Kleinbart - Learning and Development Solutions

Try a KLDS E-learning course

Negotiating a Win - Win Solution


Negotiation is not about winning or losing. It is about adopting a win - win approach to achieve mutually beneficial outcomes and improve relationships with our counterparties. This course covers the full process of negotiation from planning and preparation, through to the actual negotiation, closing and follow up. It includes numerous exercises and videotaped role-plays with feedback.

Course Content

  • Basic concepts of negotiation
  • Win-win negotiating
  • Evaluating a negotiation
  • Planning and preparation : interests vs. positions, planning the bid, trading variables, BATNA (Best Alternative to a Negotiated Agreement)
  • Opening a negotiation
  • Bidding and bargaining
  • Closing and following up
  • Negotiation break downs
  • Communicating effectively during a negotiation


2 days for up to 12 participants

Target Audience

Anyone who wants to become skilled in the negotiation process.