Program objective
Strengthen the preparation, execution and follow-through of commercial negotiations. Participants assess interests and alternatives, develop conditional trades and practise reaching clear agreements within defined commercial boundaries.
Who this suits
Sales, procurement, business development and operational professionals negotiating with customers, suppliers or partners.
Professional objectives
- Prepare a negotiation strategy with clear objectives, alternatives and authority limits.
- Create value through structured questioning, proposals and conditional trades.
- Reach a clear agreement while protecting commercial interests and relationships.
Key learning outcomes
- Create a negotiation preparation sheet and a scenario-specific strategy.
- Map interests and leverage, then rehearse the opening discussion.
- Build two package proposals and explain the commercial rationale.
- Complete a bargaining simulation and calculate the value of concessions.
- Resolve a difficult negotiation moment and document the revised approach.
- Produce an agreement summary and a negotiation debrief.
Module map
- 1.Preparation and negotiation strategy
- 2.Interests, power and information
- 3.Value creation and proposal design
- 4.Bargaining and concession discipline
- 5.Conflict, culture and difficult moments
- 6.Closing and implementation
Modules in detail
1
Preparation and negotiation strategy
Theory & concepts
Define desired outcomes, priorities and a walk-away position. Assess the best alternative to a negotiated agreement, estimate the possible bargaining range and clarify decision authority before entering the discussion. Define target, reservation point, BATNA and the likely zone of possible agreement. Clarify mandate, deadlines and approval limits before making a proposal or concession.
Professional application
Distinguish the desired outcome from the minimum acceptable agreement. Test the credibility of alternatives and confirm authority before entering the discussion.
Hands-on exercise & output
Create a negotiation preparation sheet and a scenario-specific strategy.
2
Interests, power and information
Theory & concepts
Distinguish stated positions from underlying interests and constraints. Map sources of leverage, examine assumptions about the other party and plan questions that reveal useful information without making unnecessary concessions. Use open and diagnostic questions to explore interests, pressures and decision authority. Separate useful information from an unverified claim about the other party's alternatives.
Professional application
Explore the other party's priorities without assuming that stated positions reveal all interests. Use questions and summaries to improve information quality before proposing terms.
Hands-on exercise & output
Map interests and leverage, then rehearse the opening discussion.
3
Value creation and proposal design
Theory & concepts
Identify variables beyond price, including scope, timing, service and payment terms. Build package proposals that meet different priorities and evaluate each option against total commercial value. Rank variables by value to each side and develop alternative packages. Compare price, scope, payment, timing and service commitments to create trades that protect total value.
Professional application
Develop trades across variables that have different value to each side. Compare complete packages rather than debating a single price without context.
Hands-on exercise & output
Build two package proposals and explain the commercial rationale.
4
Bargaining and concession discipline
Theory & concepts
Use conditional language to exchange rather than give away value. Manage anchoring, silence and pressure tactics, and record concessions so that the final agreement reflects the complete package. Use conditional concessions, anchoring awareness and a concession log during bargaining. Recognize pressure tactics and avoid negotiating against yourself through premature discounts.
Professional application
Make concessions deliberately and condition them on reciprocal value. Record movement, avoid premature commitments and recognize when silence or pressure is affecting judgment.
Hands-on exercise & output
Complete a bargaining simulation and calculate the value of concessions.
5
Conflict, culture and difficult moments
Theory & concepts
Respond to deadlock and disagreement with clarification, reframing and alternative options. Adapt communication across cultural contexts without relying on stereotypes, and maintain ethical boundaries under commercial pressure. Use a pause, summary or change of issue to manage deadlock. Separate emotion from the commercial problem and adapt communication without stereotyping cultural behavior.
Professional application
Use a structured pause to clarify the remaining disagreement. Reframe the problem, test alternative packages and maintain professional boundaries when the discussion becomes tense.
Hands-on exercise & output
Resolve a difficult negotiation moment and document the revised approach.
6
Closing and implementation
Theory & concepts
Check authority, summarize terms and confirm responsibilities before closing. Document outstanding conditions, implementation steps and follow-up dates, then review the negotiation against both commercial and relationship objectives. Check all terms, assumptions and outstanding conditions before declaring agreement. Confirm authority, implementation ownership and review dates to prevent later disagreement about what was promised.
Professional application
Summarize the full agreement, outstanding conditions and implementation actions. Confirm that the decision-makers share the same understanding before treating the negotiation as complete.
Hands-on exercise & output
Produce an agreement summary and a negotiation debrief.
Integrated assignment
Prepare and conduct a negotiation simulation, document concessions and agreement terms, and evaluate the commercial and relationship implications.
Delivery & methodology
Format
Part-time professional training
Attendance
Face-to-face · Live online
Location
Dubai / UAE for face-to-face cohorts; online attendance available
Timing
Session hours, timetable, venue and cohort availability are confirmed in joining instructions.
- Pre-course needs and learning-goals assessment
- Facilitated theory and professional concepts
- Guided demonstrations, case analysis and hands-on exercises
- Application to workplace decisions, with discussion and feedback
- Post-course learning review and a personal application plan
Assessment & application
Before
Identify your role, experience, priority objectives and a workplace task you want to improve. Record a baseline confidence rating with an example of current capability.
During
Review module exercises for accurate use of the method, evidence supporting decisions, relevance to the case and clarity of the completed output. Use facilitator and peer feedback to refine the work.
After
Compare the completed assignment with your initial objectives. Explain the decisions made, identify remaining gaps and record the next practical steps.
Workplace transfer
Create a personal 30-day application plan with a defined action, target date, required support and an observable success measure. This is a participant follow-through plan; ongoing coaching is scoped separately.
Frequently asked questions
How does the program build a repeatable negotiation process?
It moves from preparation using value, alternatives and boundaries through proposal design and concession discipline to difficult moments, tested with simulations and feedback so agreements are sound and implementable.
Are simulations used?
Yes. Practical simulations let you test approaches and receive feedback.
Are the dates confirmed?
Dates, delivery format and places are confirmed by TIH before any booking is finalized. Use the enquiry option to check the next available cohort.
