# Negotiation Skills Training for Professionals > Negotiation skills training for professionals in every function: prepare with BATNA, create value and close fair agreements with confidence. Talk to us today. - Source: https://bodhih.com/negotiation-skills-training/ - Publisher: Bodhih Training (Bengaluru, India; since 2008) - Last updated: 2026-10-14 - Contact: solutions@bodhih.com · +91 99000 11601 --- Negotiation skills training for everyone who has to reach agreement without full authority: managers, project leads, engineers, finance and operations professionals. Participants learn to prepare systematically, understand interests, create value, handle pressure tactics and close fair agreements with colleagues, clients and partners. ## At a glance - **Duration:** Recommended: 2 days in person, or 4 × 3-hour live virtual sessions - **Who it’s for:** Managers, project and delivery leads, specialists and professionals in any function - **Level:** Intermediate - **Format:** In person · Live virtual · Blended - **Track record:** Since 2008 · 2,000+ companies Negotiation skills training teaches professionals to prepare for and conduct negotiations that reach good agreements while protecting relationships. It covers interests over positions, BATNA, ZOPA, anchoring, trading concessions and handling pressure tactics, with internal, client and cross-cultural role-plays. Bodhih runs it as a two-day workshop or four 3-hour live virtual sessions, with 90-day follow-up. - Recommended: 2 days in person, or 4 × 3-hour live virtual sessions - Level: Intermediate · In person · Live virtual · Blended - Designed with the ADDIE model and customised to your context - Offered by Bodhih since 2008 to 2,000+ organisations across 7 regions **Also known as:** negotiation skills workshop, negotiation training for employees, negotiation course for managers, business negotiation training **Where and how:** negotiation skills training as an in-person workshop in [Bengaluru](https://bodhih.com/corporate-training-in-bangalore/), [Mumbai](https://bodhih.com/corporate-training-in-mumbai/), [Delhi NCR](https://bodhih.com/corporate-training-in-new-delhi/), [Gurugram](https://bodhih.com/corporate-training-in-gurugram/), [Hyderabad](https://bodhih.com/corporate-training-in-hyderabad/), [Chennai](https://bodhih.com/corporate-training-in-chennai/), [Pune](https://bodhih.com/corporate-training-in-pune/), [Kolkata](https://bodhih.com/corporate-training-in-kolkata/), [Ahmedabad](https://bodhih.com/corporate-training-in-ahmedabad/) and [Jaipur](https://bodhih.com/corporate-training-in-jaipur/); as a live online course; or delivered overseas in [Dubai](https://bodhih.com/corporate-training-in-dubai/), [Singapore](https://bodhih.com/corporate-training-in-singapore/) and across the Middle East, Asia and Africa. Last reviewed 14 Oct 2026 by [Siddharthan VGJ](https://bodhih.com/siddharthan-vgj/), Founder · Bodhih Training, Bengaluru ## Why negotiation is part of everyone's job Most professionals negotiate every week over deadlines, budgets, resources, scope and priorities, even if negotiation is not in their job title. In matrix structures and global teams, those negotiations cross functions, time zones and cultures, often without formal authority. Many people either avoid these conversations or treat them as contests to win. General negotiation skills training gives them a principled, structured approach, so they prepare better, ask for what they need and keep working relationships intact. ## What participants will be able to do ### Prepare with a plan Use a one-page negotiation planner covering interests, BATNA, target, walk-away point and tradeable items. ### Separate interests from positions Ask questions that uncover what the other side really needs behind their stated demands. ### Create value before claiming it Expand options and package trade-offs so both sides gain more than a simple split would give. ### Anchor and concede strategically Open credibly, trade concessions rather than give them away and track movement on both sides. ### Handle pressure and tactics Recognise tactics such as false deadlines, good cop bad cop and nibbling, and respond calmly. ### Negotiate across cultures and hierarchy Adapt your approach for direct and indirect communicators, senior stakeholders and virtual settings. ## Who should attend - Managers and team leads negotiating resources, priorities and deadlines - Project, program and delivery managers handling scope and change requests - Specialists in IT, finance, operations and legal who negotiate internally and externally - GCC professionals negotiating with global stakeholders - Professionals preparing for role, salary or career conversations ## Program