Details
This course gives participants practical negotiation skills they can use immediately in workplace discussions, conflict situations, and stakeholder interactions. Learners develop the ability to prepare effectively, communicate with confidence, and select the most appropriate negotiation approach to reach fair, workable agreements.
The course emphasises win–win outcomes, clear authority to negotiate, and professional agreement finalisation, helping to prevent stalemates, protect working relationships, and improve outcomes for all parties. Participants also learn how to review and improve their negotiation approach over time, building confidence and credibility in everyday workplace negotiations.
This course is aligned to the outcomes of US 117853 for 8 credits.
Objectives:
- Understand the purpose, principles, and nature of negotiation
- Distinguish between different negotiation approaches, including win–lose, compromise, and win–win strategies
- Prepare effectively for negotiations by planning logistics, identifying stakeholders, and obtaining mandates
- Define realistic settlement ranges, including opening positions, desired outcomes, and walk-away points
- Analyse the interests, authority, and possible strategies of the opposing party
- Apply structured negotiation processes to build rapport and exchange information effectively
- Use appropriate bargaining strategies to achieve mutually acceptable outcomes
- Communicate effectively during negotiations through active listening and emotional control
- Finalise negotiations professionally and record agreements accurately
- Evaluate negotiation outcomes to improve future negotiation performance
Delivery Methods
| Delivery Method | Duration | ||
|---|---|---|---|
| 3 Days | Get a Quote | ||
| 3 Days | Get a Quote |
Discounts Available
Save up to 10% by booking and paying 10 business days before the course.
Brochure:
Audience
This course is intended for learners who are required to participate in or support workplace negotiation processes, including:
- Team leaders, supervisors, and managers
- Human resource and employee relations practitioners
- Employee representatives and shop stewards
- Project team members involved in stakeholder negotiation
It is suitable for individuals who need to negotiate workplace issues, resolve conflict, and contribute to mutually acceptable agreements within an organisational context.
Pre-Requisites
Learners starting to learn towards this unit standard are proficient in Language, Literacy and Communication, including intrapersonal and interpersonal skills, at NQF level 4.
Course Outline / Curriculum
Fundamentals of Negotiation
- Negotiation as a voluntary, discussion-based process to reach agreement
- Flexible, non-adjudicative nature of negotiation
- Key negotiation approaches:
- Distributive (win–lose)
- Lose–lose outcomes
- Compromise
- Integrative (win–win, value-creating)
Preparation for Negotiation
- Importance of preparation as the foundation for success
- Administrative planning: venue, seating, environment, and minimising interruptions
- Identifying stakeholders: primary, secondary, and key influencers
- Obtaining clear negotiation mandates and authority
- Defining settlement ranges (opening position, desired settlement, walk-away point)
- Analysing the other party’s interests, authority, alternatives, and tactics
Negotiation Process and Strategies
- Establishing rapport and setting a constructive tone
- Information exchange through open-ended questioning
- Bargaining approaches:
- Positional bargaining
- Principled (interest-based) negotiation
- Target-specific bargaining
- Using active listening and effective communication
- Managing emotions to prevent escalation and hostility
Finalisation and Agreement Recording
- Closing the negotiation through propose, agree, and exchange steps
- Confirming mutual understanding and commitment
- Recording agreements in writing (contracts or memoranda of understanding)
- Clarifying implementation actions, monitoring, and timeframes
Evaluation and Continuous Improvement
- Reviewing negotiation outcomes to identify strengths and weaknesses
- Assessing preparation quality and use of information
- Applying root cause analysis to understand negotiation challenges
- Gathering feedback from participants to improve future negotiations
Schedule Dates and Booking
There are currently no scheduled dates.