Art of Negotiation (in Organizations) Training Course


2 Days – the course uses a multi-pronged approach to learning these skills

Who Should Attend

Managers, sales staff, purchasing agents, financial intermediaries, human resources and all staff that are involved in negotiation scenarios within a company.


Upon completion, participants will receive a Certificate of Completion from The Performance Management Academy.





Negotiations take place all around us. The Performance Management Academy believes that free and open communications lead to healthy, vibrant and successful companies where viewpoints and ideas are exchanged readily. Varying organizational goals and objectives result in the need for internal and external negotiations resulting in the requirement for business people to be trained in this essential life skill. The Art of Negotiation (in Organizations) explores the strategic aspects of negotiating and provides the tools to prevent and resolve disputes and secure desired and negotiated outcomes.

Course Summary:

The Performance Management Academy recognizes that Managers and employees require the appropriate skills to engage in open discussions and negotiations with each other and with internal and external customers. As negotiation takes place around us, management and staff need to be skilled and confident in negotiating techniques.  The goal of negotiations is mutual satisfaction and having the needs met of all parties involved as well as the overall needs of the organization. This course helps you to prepare and conduct real-world negotiations with business partners, clients, suppliers and colleagues.

Course Outline and Key Topic Areas include:

•    Types of Organizational Inter-Relationships
•    Transactions that Require Negotiations
•    Ensuring a Successful and Caring Approach
•    Insisting that Both Sides, the Organizations and the Work-Groups Win
•    Resolving Issues Without Negotiating/Knowing When to Negotiate
•    Negotiating Types and Styles
•    Using Communication and Listening Skills to Set the Tone and Control the Negotiations
•    Use Persuasive Skills to Make Your Point
•    Creating a Good Negotiating Environment
•    Understanding Your Needs, Your Customer’s Needs and Individual Motivations
•    Developing and Evaluating Alternatives to Strengthen Your Position
•    Learning to Identify and Develop Alternatives that Lead to a Win-Win Solution
•    Steps to a Negotiated Solution and to Achieving a “Yes”

How You Will Benefit:

•    Understand the organizational situations and transactions that require negotiations
•    Learn why a “principled negotiation” works best
•    Develop the skills to create a good negotiating environment
•    Learn to develop a “caring approach” and insist that both sides win – and that organizations and work-groups also win
•    Learn how to resolve issues without negotiating
•    Understand when you need to negotiate
•    Recognize negotiating types and styles
•    Learn to use communication and listening skills to “set the tone” and “control” the negotiations
•    Develop the skills to persuasively present your position
•    Learn how to handle hardball negotiations and intimidation tactics
•    Understand the desirable traits of a successful negotiator
•    Build the skills to analyze and identify individual and organizational motivations
•    Learn to identify and develop alternatives that would strengthen your position
•    Learn to develop your “best alternatives” and empower your “walk away” position
•    Learn the steps to a negotiated solution and to achieving a “Yes”
•    Learn to alter the approach between “high trust” and “low trust” negotiations
•    Understand how to optimize the negotiated solution


"Having Performance Management Academy work with our team was the best decision we could make. Together, we learned the importance of being a good manager – armed with useful information, practical tools and a common language to bring forward as we work to improve the quality of our interactions with one another and our staff. Our facilitator was very skilled and took every opportunity to take our comments and questions about present day situations in our work place, and put them in the context of the useful information we were learning through the course. It was interesting, engaging, and allowed us a whole new perspective on why, as managers, “how” we do something is just as important as “what” we do. I would recommend this workshop to any organization that values its employees and workplace health and productivity."

Indigenous Management and Supervisory Skills - Management Essentials
Chief Executive Officer, Kitselas Band Council

"The presentation, material and knowledge shared provided relevant and comprehensive best practices in recruitment and selection. The candidate screening and communications techniques were particularly insightful. I would definitely recommend this session to both new and seasoned recruiters and hiring managers. "

Progressive Recruiting, Interviewing and Selection
Recruitment and Staffing Specialist, Nasittuq Corporation

"As a manager of many years in different sectors of employment (e.g.; First Nations, Federal Government, Provincial Government and Private Sector) and having attended Management Training courses over the years, this three day (3-day) course was the most informative and motivational and provided the proper tools and knowledge on how to improve as managers. The Facilitator was most accommodating and I felt that all the people who participated felt very comfortable with him. He was very down to earth and extremely entertaining with his presentation style."

Management and Supervisory Essentials
Health Care Manager, First Nations Health Board

"Thank you very much for the workshops. They were very interesting and we all gained more knowledge with the items discussed. Great workshop and well as interesting. Additionally, we had many laughs during the exercises. Thank you ThePMAC."

Management Essentials
Executive Director, Constance Lake First Nation

"Nerahten Developments Limited is committed to the training of its staff, that all of its employees perform their jobs properly and professionally in accordance with established policies and procedures. As we have stated to the Instructor on our departure, we were very satisfied with the five day management training session. The Instructor (Charles Hendriks) explained concepts and ideas effectively, facilitated discussion encouraged participation, responded to students’ questions and had thoroughly knowledge of the course material. The text book material was informative, current and classroom/ facilities was suitable. I feel that I have gained valuable skills and knowledge that will help me in my work performance. I would like to thank all the individuals who made this training session possible and would recommend this course to others. "

Management Essentials
Projects Administration, Nerahten Developments, Fort Good Hope, NT

"I will definitely apply what I learnt in this training to my current position. Thank you." "The material was relevant and appropriate." "I enjoyed the whole experience. The trainer is skilled in engaging the class and providing information in a helpful manner. I highly recommend this training!"

Indigenous Management and Supervisory Skills - Management Essentials
Virtual On-Line Training - Comments from a variety of managers from various organizations - including Treaty 3, Kenora, ON

"I am very pleased with the Indigenous Supervisor Management Skills course. The presenter was well prepared and the content is exactly what I needed to help me function well in my job!! Thank you!!"

Indigenous Management and Supervisory Skills - Management Essentials
Friendship House Association, Prince Rupert, BC

"This training was excellent. It was a great combination between skill and knowledge-basedlearning. There were opportunities to practice what was taught through roleplay and group discussions."

Indigenous Management and Supervisory Skills - Management Essentials
Policy Analyst, Ta'an Kwach'an Council, Whitehorse, Yukon