outline Recommended design, customised to your context after a short needs analysis. ### **Negotiation foundations**Module 1 · 90 min - Distributive versus integrative negotiation - Principled negotiation: people, interests, options and objective criteria - Your negotiation style across five ways of handling conflict ### **Preparation that gives you power**Module 2 · 2 hours - BATNA, walk-away point, target and ZOPA - Mapping interests, priorities and tradeables for both sides - One-page planner applied to a real upcoming negotiation ### **Creating and claiming value**Module 3 · 2 hours - Questioning and listening to uncover interests - Packaging options and if-then trading - Anchoring, first offers and concession patterns - Role-play: a multi-issue negotiation ### **Handling difficult tactics and emotions**Module 4 · 90 min - Common pressure tactics and effective counters - Staying composed and helping the other side save face - When to pause, escalate or walk away ### **Internal and stakeholder negotiations**Module 5 · 90 min - Negotiating without authority: priorities, resources and deadlines - Saying no and negotiating scope with seniors and clients - Role-play: a cross-functional resourcing conflict ### **Cross-cultural and virtual negotiation**Module 6 · 90 min - High-context and low-context communication styles - Working with US, UK, European, Middle Eastern and Asian counterparts - Negotiating over video calls and email ### **Capstone negotiation and action plan**Module 7 · 2 hours - Full-length negotiation simulation with observers - Structured debrief against the planner - Personal plan for your next three real negotiations ## Sample training plan: 2-day hands-on design This two-day workshop builds negotiators who prepare, create value and hold their ground calmly. Each participant brings a real negotiation coming up and plans it on a one-page planner. They play a quick split-the-money game, a multi-issue supplier deal, a cross-functional resourcing conflict and a tactics gauntlet, then rehearse their own negotiation with a peer playing the other side. The capstone is a full-length, observed simulation with a structured debrief. Everyone leaves with a plan for their next three real negotiations. 82% hands-on practice · 13.5 contact hours · Cohort: 12–20 participants · In person · Live virtual ### Day 1: Prepare, probe and create value Participants can prepare a real negotiation on a planner, uncover interests and create value in a multi-issue deal. 1. 09:30–10:00 · Split the ₹1,000 (Business game) 2. 10:00–11:00 · My conflict and negotiation style (Diagnostic) 3. 11:15–11:45 · The one-page planner (Concept burst) 4. 11:45–13:00 · Plan my real negotiation (Build sprint) 5. 13:45–14:30 · Positions to interests (Skill drill) 6. 14:30–15:30 · The multi-issue supplier deal (Simulation) 7. 15:45–16:45 · Anchors and concessions (Skill drill) 8. 16:45–17:30 · Planner review (Reflection) ### Day 2: Pressure, stakeholders and culture Participants can handle tactics calmly, negotiate internally without authority, adapt across cultures and complete a full negotiation under observation. 1. 09:30–10:00 · Name that tactic (Energiser) 2. 10:00–11:00 · The tactics gauntlet (Role-play) 3. 11:15–12:15 · Negotiating without authority (Simulation) 4. 12:15–13:00 · Across cultures and screens (Concept burst) 5. 13:45–14:45 · Rehearse my real negotiation (Real-play) 6. 14:45–15:45 · Capstone negotiation (Simulation) 7. 16:00–16:45 · Structured debrief (Feedback round) 8. 16:45–17:30 · My next three negotiations (Action planning) Recommended: 2 days in person (09:30–17:30), or 4 × 3-hour live virtual sessions over two weeks, plus follow-up on three real negotiations over 90 days. A sample design: every Bodhih program is customised after a short needs analysis. ### How long is negotiation skills training? The recommended design is two days in person, from 09:30 to 17:30, followed by 90 days of applying the planner to three real negotiations. It also runs as four live virtual sessions of three hours each over two weeks, with confidential role sheets shared privately. ### What activities are included in negotiation skills training? Participants play a split-the-money game, a five-issue supplier contract simulation, a cross-functional resourcing conflict and a tactics gauntlet. They plan and rehearse their own real negotiation and finish with an observed capstone between a global headquarters and an Indian delivery centre. ## How we deliver it ### Simulation-heavy More than half the time is spent negotiating in role-plays and simulations, with observers using a feedback checklist. ### Real negotiations, prepared live Participants bring an upcoming negotiation