The Art of Negotiation

Learning Objectives:

You will learn to:

      • Identify your own best negotiation style together with its strengths and Weaknesses.
      • Practice extensive preparations for a useful negotiation session.
      • Practice three techniques negotiators use to close the deal.
      • Learn to recognize and deal with dirty tactics negotiations.
      • Practice win-win negotiations and classic defenses against seven win-lose strategies sometimes practiced by the other party.
      • Receive at least four feedback sessions on your strengths and areas of Improvement as a negotiator.
      • Practice, in at least four separate negotiations, your skills as a negotiator.


The course includes four team negotiation sessions, exercises in negotiation strategies, four live preparations underlining the overwhelming importance of preparation in the negotiation process, a standard instrument ( DiSC or Drake Beam Morin’s I Speak Your Language), a film and interactive discussion on the skills of win-win negotiations, practice of countermeasures for typical dirty tactics, extensive feedback from the instructor and other participants, and a personal action plan for all participants. Participants are asked to focus in the course on one negotiation they will have to engage in during the next thirty days after the course ends. All planning in the course focuses on a specific negotiation which participants will thoroughly plan and practice prior to the end of the session. Summary handouts or a manual may be offered depending on the needs of participants.

Course Outline:

Day One

    • Introduction to win-win negotiations
    • Identifying your crucial negotiation
    • Analysis: How skilled are you as a negotiator?
    • Overview of the negotiations process
    • Importance of preparation
    • Preparation of the first negotiation
    • Lunch
    • First negotiation skills practice
    • Debrief and feedback to participants
    • Knowing your negotiating style ( instrument)
    • Debrief and personalized feedback to each participant
    • Second negotiation preparation
    • Second negotiation skill practice
    • Second negotiation debrief and feedback
    • Summary and application to your critical negotiation
    • End Day One.

Day Two

    • Review and analysis Day One
    • Work on your critical negotiation
    • Typical Destructive Tactics
    • Countermeasures to Destructive Tactics
    • How to avoid an impasse
    • How to close the deal
    • Negotiation preparation three
    • Negotiation practice three
    • Feedback and debrief of negotiation three
    • Lunch
    • Special topics in negotiations, strategies
    • Preparation of negotiation four
    • Conduct negotiation four
    • Debrief and feedback
    • Work on your critical negotiation
    • Practice your critical negotiation with a partner.
    • Receive instructor feedback on your critical negotiation practice
    • Summary of course and evaluations.


20 attendees maximum; 16 preferred


2 days


Style instruments, Videotape, Manuals, Handouts.

Instructor: Michael Kane