Professional Development Short-Course for International Business Leadership

Negotiating Skills

The skills of managing include influencing others, and persuading them to take desired actions. Negotiating skills are central to effective leadership.

This short course can be tailored to suit delegates needs, from beginner to expert level, and could, subject to an agreed assessment plan, provide specific credit points for modules within the units of study that make up full-time programmes, should further study be undertaken at a later date.

The following is a list of topics that might be included in an organisation’s international business leadership programme, as delegates develop their knowledge, skills and language proficiency in their continued professional
development to become more effective negotiators.


Business Communications for effective business negotiations

• Definition and the need to achieve a 'win – win' situation

• Understanding the basis for negotiation

• Setting objectives

• Creative exploration and negotiation of all the issues

• Tactics

• The qualities needed in a successful negotiator

• Empathy – Putting ourselves in others' shoes

• The effect communication style and interpersonal skills have on an individual’s ability to persuade others

• Other skills and qualities of an effective negotiator

• The "softly softly" approach

• The "flexible" approach – being prepared to change views and perceptions

• Handling resistance and conflict

• Practical application – case studies and role play.



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