ISM Endorsed Certified Master Negotiator
Negotiators often concede value unnecessarily by focusing almost exclusively on price. The real opportunity lies in knowing how to trade non-price variables to create stronger, more sustainable agreements. This course addresses these challenges by developing the practical skills and techniques required to achieve win-win outcomes. Participants will learn how to identify, select, and apply a range of negotiation tactics, as well as how to respond effectively to adversarial tactics.
This engaging workshop equips professionals with the ability to uncover, articulate, and substantiate the value of their offerings, while resolving difficult negotiation challenges in a collaborative manner. The course also provides a robust toolkit for handling even the most demanding negotiations with confidence and mastery. Through a carefully selected set of case studies, participants will strengthen their analytical skills and sharpen their intuition—both essential prerequisites for sustained negotiation success.
PrerequisitesNone — open to managers at all levels
5 Days
160 Sessions
Starting from USD 2,000
Available Online
Course Methodology
The course uses a blend of interactive techniques, including brief presentations by both the consultant and participants, rehearsed and impromptu role plays, self-assessment questionnaires, relevant videos, and multiple simulation games.
Course Objectives
By the end of the course, participants will be able to:
-
Assess their own negotiating strengths and weaknesses, as well as those of the other party, to optimize negotiation outcomes.
-
Prepare a holistic negotiation plan that addresses the interests of both parties.
-
Master the sales negotiation process to achieve timely, long-lasting, and mutually profitable agreements.
-
Apply a range of skills required to conduct successful negotiations.
-
Manage concessions effectively to minimize value loss while preserving strong relationships with counterparties.
Target Audience
This course is designed for professionals who are involved in negotiations as part of their role and want to move beyond price-based discussions toward value-driven, win-win agreements. It is suitable for sales, procurement, sourcing, contract management, business development, project management, and commercial professionals, as well as managers who regularly negotiate with internal or external stakeholders.
Target Competencies
-
Negotiation diagnosis
-
Self-awareness
-
Stakeholder analysis
-
Negotiation planning
-
Value creation
-
Tactical execution
-
Relationship management
Course Outline
-
What Negotiation Is Really About
- The many faces of negotiation
- Negotiation philosophies
-
The urge to be a “principled” negotiator
- Persuasion versus negotiation
- Self-assessment: Negotiating Style Profile
- Setting the Stage: Pre-Negotiation Preparation
- Assessing personal strengths and weaknesses
- Developing your emotional intelligence
- Characteristics of principled negotiators
- Five stages of the negotiation process
- Barriers to effective negotiation
- Team negotiation: when to use a team
- Mastering Commercial Negotiation
- Selling versus negotiating
- The 7 milestones of the sales process
- Identifying the different buyer's roles
- The SPIN questioning strategy
- Influencing the customer's choice
- Influencing decision criteria
- The concept of "hard" and "soft" differentiators
- Negotiation Tools for Success
- Creativity and problem solving techniques
- Creativity tools and assessment
- Decision-making techniques
- Effective communication and negotiation
