The Professional Negotiator
Course Information
Course Introduction
Negotiation skills are crucial for achieving successful outcomes in a variety of situations. These skills involve the ability to communicate effectively, empathize with others, and find mutually beneficial solutions. By learning the international standards of negotiation techniques, individuals can navigate conflicts and reach agreements that satisfy all parties involved. Developing strong negotiation skills can lead to improved relationships, increased collaboration, and better outcomes in personal and professional interactions.
Learning Outcome
- Gain insights into Negotiation Framework
- Self-realization of one’s strength and attributes as a Negotiator
- Learn to classify and reduce Cross-Cultural impact
- Apply the right communication strategy
Course Outlines
Topic 1:
- Negotiation – A Definition
- The Harvard Principles – Pyramid Model
- The Negotiation Process – Insight to the process of negotiating
- The 2 Type Framework – Elaborate vs Simplified
Topic 2:
- Key elements in Negotiation Strategy
- The ‘Gamblers’ Syndrome
- Identifying Tough vs Soft Negotiators
- Self-Audit Profiling
Topic 3:
- Setting the Stage
- Double Standard Thinking that hijacks success
- The thinking style that gets results
- The Win-Win Negotiation
- How BATNA vs WATNA works
- Strategies – That DO NOT work
Topic 4:
- Communication in Negotiation
- Understanding the standards of BCS Model
- The Power Paradox
- Tuning to what’s unspoken and clusters of behavior
- Getting to ZOPA
- Dealing with the unexpected and difficult clients
Topic 5:
- Understanding Culture vs culture
- Models for Cultural classifications
- Insights to the Six Laws of Negotiation
- Preparing to think on your feet
Reflection – Application – Conclusion
Trainer's Profile
Mr. Praga
Praga is a highly interactive and engaging international trainer, with over two decades of experience in training &
development. His work is mainly based on research and applied knowledge from benchmarking organizations’ best
practices. As a training & development leader, Praga’s unique training engagement comes from his Accelerated Training
Approach, which is built on the Learning Design Re-patterning Model™.
His training approach is known to be empowering, refreshing, and filled with success formulas. He ensures that participants are fully engaged and equipped with practical skills to drive success. By sharing knowledge and resources beyond specific topics
and theories, Praga’s dynamic approach sets him apart in the training industry.
Praga holds a Masters in Organizational Psychology, a Degree in Business, and a postgraduate diploma in Psychotherapy. As a Fellow Member with the Institute of Therapies Management in London, he is recognized for his exceptional skills in
understanding and managing human behavior. In addition, Praga is a Certified International Negotiator and a Certified Behavior Management Specialist, showcasing his deep knowledge and proficiency in these areas.
At A Glance:
- Certified International Negotiator™
- Certified SCRUM Master®
- Certified SCRUM Product Owner®
- Certified AGILE Leader- Essentials®
- Certified AGILE Leader- Teams®
- Certified EQ Practitioner™
- Certified NLP Master Practitioner™
- Certified Master Life Coach™
- Certified Behavior Management Specialist™
- Certified Trainer in Applied Counselling™
- Certified Stress Management Trainer™
- Certified Psychometric Trainer™
- Certified ACTA Trainer & Assessor
Praga has successfully helped companies enhance employee performance and achieve their business objectives. His strong background in human behavior and organizational psychology allows him to create effective learning experiences that
inspire and empower learners. Unlike traditional training methods that rely heavily on theoretical concepts, Praga ensures that participants gain actionable insights and tools that they can immediately apply in their roles. With a hands-on approach to learning, Praga’s training programs are designed to drive tangible results for both individuals and organizations.