Communication Fundamentals for Negotiation – Open course – Beginner level – 2021 Q2

1400,00 + vat

Find out more about these open courses below or
download the full schedule (PDF).

Session date:
From 7 June to 01 August 2021
Course Structure
SKU: oc-b-cffn-2021q2-1 Category: Tags: ,

1. Aim of the course

By the end of this course, participants will be able to master how they communicate when negotiating.

Learning goals

  • Define negotiation objectives, including different options.
  • Develop negotiation scenarios.
  • Built alternative solutions (BATNA) to avoid deadlock situations.
  • Organize their negotiation plan, considering their company constraints, the supplier’s expectations, and the market situation.
  • Deliver the highest results possible, while maintaining long-term relationships with suppliers.

Target group

Buyers at any level who wish to learn how to use cost breakdown and the TCO decision-making tool to better negotiate price reductions with suppliers.

2. Course Structure

The COMMUNICATION FUNDAMENTALS FOR NEGOTIATION course contains 1 Awareness Session, 3 Chapter including 13 e-modules (amongst which 2 are optional), other material (readings, videos…), and 3 Virtual Classes.
The specific e-modules must be completed before attending the related Virtual Class.


Awareness Session Content Duration
  • Fundamentals of Negotiation.
210 min.


Chapters e-Modules Virtual Classes
No Name
Negotiation role-play 3 • Analysing the negotiation’s value exchange
• Analysing the balance of power to then be
offensive or defensive
• Creating a BATNA based on the negotiation context
90 min.
Debriefing on
the conduct of
5 • Adjusting the negotiation settings.
• Following a 5-step communication process.
• How to successfully conclude a negotiation? 


• Conditioning the other party before they start negotiating.
• Credibility & the impact of 1st impressions on negotiating.
• The importance of listening.

90 min.
fundamentals for
5 • Introducing body language.
• Deciphering body language
• Identify 3 basic types of arguments 


• What’s a cultural trait?
• Introduction to Emotional Intelligence

90 min.

Additional information

Certificate course



Open course




Q2 2021