AACO | Training

Course Details

Course Name: Contract Negotiation

Date:17/08/2025 - 19/08/2025

Location:Amman

Conducted By: RTC

How Will I Benefit?

Identify your personal negotiation style.
Understand common mistakes made when negotiating.
Learn how to deal with different types of negotiations.
Recognize and exploit negotiating opportunities.
Use negotiation tactics and strategies.
Use negotiation as a conflict management tool.
Learn how to read non-verbal behaviors when negotiating.
Understand cross-cultural differences when negotiating.
Strategies to handle ploys, gambits and dirty tricks.

Who Should Attend?

This course is designed for executives, managers, professionals, sales people, real estate agents, customer service representatives, teachers and executive assistants who want to achieve greater job efficiency without compromising on their existing positions.

Course Contents:

The fundamentals of negotiation
Overcoming personal negotiation roadblocks
Negotiation Stance Inventory
Distributive and Integrative negotiation
Why negotiate?
Issues vs. objectives
Positional and interest-based negotiation
The four sins of negotiation
Fixed-pie perceptions
Preparing to negotiate
Understanding needs and perspectives
The Negotiating Environment
- Predict typical negotiating opportunities
- Sharing and expanding the negotiation pie
- Understanding risk propensity
- Assessing the other party
- Understand negotiation styles
Negotiation Scenarios
- Positional negotiation versus interests negotiation
- Exploring options
- The mixed-motive model
- Knowing your BATNA
- Dealing with aggressive opponents
Negotiation Strategies
- Slicing the pie- Distributive negotiation
- Expanding the pie- Integrative negotiation for a win-win
- Strategies for a win-win outcome
- Understanding cross-cultural differences when negotiating
- Using non-verbal communication strategies
- Some dirty tricks to play

Fees

Members:USD 1000

Non Members:USD 1150

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