Course Description

80% of this course is practical sessions where participants will be engaged in a series of interactive small groups, class workshops and role-plays. This course is designed to provide participants with and advanced and up-to-date overview of negotiation and deal making strategy. It covers the anatomy of a negotiation including the characteristics, behaviors and phases; the characteristics of a negotiation situation including the key principles of effective negotiation; the core components of effective negotiation behavior; the hard bargaining and problem solving; the inherent tensions present in every negotiation; and the stages and phases of negotiation. Further, the course will also discuss the deal for advanced negotiation strategies; the difference of strategies versus tactics; the effective approaches to hard bargaining; the alternatives, walk-away point, bargaining range and objective setting; creating value strategies and tactics of integrative negotiation; the effective value generating deal making strategies; the leverage and dispute resolution skills to build better deals; the enforcement mechanisms and formal dispute resolution process; the mediation skills to build better deals; and negotiating with difficult people.

TRAINING METHODOLOGY

This interactive training course includes the following training methodologies as a percentage of the total tuition hours

30 % Lectures
20 % Workshops & Work Presentations
20 % Case Studies & Practical Exercises
30 % Videos, Software & Simulators

In an unlikely event, the course instructor may modify the above training methodology before or during the course for technical reasons.

VIRTUAL TRAINING (IF APPLICABLE)

If this course is delivered online as a Virtual Training, the following limitations will be applicable

Certificates	:	Only soft copy certificates will be issued to participants through Haward’s Portal. This includes Wallet Card Certificates if applicable
Training Materials	:	Only soft copy Training Materials (PDF format) will be issued to participant through the Virtual Training Platform
Training Methodology	:	80% of the program will be theory and 20% will be practical sessions, exercises, case studies, simulators or videos
Training Program	:	The training will be for 4 hours per day starting at 09:30 and ending at 13:30
H-STK Smart Training Kit	:	Not Applicable
Hands-on Practical Workshops	:	Not Applicable
Site Visit	:	Not Applicable
Simulators	:	Only software simulators will be used in the virtual courses. Hardware simulators are not applicable and will not be used in Virtual Training