Duration: 2 Days | 16 Hours | Code: NEGO

Negotiating among Stakeholders with Differing Objectives and Desires


Negotiating among Stakeholders with Differing Objectives and Desires

Negotiation is a critical business skill. In today’s business environment, the importance of successful negotiation cannot be overstated. Negotiation is the art of choosing the right strategy for each situation. Effective negotiation skill will help you to find a solution that is acceptable to both parties, and leave everyone feeling that they have won.

This informative, highly interactive and activity-based workshop with hands-on exercise, equips participant with a structured approach, knowledge, skills, tools and techniques to analyze & prepare for negotiation. The workshop helps participant develops a more effective negotiation style.

This workshop is for anyone who needs to negotiate with internal and external stakeholders including management, inter-departments, peers, users, customers and vendors.

Program Outline


  • Course structure and objectives
  • Challenges and pitfalls in negotiation
  • The negotiation process

Types and Approaches of Negotiation

  • Internal Vs external negotiation
  • One-on-one Vs team negotiation
  • Negotiation approaches: soft, competitive and collaborative

Collaborative Negotiation to Create Win-Win Outcomes

  • Structured approach and proven templates for negotiation process
  • Identify self and stakeholder(s) needs
  • Create options for mutual gains
  • Use objective criteria for a fair deal
  • Focus on the problem for a positive outcome
  • Identify self and stakeholder(s) BATNA

Strategies and Tips

  • Understanding of self and stakeholder(s)
    underlying motivations and negotiation styles
  • Use people strategies in the negotiation process
  • Tips for managing and sharing of information
  • Tips for effective negotiation meetings

Who Should Participate

This course is for business professionals from all backgrounds and industries who wish to improve their ability to negotiate.

Past participants have ranged from project managers, team leaders, systems analyst, team members, business analyst, managers, supervisors, sales, marketing, procurement officers and professionals who need to negotiate from diverse industries.

Learning Objectives

At the end of this interactive workshop, participants will be able to:

  • Learn how to overcome and avoid common negotiation pitfalls

  • Explain the different types and approaches of negotiation

  • Apply a structured approach with practical knowledge, skills, tools and techniques to conduct internal, external, one-on-one and team negotiation

  • Articulate core concepts of collaborative negotiation for win-win outcome

  • Apply people strategies to prepare, lead and manage the negotiation process

  • Apply techniques to effectively manage and sharing of information

  • Apply techniques to effectively run a successful negotiation meeting


This course qualifies for 15 Professional Development Units (PDUs) under Project Management Institute (PMI) Continuing Certification Requirements (CCR) program Category A.

Train with EPM and you’re in good company


Our trainers have many years of project management, leadership and training experience. All have used the processes, tools, techniques and good practices outlined in the Project Management Institute PMBOK® Guide and are able to relate this knowledge to the running of successful projects in industry.


Our group exercises and exam practice questions have been developed over many years following Instructional Design techniques. All materials are regularly updated based on participant feedback and current industry good practices.


Our workshops are conducted in a group environment where participants are encouraged to participate in individual and team activities to promote learning, build team morale and reinforce understanding of concepts.


Funding support for training courses. Terms and conditions apply.

Training Assistance Scheme: SBL & SBL Khas Scheme


The SBL & SBL Khas programme provided by HDRF, Malaysia supports the course and exam fees, capped at RM1,300 per day for Company-sponsored trainees from HRDF Registered Employers. Prior approvals must be obtained from HRDF.