotiation and understand which outcomes are acceptable for the intended objectives. Participants also explore influencing processes and learn how to achieve results even without direct authority or power.
Texas, US
May-13, 2026
Classroom / Virtual
1 Day
About this course
This course focuses on effective negotiation techniques to be successful in different situations and with people holding different levels of power. The course evaluates how negotiations impact organisations and individuals, helping participants reflect on the outcomes that can be achieved through negotiation and understand which outcomes are acceptable for the intended objectives. Participants also explore influencing processes and learn how to achieve results even without direct authority or power.
What you'll learn
- Define negotiation and influencing stages and how to apply them effectively
- Understand different aspects of negotiating: persuasion, manipulation, assertiveness, rationalization, and active listening
- Understand individuals and organizations (attitude, behavior and culture)What each party expects, dealing with emotions, and resistance
- Understand power dynamics and how negotiation power can shift
- Improve communication strategies including verbal and nonverbal techniques
- Develop negotiation planning strategies including conflict management and positioning
- Strengthen interpersonal skills such as self-awareness, resilience and expectation management
- Learn negotiation tools such as BATNA, ZOPA and negotiation canvas
- Evaluate negotiation success through risk assessment and relationship management
- Improve presentation and communication skills to support negotiation effectiveness
Course Contents
Module 1: Before We Begin
- Welcome and participant introductions
- Purpose and inspiration for negotiation skills development
- Understanding course dynamics
- Self evaluation on basic negotiation skills knowledge
Module 2: Negotiation Canvas
- Understanding the negotiation canvas methodology
- Think, Feel, See, Hear, Say and Do analysis
- Giving and taking strategies in negotiation
- Identifying points of interest
- Plan B development including key arguments and drawbacks
Module 3: BATNA and ZOPA
- BATNA – Best Alternative to a Negotiated Agreement introduction
- Example and role play: Selling a car
- ZOPA – Zone of Possible Agreement introduction
- Example and role play: overcoming a negative bargaining zone
Module 4: Evaluating Negotiation Success
- Defining negotiation success
- Criteria for measuring success and effectiveness
- Exercise and role play: Hand shaking
- Maintaining continued positive relationships after negotiation
Module 5: Influence and Persuasion
- Definitions and overview of influence and persuasion
- Positive and negative ways to influence
- Open discussion: Sun vs Wind negotiation example
- Video learning: Perception and persuasion
- Video learning: The science of persuasion
Module 6: Communication and Presentation Skills for Negotiation
- Communication strategies for negotiation success
- Exercise and role play: Connecting strangers
- Presentation skills for negotiation
- Exercise: Words clearly spoken and silence
- Video discussion: How to sound smart (TED talk)
Module 7: Course Conclusion
- Course wrap up
- Self assessment gap analysis
- Participant feedback session
- Closing remarks
Meet Your Instructor
Ash Rao
Leadership Trainer • Corporate Coach • Business Consultant
Ash Rao is an experienced corporate trainer specializing in leadership, communication, emotional intelligence, and business skills training. With years of experience in developing professionals across industries, he empowers teams and leaders to improve performance, productivity, and collaboration.
Course Price
Need Help?
USA/Canada:
+1 469 666 9332
Australia:
+61 (0) 2 28015 5605
info@mangates.com
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Take the next step in your professional development journey.