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Course Overview

People who can master the art of negotiation find they can save time, save money, develop a higher degree of satisfaction with outcomes at home and at work, and earn greater respect in the workplace.

Negotiating is a fundamental fact of life at any level. This two-day workshop will help you give participants confidence when negotiating with both internal and external clients. This interactive workshop also includes techniques to promote effective communication and to turn face-to-face confrontation into side-by-side problem-solving.


Participants will be provided with:

  • The benefits of good negotiation skills.
  • The importance of preparing for the negotiation process, regardless of the circumstances.
  • Various negotiation styles and their advantages and disadvantages.
  • Strategies for dealing with tough or unfair tactics.
  • How to develop alternatives and recognize options.
  • Basic negotiation principles, including BATNA, WATNA, WAP, and the ZOPA.

Target Audiance

  • The "Diplomat" who seeks to finesse their negotiation style with cultural sensitivity in the Middle Eastern business landscape.
  • The "Sharp Dealer" aiming to master the art of strategic bargaining for lucrative deals in Dubai's competitive markets.
  • The "Corporate Strategist" eager to refine their negotiation tactics to navigate complex multinational agreements in the UAE.

Schedule Dates

24 June 2024 - 25 June 2024
24 September 2024 - 25 September 2024
24 December 2024 - 25 December 2024
24 March 2025 - 25 March 2025

Course Content

  • To begin, participants will explore the different types of negotiation (including positional bargaining) and the phases of negotiation.

  • Next, participants will explore key attributes of a successful negotiator.

  • During this session, participants will learn the elements of preparing for negotiation: identifying your fears and hot buttons; doing research into your issues and the opponent’s issues; and preparing your WAP, BATNA, WATNA, and ZOPA.

  • This session will give participants some tips on preparing their documentation and choosing a place for the negotiation.

  • Next, participants will learn the importance of self presentation during the negotiation, including small talk, attire, first impressions, and their handshake.

  • During this session, participants will explore how to establish common ground and how to use ground rules.

  • This session will look at how to exchange information, and what to do if the negotiation gets off to a bad start.

  • Participants will learn six techniques for negotiating success and they will have an opportunity to practice and observe these techniques through a role play.

  • Next, participants will learn about the four obstacles to mutual gain, and how to turn them into negotiation advantages.

  • This session will look at ways to get past no and how to break an impasse, so that you can get to “yes.”

  • During this session, participants will explore some ways to deal with negative reactions during a negotiation.

  • Next, participants will learn how to tell when it’s time to move from the bargaining phase to the negotiation phase.

  • This session will discuss ways to build win‐win solutions, achieve a sustainable agreement, and reach consensus.


In this course, you’ll learn essential negotiation strategies and tactics, including effective communication techniques, how to identify and leverage interests, handling objections, and reaching win-win outcomes.

This course is ideal for professionals across all industries who negotiate regularly as part of their roles, including sales professionals, business executives, procurement specialists, managers, and entrepreneurs.

Yes, this course caters to participants of all experience levels, from beginners looking to build a strong foundation in negotiation skills to seasoned negotiators aiming to enhance their expertise and refine their techniques.

Absolutely, our curriculum includes insights into cultural nuances and etiquette specific to negotiating in Dubai and the wider Middle Eastern region, helping you navigate business interactions with confidence and respect.

The duration of the course varies depending on the format you choose. We offer both intensive workshops spanning a few days and extended programs spread over several weeks to accommodate different schedules and learning preferences.

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