Negotiation Skills


Negotiation Skills

"It is people who negotiate; not machines, or companies. We all have prejudices, values, ideologies, preferences, pressures, objectives, and judgement, as will the other party in your negotiations. So one part of our journey will involve you understanding why your greatest challenge in negotiation is yourself and how, by nature, you naturally see the world from your perspective rather than that of others." - STEVE GATES, The Negotiation Book


  • Sales staff at all levels and in all industries
  • Staff, heads of department and managers dealing with
    • Customers
    • Staff
    • Suppliers
    • Service providers


  • You will learn:
    • the negotiation process and the importance of proper preparation
    • how to apply recognised steps in the process
    • different techniques and approaches to negotiation
    • negotiation strategies and their applicability
  • By applying what you learn you will develop the experience to improve the outcome of negotiations in various situations


  • Why negotiation skills are so important in business and their broad application
  • Being prepared for a negotiation
  • Influencing others
  • Push and Pull style techniques
  • The negotiation process and the steps involved including what causes a breakdown in negotiations
  • How and when to apply the steps that you have learnt
  • Different strategies and how to use them
    • Tactical Empathy
    • Calibrated Questions
    • Mirroring
    • Labelling
    • The power of a positive "No"
  • Closing a negotiation
  • Breaking deadlocks

You can view all our courses HERE

KZN Business Training Centre

Contact Details
Contact Person:
Call us on: +27 (0)31 267 1229
Contact Email:
sales [at]
Course Details
Unit Standard:
NQF Level:
Level 4
Course Duration:
2 Days
Course Delivery Method:

Blended Blended

In Class In Class

Distance Distance

Presented Presented Courses

In House In-House

Contact us at +27 (0)31 267 1229 or [email protected] and we will send your a full course outline and quotation based on your requirements
Course Fee Includes:
Our public course fee includes facilitated training, course materials, the venue, a light lunch and refreshments. Onsite training at your venue can be arranged on mutually suitable dates - please contact us to request a quotation.




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