ILM Recognized Win-Win Negotiation Skills

Program Overview

Win-win negotiation is not about being soft; it is about reaching agreements that create value for both sides and keep relationships workable. Based on the principled negotiation approach developed at the Harvard Negotiation Project, this program covers separating people from the problem, focusing on interests rather than positions, inventing options for mutual gain and using objective criteria, alongside BATNA, ZOPA and concession planning. Role plays reflect supplier, internal and cross-cultural negotiations in the Gulf, where relationship, respect and patience often matter as much as price.

Learning Outcomes

• ✓Prepare for a negotiation by defining interests, priorities, BATNA and walk-away point.
• ✓Identify the zone of possible agreement and plan opening offers and concessions.
• ✓Use questioning and listening to uncover the other party's underlying interests.
• ✓Generate options for mutual gain and trade across issues of different value.
• ✓Apply objective criteria to resolve deadlocks and justify proposals.
• ✓Adapt negotiation behaviour to cultural norms and relationship expectations in the Gulf.

Target Audience

• Procurement and contracts staff
• Sales, account and business development managers
• Managers negotiating internally for resources
• Project managers dealing with contractors and vendors

Detailed Program Modules

Training Methodology

Applied Project & Assessment