Negotiating Skills for Leaders
The ability to negotiate situations is integral to the senior management role and has a significant impact on processes, performance and culture. Negotiation is so ingrained in the role of a manager that one may hardly realise that one is negotiating. This programme will enable participants to attain the best outcomes from their negotiations. It will expose participants to negotiation skills, insights and competencies to assist managers to remain focused when planning, delivering and closing a negotiation. It will help them assess and manage the risks when negotiation fails, manage emotions and behaviour, build confidence and assertiveness to secure the desired outcome.
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| Date/s of Next Intake: Date on Request |
| Venue: ThinkTalent Training Room, ThinkTalent Offices, Mriehel |
| Language: English |
| Duration: Full Day |
| Hours of Total Learning: 7 |
| Entry Requirements: None |
| Mode of Attendance: Part-time |
| Mode of Delivery: Face-to-face |
| Grading System: Not Applicable |
| Pass Mark: Not Applicable |
| Funding Options: Three Malta funding routes can cover most of your course. MySkills Scheme (cash grant reimbursement, individuals) — employed participants claim back up to 80% and unemployed up to 100%, paid as a cash reimbursement on completion, max €5,000 per application. Get Qualified Scheme (tax credit, individuals) — employed, self-employed and business owners recover up to 70% of eligible training costs as a personal tax credit, max €10,000 per application. Investing in Skills / IIS (tax credit, employers) — Malta-registered employers recover up to 70% of eligible training costs for their staff as a tax credit. Not sure which scheme fits you? Contact us — we will tell you exactly what you qualify for. |
Structure of Programme:
Part 1: Introduction to Negotiation in Leadership Contexts
- Defining negotiation in the leadership role
- Common misconceptions and challenges
- Informal vs formal negotiations in management
- Group activity: "Spot the Negotiation" – exploring real scenarios
- Reflection: Personal experience with recent negotiations
Part 2: Foundations of a Successful Negotiation
- The key phases of negotiation: Preparation, Discussion, Bargaining, Agreement, Closure
- The importance of preparation and setting objectives
- Understanding interests vs positions
- Practical tool: BATNA (Best Alternative to a Negotiated Agreement)
- Small group work: Develop a negotiation plan using BATNA
Part 3: Building Emotional and Behavioural Agility
- Managing emotions (yours and others') in high-pressure negotiations
- Assertiveness vs aggression vs passivity
- Using emotional intelligence and active listening to build rapport
- Identifying manipulative tactics and maintaining control
- Role play: Emotionally charged negotiation scenario
Part 4: Strategic Negotiation Skills in Practice
- Influencing techniques and persuasion strategies
- Multi-party negotiations and complex stakeholder management
- Practising closing techniques: sealing the deal and clarifying next steps
- Negotiation failure: How to manage fallout and regroup
- Simulation: Team-based negotiation challenge
Part 5: Reflection and Action Planning
- Identifying personal negotiation strengths and development areas
- Completion of self-reflection tool
- Peer feedback and insights
- Creating a personal action plan for real-life negotiation improvement