Course Overview:
This intensive 2-day training is designed to equip participants with the skills and strategies needed to negotiate effectively and influence stakeholders in various business scenarios. Participants will learn how to assess negotiation styles, build trust, handle objections, and leverage psychological principles of persuasion to achieve successful outcomes. Through case studies, simulations, and role-playing exercises, attendees will gain hands-on experience in real-world negotiation and influencing techniques.
Course objectives:
By the end of this course, participants will be able to:
- Use the negotiating process to solve everyday problems
- Understand the fundamentals of negotiation and influence.
- Apply various negotiation styles and strategies based on different situations.
- Master key negotiation techniques like anchoring, BATNA, ZOPA, and strategic persuasion.
- Overcome objections, break deadlocks, and handle difficult negotiators.
- Use persuasion techniques to influence stakeholders and drive desired outcomes.
- Engage in real-world negotiation simulations to build confidence and skills.
Course Outline:
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Day 1:
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- Definition & importance of negotiation
- Key characteristics of a good negotiator
- Common challenges in negotiations
- Distributive vs. integrative negotiations (Win-Win & Win-Lose)
- The 5 Negotiation Styles (Competing, Collaborating, Compromising, Avoiding, Accommodating)
- Stages of negotiation: Preparation, Opening, Bargaining, Closing
- Setting objectives and defining BATNA (Best Alternative to a Negotiated Agreement)
- Identifying the other party’s interests
- Active listening & questioning techniques
- Reading body language and non-verbal cues
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Day 2 |
- Key principles of persuasion (Cialdini’s 6 Principles: Reciprocity, Commitment, Social Proof, Authority, Liking, Scarcity)
- Emotional intelligence in negotiations
- How to handle difficult people
- Identifying objections and responding effectively
- Creative problem-solving techniques
- How to break negotiation impasses
- The role of power in negotiation
- Managing high-pressure negotiations
- Strategies for dealing with aggressive negotiators
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Delivery Method:
The workshop is fully in-person.
Target Audience:
- Anyone willing to improve their negotiation skills for professional or personal reasons
- Salespeople
- Business owners, managers and leaders
Trainer Profiles:
Dr. Mohammad Ismaeil
With over 25 years of experience in the financial services industry, Mohammad is a master negotiator and strategic leader, specializing in closing high-value deals, managing complex negotiations, and leading elite financial teams. His expertise spans VIP wealth management, corporate banking, investment banking, and strategic business development, enabling him to secure multimillion-dollar agreements and navigate high-stakes financial negotiations with precision.
Having held senior leadership roles in international financial organizations in GCC & Europe, Mohammad has led high-performing teams, steered negotiations for major corporate transactions, and resolved challenging financial disputes. His ability to manage difficult meetings, align diverse stakeholders, and break negotiation deadlocks has positioned him as a go-to advisor for HNW families, business owners, and corporate executives seeking tailored financial strategies.
As a certified master trainer at leading academic and banking institutions, Mohammad has trained banking executives, financial teams, and relationship managers on negotiation tactics, deal structuring, risk mitigation, and client persuasion techniques. His experience in handling complex mergers, restructuring financial portfolios, and leading cross-functional teams has made him a key asset in transforming banking strategies across the GCC.
With a Doctorate in Strategic Planning from the University of London, Mohammad combines academic rigor with real-world negotiation expertise, empowering organizations to close high-stakes deals, manage difficult boardroom discussions, and lead with strategic influence.