- Conflict management styles
- Concession Management, Tactics and Counter-Measures
- Different levels of negotiation rules
- Preparing “The Envelope of Negotiation”
- Mastering the “Rule of Halves”
- Setting a concession-making timeline
- Sorting negotiable issues and creating alternatives
- The most common negotiating mistakes
- Advanced negotiation tactics
2026 Schedule & Fees
Course Fees Starting From
USD
4,000
Location & Date
| Date | City | Language | Price | Action |
|---|---|---|---|---|
| 07 Jun - 12 Jun, 2026 | Abu Dhabi | English | USD 4,500 | Book |
| 07 Jun - 12 Jun, 2026 | Amsterdam | English | USD 5,500 | Book |
| 07 Jun - 12 Jun, 2026 | Athens | English | USD 5,500 | Book |
| 07 Jun - 12 Jun, 2026 | Barcelona | English | USD 5,500 | Book |
| 07 Jun - 12 Jun, 2026 | Cairo | English | USD 4,000 | Book |
| 07 Jun - 12 Jun, 2026 | Dammam | English | USD 4,500 | Book |
| 07 Jun - 12 Jun, 2026 | Doha | English | USD 4,500 | Book |
| 07 Jun - 12 Jun, 2026 | Dubai | English | USD 4,500 | Book |
| 07 Jun - 12 Jun, 2026 | Geneva | English | USD 5,500 | Book |
| 07 Jun - 12 Jun, 2026 | Istanbul | English | USD 5,500 | Book |
| 07 Jun - 12 Jun, 2026 | Jeddah | English | USD 4,500 | Book |
| 07 Jun - 12 Jun, 2026 | Jubail | English | USD 4,500 | Book |
| 07 Jun - 12 Jun, 2026 | Kuala Lumpur | English | USD 5,500 | Book |
| 07 Jun - 12 Jun, 2026 | Kuwait City | English | USD 4,500 | Book |
| 07 Jun - 12 Jun, 2026 | London | English | USD 5,500 | Book |
| 07 Jun - 12 Jun, 2026 | Manama | English | USD 4,500 | Book |
| 07 Jun - 12 Jun, 2026 | Munich | English | USD 5,500 | Book |
| 07 Jun - 12 Jun, 2026 | Muscat | English | USD 4,500 | Book |
| 07 Jun - 12 Jun, 2026 | Paris | English | USD 5,500 | Book |
| 07 Jun - 12 Jun, 2026 | Riyadh | English | USD 4,500 | Book |
| 07 Jun - 12 Jun, 2026 | Rome | English | USD 5,500 | Book |
| 07 Jun - 12 Jun, 2026 | Salalah | English | USD 4,500 | Book |
| 07 Jun - 12 Jun, 2026 | Seoul | English | USD 5,500 | Book |
| 07 Jun - 12 Jun, 2026 | Sharm El Sheikh | English | USD 4,000 | Book |
| 07 Jun - 12 Jun, 2026 | Singapore City | English | USD 5,500 | Book |
| 07 Jun - 12 Jun, 2026 | Taif | English | USD 4,500 | Book |
| 07 Jun - 12 Jun, 2026 | Tokyo | English | USD 5,500 | Book |
| 07 Jun - 12 Jun, 2026 | Vienna | English | USD 5,500 | Book |
| 07 Jun - 12 Jun, 2026 | Yanbu | English | USD 4,500 | Book |
| 07 Jun - 12 Jun, 2026 | Munich | Arabic | USD 5,500 | Book |
| 07 Jun - 12 Jun, 2026 | Paris | Arabic | USD 5,500 | Book |
| 07 Jun - 12 Jun, 2026 | Rome | Arabic | USD 5,500 | Book |
| 07 Jun - 12 Jun, 2026 | Riyadh | Arabic | USD 4,500 | Book |
| 07 Jun - 12 Jun, 2026 | Muscat | Arabic | USD 4,500 | Book |
| 07 Jun - 12 Jun, 2026 | Manama | Arabic | USD 4,500 | Book |
| 07 Jun - 12 Jun, 2026 | Singapore City | Arabic | USD 5,500 | Book |
| 07 Jun - 12 Jun, 2026 | Sharm El Sheikh | Arabic | USD 4,000 | Book |
| 07 Jun - 12 Jun, 2026 | Seoul | Arabic | USD 5,500 | Book |
| 07 Jun - 12 Jun, 2026 | Tokyo | Arabic | USD 5,500 | Book |
| 07 Jun - 12 Jun, 2026 | Yanbu | Arabic | USD 4,500 | Book |
| 07 Jun - 12 Jun, 2026 | Vienna | Arabic | USD 5,500 | Book |
| 07 Jun - 12 Jun, 2026 | Taif | Arabic | USD 4,500 | Book |
| 07 Jun - 12 Jun, 2026 | Salalah | Arabic | USD 4,500 | Book |
| 07 Jun - 12 Jun, 2026 | London | Arabic | USD 5,500 | Book |
| 07 Jun - 12 Jun, 2026 | Dammam | Arabic | USD 4,500 | Book |
| 07 Jun - 12 Jun, 2026 | Dubai | Arabic | USD 4,500 | Book |
| 07 Jun - 12 Jun, 2026 | Doha | Arabic | USD 4,500 | Book |
| 07 Jun - 12 Jun, 2026 | Cairo | Arabic | USD 4,000 | Book |
| 07 Jun - 12 Jun, 2026 | Barcelona | Arabic | USD 5,500 | Book |
