Negotiator training course

This negotiator training course is devoted to the interest-based approach to negotiation, also known as the Harvard method of principled negotiation. Its essence is to negotiate on the merits of the issue rather than haggle over positions: separate the people from the problem, focus on interests, invent options for mutual gain and rely on objective criteria. This approach makes it possible to reach sensible agreements while preserving working relationships, and it is equally useful in business negotiations and in a mediator's work.

Who the course is for

The course is designed for people who regularly have to negotiate in their professional work:

lawyers negotiating transactions, claims and settlement agreements;
managers at all levels who negotiate with partners, subordinates and senior management;
sales and procurement specialists;
customer service specialists who handle complaints and disputed requests;
mediators who wish to deepen their understanding of the logic of the negotiations they facilitate.

No prior preparation is required: the course starts with the basics and moves step by step to complex situations.

Learning objectives and outcomes

By the end of the course, you will be able to:

distinguish between positional and interest-based approaches and choose a strategy deliberately;
prepare for negotiations systematically: identify your own interests and those of the other side, as well as options and criteria;
determine your best alternative to the agreement under discussion and use it as a point of leverage;
ask questions that reveal the other person's real needs;
propose options that widen the room for agreement;
resist pressure and manipulative tactics without resorting to aggression in return.

Course programme

The nature of negotiation. Negotiation as a joint search for a solution. Typical traps: positional bargaining, "hard" and "soft" styles, the urge to win at any cost.
Principles of the Harvard method. Separating the people from the problem, focusing on interests, inventing options for mutual gain, using objective criteria. How these principles work together.
Preparation and strategy. Analysing the parties and their interests, setting goals, identifying the best alternative and the limits of concessions. Preparing questions and arguments, planning the course of the meeting.
Communication in negotiation. Active listening, clarifying questions, summarising, managing emotions, both your own and the other person's. How to speak so that you are heard.
Finding mutually beneficial solutions. Techniques for generating options, separating the stages of inventing and evaluating, "expanding the pie", trading concessions on issues the parties value differently.
Dealing with tough negotiators. Recognising pressure, ultimatums, artificial deadlines and other tactics. Reframing attacks as a discussion of the problem.
Multi-party and team negotiations. Allocating roles within a team, aligning the position within your own side, negotiating on behalf of an organisation.
Closing and recording agreements. Checking mutual understanding, making terms specific, drawing up an implementation plan. When it is appropriate to suggest that the parties turn to a mediator.

Teaching methods

The course has a strongly practical focus:

short theory blocks illustrated with examples from business practice;
negotiation simulations in pairs and groups with pre-prepared roles and confidential instructions;
business games involving several parties and team negotiations;
case studies: analysing successful and unsuccessful negotiations;
feedback from the trainer and fellow participants after each simulation.

Practical component

Practice forms the core of the course. Participants work through a series of negotiation exercises of increasing difficulty, from a simple bilateral deal to multi-party negotiations with conflicting interests. After each simulation, the group compares the results achieved by different pairs starting from identical conditions and discusses which actions led to better agreements. This format clearly shows how preparation and the choice of strategy affect the outcome.

A separate exercise is devoted to preparing for a participant's real-life negotiation: you will draw up a negotiation plan for a situation from your own practice and receive comments from the trainer.

Assessment and certificate of completion

Assessment is based on participation in the practical sessions and a final negotiation simulation. Participants who complete the programme receive a certificate of completion. Please check the assessment procedure and the type of certificate with the course organiser.

How to apply what you learn after the course

Principled negotiation skills can be put to use straight away: in transactions, claims handling, team management and customer relations. For mediators, the course is a valuable addition to their core training, so add it to your profile in the portal's registry of mediators. If you decide to develop a career as a mediator, the next step could be a general mediation course; please note that the negotiation course does not replace training under the programme for professional mediators.

Frequently asked questions

How does the negotiation course differ from a mediation course?

On the negotiation course, you learn to negotiate on your own behalf or on behalf of your side. A mediator, by contrast, is neutral and helps others reach agreement. Many of the techniques, however, are shared.

Is the Harvard method suitable for tough business negotiations?

Yes. The method does not mean giving in: it helps you defend your interests firmly on the basis of objective criteria and withstand pressure.

Do I need negotiating experience?

No. The course is designed for participants of different levels, and experienced negotiators will be able to systematise their skills.

How long does the course last and how much does it cost?

Please check the duration and fees in the schedule and with the course organiser.

Can the training be run for a company team?

Please ask the organiser about a corporate format via the application form or the portal's contact details.

How to enrol

Fill in the application form on this page or get in touch with us through the portal's contacts section. Briefly describe your field of work and what you would like the course to help you achieve. You will be informed of the upcoming dates, format and terms of participation.