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Win - Win Negotiations: Tactics & Skills


This course is in English.

Course description:

The role of key people in any organization and industry is almost constantly up for negotiation. The advantages
of negotiation in business cannot be underestimated. Achieving a beneficial agreement is the
ultimate goal when doing business negotiations. But it is only those that are mutually beneficial that truly
bear fruit. Often, this could be the determining difference between business that thrive and those which
are merely maintained. Negotiators need to cooperate with bargaining counterparts to create value for
both sides. The knowledge of the different strategies, tactics and skills required for such purpose is
therefore important in every negotiation. The aim is to win, not by defeating the other side but by winning
them over to jointly explore and choose the best options to be agreed in their business relationship.

Course aims:
Often the choice is not ‘if’ we will enter into negotiations but ‘how’ we get through them. More importantly
how we get through them to a successful deal. The way in which we approach the other side and the
issues to be negotiated as well how we choose to elaborate arguments are all essential elements of the
negotiation process that will be analysed with practical examples and exercises during the course, setting
as a goal the achievement of a win – win business deal.


The course is addressed to:

  • Members of the Board of Directors of companies and organizations
  • Scientific staff of companies and organizations that are assigned with the task of negotiating
  • deals
  • Professional business consultants & advisors


Upon completion of this training participants will be able to:

  • Understand the benefits of win-win negotiations;
  • Understand the importance of preparation before a negotiation;
  • Manage theirs and their counterparts emotions during the negotiation;
  • Acknowledge the challenges in multiparty negotiations;
  • Anticipate and respond to tough questions;
  • Enhance their listening skills so as to listen carefully and effectively;
  • Acknowledge the skills and tactics required and be able to put them in practice so they can achieve mutually beneficial agreements.


This course can be offered in-house, customised to your business needs.



*Infocredit Professional Education division (IPE)  holds the right to postpone or cancell any seminar within a logical time frame near to the start date of the seminar, in the case whereas no adequate number of participants is registered i .e. less than 6 persons and/or in the case that out of the list of registered people are not included at least 4 employed people  ( as per HRDA guidelines). You can access  HRDA guidelines by clicking the link: 


  • Knowledge of the business environment and its special features
  • Multiparty negotiations
  • Multi–topic negotiations
  • Considerations before the game begins
  • Assessing your organization’s negotiating capacity
The Nature of the Business in Businness Negotiations
  • Failing to prepare is preparing to fail – the importance of coming prepared to negotiations
  • The steps of preparation for negotiations
  • Using a Negotiation Preparation Worksheet
  • Setting Targets
  • Understanding your BATNA
  • Understanding the other side’s BATNA
  • Mind mapping negotiation skills
  • Anticipating pitfalls
  • Information and Confidentiality
  • Strategies for creating value at the negotiating table
  • Set the stage for success
  • Making the offer/Asking for reciprocation
  • Exploring options and interests
  • Acting or Reacting?
  • Productive negotiation
  • Dealing with difficult people
  • Incorporating emotional preparation in negotiations
  • How to ease tension and build trust
  • Managing a crisis
  • How to deal with hard bargaining tactics 
  • The impact of gender and cultural differences at the negotiation table
  • Body Language in the negotiation process
  • Listening skills
  • Case studies and practical exercises will be used to illustrate all of the above 




Course dates

Jun 03 - Jun 03, 2020

Class hours

09:00 - 17:00


HRDA Approved

Training certificate

Human Resource Development Authority of Cyprus (HRDA)



Mode of study


Method of instruction




Educational material



not required



Course Instructors

Karaolia Melina

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Course Locations


  • Curium Palace Hotel - 11 Byron Street, Limassol 3105, Cyprus

For more info call us on:

+357 22398000

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