| 07 Jun - 12 Jun, 2026 | Athens | Arabic | USD 5,500 | Book |
| 07 Jun - 12 Jun, 2026 | Amsterdam | Arabic | USD 5,500 | Book |
| 07 Jun - 12 Jun, 2026 | Jubail | Arabic | USD 4,500 | Book |
| 07 Jun - 12 Jun, 2026 | Kuwait City | Arabic | USD 4,500 | Book |
| 07 Jun - 12 Jun, 2026 | Kuala Lumpur | Arabic | USD 5,500 | Book |
| 07 Jun - 12 Jun, 2026 | Jeddah | Arabic | USD 4,500 | Book |
| 07 Jun - 12 Jun, 2026 | Istanbul | Arabic | USD 5,500 | Book |
| 07 Jun - 12 Jun, 2026 | Geneva | Arabic | USD 5,500 | Book |
| 07 Jun - 12 Jun, 2026 | Abu Dhabi | Arabic | USD 4,500 | Book |
| 14 Jun - 19 Jun, 2026 | Abu Dhabi | English | USD 4,500 | Book |
| 14 Jun - 19 Jun, 2026 | Amsterdam | English | USD 5,500 | Book |
| 14 Jun - 19 Jun, 2026 | Athens | English | USD 5,500 | Book |
| 14 Jun - 19 Jun, 2026 | Barcelona | English | USD 5,500 | Book |
| 14 Jun - 19 Jun, 2026 | Cairo | English | USD 4,000 | Book |
| 14 Jun - 19 Jun, 2026 | Dammam | English | USD 4,500 | Book |
| 14 Jun - 19 Jun, 2026 | Doha | English | USD 4,500 | Book |
| 14 Jun - 19 Jun, 2026 | Dubai | English | USD 4,500 | Book |
| 14 Jun - 19 Jun, 2026 | Geneva | English | USD 5,500 | Book |
| 14 Jun - 19 Jun, 2026 | Istanbul | English | USD 5,500 | Book |
| 14 Jun - 19 Jun, 2026 | Jeddah | English | USD 4,500 | Book |
| 14 Jun - 19 Jun, 2026 | Jubail | English | USD 4,500 | Book |
| 14 Jun - 19 Jun, 2026 | Kuala Lumpur | English | USD 5,500 | Book |
| 14 Jun - 19 Jun, 2026 | Kuwait City | English | USD 4,500 | Book |
| 14 Jun - 19 Jun, 2026 | London | English | USD 5,500 | Book |
| 14 Jun - 19 Jun, 2026 | Manama | English | USD 4,500 | Book |
| 14 Jun - 19 Jun, 2026 | Munich | English | USD 5,500 | Book |
| 14 Jun - 19 Jun, 2026 | Muscat | English | USD 4,500 | Book |
| 14 Jun - 19 Jun, 2026 | Paris | English | USD 5,500 | Book |
| 14 Jun - 19 Jun, 2026 | Riyadh | English | USD 4,500 | Book |
| 14 Jun - 19 Jun, 2026 | Rome | English | USD 5,500 | Book |
| 14 Jun - 19 Jun, 2026 | Salalah | English | USD 4,500 | Book |
| 14 Jun - 19 Jun, 2026 | Seoul | English | USD 5,500 | Book |
| 14 Jun - 19 Jun, 2026 | Sharm El Sheikh | English | USD 4,000 | Book |
| 14 Jun - 19 Jun, 2026 | Singapore City | English | USD 5,500 | Book |
| 14 Jun - 19 Jun, 2026 | Taif | English | USD 4,500 | Book |
| 14 Jun - 19 Jun, 2026 | Tokyo | English | USD 5,500 | Book |
| 14 Jun - 19 Jun, 2026 | Vienna | English | USD 5,500 | Book |
| 14 Jun - 19 Jun, 2026 | Yanbu | English | USD 4,500 | Book |
| 14 Jun - 19 Jun, 2026 | Kuala Lumpur | Arabic | USD 5,500 | Book |
| 14 Jun - 19 Jun, 2026 | Jubail | Arabic | USD 4,500 | Book |
| 14 Jun - 19 Jun, 2026 | Jeddah | Arabic | USD 4,500 | Book |
| 14 Jun - 19 Jun, 2026 | Athens | Arabic | USD 5,500 | Book |
| 14 Jun - 19 Jun, 2026 | Amsterdam | Arabic | USD 5,500 | Book |
| 14 Jun - 19 Jun, 2026 | Cairo | Arabic | USD 4,000 | Book |
| 14 Jun - 19 Jun, 2026 | Doha | Arabic | USD 4,500 | Book |
| 14 Jun - 19 Jun, 2026 | Dammam | Arabic | USD 4,500 | Book |
| 14 Jun - 19 Jun, 2026 | Barcelona | Arabic | USD 5,500 | Book |
| 14 Jun - 19 Jun, 2026 | Abu Dhabi | Arabic | USD 4,500 | Book |
| 14 Jun - 19 Jun, 2026 | Istanbul | Arabic | USD 5,500 | Book |
| 14 Jun - 19 Jun, 2026 | Geneva | Arabic | USD 5,500 | Book |
| 14 Jun - 19 Jun, 2026 | Dubai | Arabic | USD 4,500 | Book |
Virtual Learning
Online / Virtual
ISM Endorsed Certified Master Negotiator
5 Days
60 Sessions
Interpersonal Skills and Self Development
Ready to advance your career?
Join thousands of professionals who have already enhanced their skills with Al Mawred.
Register for this course