from their work and prepare it with the planner during the program. ### Cases from your context In the ADDIE Analyse phase we collect typical negotiation situations across functions, so the negotiation skills training simulations reflect your organisation. ### Debriefs that build judgement Each simulation is debriefed on outcome, process and relationship, comparing different groups' deals to show what drove value. ## Tailored versions ### For project and delivery managers Focuses on scope changes, timelines, resources and change requests with clients and internal teams. ### For GCC and global teams Emphasises negotiating with headquarters and global stakeholders across cultures, seniority and time zones, including over video and email. ### For specialist functions Tailored to functions such as finance, legal or IT, with links to Bodhih's dedicated sales, HR and vendor negotiation programs where deeper focus is needed. ## How we measure impact Evaluation follows the ADDIE model: participants complete a negotiation skills assessment before and after the program on AssessAll, and observers score the capstone simulation against a structured checklist. Each participant tracks their next three real negotiations using the planner and reviews them with their manager at 30, 60 and 90 days. We also help you capture results such as agreements reached, time saved or scope and budget protected. AA Pair this program with [AssessAll](https://assessall.com), Bodhih’s AI assessment platform, for pre- and post-program skill measurement. ## Frequently asked questions ### What is negotiation skills training? Negotiation skills training teaches people how to prepare for, conduct and close negotiations that reach good outcomes while protecting relationships. It covers concepts such as interests versus positions, BATNA, anchoring and concession strategy, plus handling difficult tactics. Effective programs include plenty of role-play and simulation, because negotiation improves most through practice and structured feedback. ### What is BATNA in negotiation? BATNA stands for best alternative to a negotiated agreement: what you will do if the current negotiation fails, such as using another supplier, delaying a project or escalating a decision. A strong BATNA gives you confidence and a clear walk-away point. Good preparation also includes estimating the other side's BATNA, which shapes how much flexibility they have. ### What are the key negotiation skills? Key negotiation skills include thorough preparation, asking questions and listening to uncover interests, creating options that work for both sides, making credible offers, trading concessions rather than giving them away, managing emotions under pressure and adapting to different cultures. Knowing when to walk away matters just as much. The program builds each of these through practice. ### How is this different from Bodhih's sales, HR and vendor negotiation programs? This is the general, cross-functional program for anyone who negotiates at work, covering internal, client and [cross-cultural](https://bodhih.com/cross-cultural-sensitization/) situations. Bodhih also runs specialist programs: negotiation skills for sales professionals, influencing and negotiation skills for HR, and influencing and negotiation skills for vendor management. Choose those when a team's negotiations are mainly commercial, people-related or procurement-focused. ### How do you negotiate with internal stakeholders? Internal negotiations work best when you understand the other team's goals and pressures, frame requests around shared organisational objectives and bring options rather than demands. Be clear about trade-offs, for example what will slip if a new priority is added, and agree criteria for decisions. The program includes a dedicated module and role-plays on negotiating without authority. ### Does the program cover cross-cultural negotiation? Yes. Indian professionals often negotiate with counterparts in the US, UK, Europe, the Middle East and Asia, where expectations about directness, relationships, hierarchy and time differ. The program covers these differences, how to read indirect signals and how to negotiate effectively over video calls and email, with examples adapted to the regions your teams work with. ### What is the recommended duration of negotiation skills training? We recommend two days in person or four [live virtual](https://bodhih.com/live-virtual-classes/) sessions of three hours, because skills develop through repeated simulation and feedback. A shorter version is possible for experienced managers who want a refresher. The design, cases and simulations are customised after a needs analysis with your HR or L&D team.