Course in Essential Skills and Competencies for Winning Every Negotiation

In today’s dynamic and highly competitive business environment, negotiation is no longer a luxury or a specialized skill—it is a critical necessity. From boardrooms to project meetings, from vendor contracts to internal agreements, the ability to negotiate effectively can determine the success or failure of strategic objectives.
Geneva Institute of Business Administration offers the course “Essential Skills and Competencies for Winning Every Negotiation” to equip participants with both foundational and advanced capabilities required to navigate diverse negotiation settings with confidence, clarity, and strategic insight.
This program focuses on building personal strengths, understanding negotiation dynamics, and applying structured techniques that lead to impactful, long-term outcomes—regardless of the industry, role, or cultural context.

Target Group

• Executive managers and department heads involved in local and international strategic negotiations.

• Procurement officers, project managers, and contract professionals managing vendor and stakeholder discussions.

• Sales, marketing, and business development professionals who regularly negotiate pricing, deals, or service terms.

• Diplomats, public relations professionals, and government liaisons who engage in formal or multi-party dialogue.

• Legal consultants and attorneys involved in dispute resolution and contract negotiation.

• Entrepreneurs and startup founders seeking investment, partnerships, or market entry negotiations.

• Team leaders and supervisors who negotiate resources, deadlines, or conflict resolutions within organizations.

Objectives

• Develop a comprehensive understanding of negotiation principles, behavioral dynamics, and the psychological factors that influence negotiation outcomes.

• Enable participants to prepare strategically for negotiations using structured, goal-oriented methodologies.

• Strengthen participants’ abilities to manage live negotiation dialogue with poise, control, and clarity.

• Enhance persuasion and influence techniques using a combination of logical and emotional tools.

• Train participants to navigate complex or tense situations without escalating conflict or compromising relationships.

• Build awareness of real interests versus fixed positions and apply creative problem-solving for mutual gain.

• Empower professionals to work within negotiation teams by aligning internal roles and messaging effectively.

• Provide tools to evaluate negotiation results and ensure agreement implementation and follow-up are properly managed.

Course Outline

• Fundamentals of Negotiation: Concepts and Contexts

  • Definitions, types, and real-world applications of negotiation

  • Distinguishing between competitive and collaborative styles

  • Key environmental and interpersonal elements in negotiations

  • Traits and competencies of high-performing negotiators

• Strategic Preparation for Successful Negotiation

  • Clearly defining goals, needs, and limits

  • Researching and analyzing the counterpart’s position

  • Creating backup plans and well-calculated trade-offs

  • Developing a flexible roadmap adaptable to evolving situations

• Effective Communication Skills in Negotiation

  • Using body language to build rapport and influence

  • Voice tone, timing, and rhythm in persuasive speech

  • Asking open-ended questions to uncover deeper interests

  • Reading non-verbal cues and interpreting hidden signals

• Influence and Persuasion Techniques

  • Applying psychological triggers to guide decisions

  • Balancing logic and emotion for effective messaging

  • Building trust while staying firm on objectives

  • Storytelling and evidence to strengthen your position

• Tactics for Bargaining and Gaining Concessions

  • Recognizing the right moment to give and take

  • Applying progressive techniques for proposing offers

  • Linking concessions to reciprocal value

  • Avoiding deals that undermine long-term interests

• Time and Pressure Management in Negotiation

  • Structuring the negotiation process with time awareness

  • Detecting pressure tactics and turning them to your advantage

  • Staying mentally composed during stressful situations

  • Responding calmly and firmly in high-pressure scenarios

• Handling Complex and Difficult Negotiation Styles

  • Identifying manipulative or aggressive tactics

  • Redirecting conversations and breaking deadlocks tactfully

  • Assertive yet respectful defense of your position

  • Managing hostility without jeopardizing communication

• Negotiating Effectively as a Team

  • Delegating negotiation roles within a team

  • Ensuring unified internal communication and vision

  • Coordinating contributions during discussions

  • Presenting a cohesive and professional team front

• Cross-Cultural Negotiation Dynamics

  • Understanding how culture influences negotiation behavior

  • Bridging communication gaps in multicultural settings

  • Respecting traditions and negotiation customs

  • Adapting tone and techniques based on cultural expectations

• Post-Negotiation Evaluation and Follow-Up

  • Key performance indicators for negotiation success

  • Translating agreements into actionable plans

  • Managing relationships after the deal is concluded

  • Conducting reviews to improve future negotiation readiness