Course Summary

Negotiation is an art. The course enables participants will be able to look at different and effective, negotiation strategies which will aid both parties to come out of the process in a positive way. Negotiation is not a competitive sport, unless the parties collaborate to reach agreement, even short-term solutions may fall apart. The basis of negotiation is the art of persuasion through the building of credibility.

Course Duration

The proposed course duration is 8 hours.

Subjects and Issues Tackled

  • How negotiation and persuasion are inter-related
  • The positives of give and take
  • The six methods of developing the art of persuasion
  • Negotiation opportunities
  • Barriers to effective negotiation and ways for effective negotiation – ignoring the situation, bargaining, problem solving
  • How can you listen first? Active vs passive listening
  • Barriers to listening
  • Personalities in negotiation – what to do
  • Fending off the specialist
  • Managing conflict in negotiation
  • Assertiveness in negotiation
  • The negotiating process
  • Pre-negotiation; Negotiation; Post negotiation
  • Checklisting
  • The impact of personalities on the negotiating style
  • Facing deadlock
  • Gaining closure and commitment
  • Follow-up techniques

Meet the Trainer

John Mallia has been involved in training since 1998, and has conducted numerous training courses, both for public as well as for private sector organisations, including CDRT, Actavis, ETC, the Dental industry, Malta Enterprise, Kopin, Vista, JCI, the Malta Judo Federation, Fenech & Fenech Advocates, the Malta Cooperative Federation, the Environment and Resources Authority (ERA), Grant Thornton, as well as courses organised by Mediacoop itself.

John Mallia specialises in the areas of motivational training for personal development and success and conducts various training and consultancy work in customer care, marketing, image management, Public Relations, teamwork, communication, co-operatives and work relationships. Mediacoop also organises and facilitates various teambuilding sessions for different organisations.

Years of Experience

20+ years

Completed Successfully

350+ Courses