This course is ideal for managers or salespeople wanting become successful negotiators.

Participants will learn how to choose a negotiation strategy based on relationship and results, how to prepare for the negotiation, how to conduct a successful negotiation, and finally, how to close the negotiation effectively.

  • Know the key considerations when preparing a negotiation
  • Choosing the right negotiation strategy
  • Creating the right atmosphere
  • Making and responding to proposals
  • Know how to strengthen your position
  • Know how to weaken the other party’s position
  • Understand the body language of the other party
  • Closing a negotiation effectively
  • Handle negotiation breakdown
  • Knowing when to use a mediator or arbitrator
  1. Preparing for a negotiation
    • Defining negotiations
    • Understanding the principle of an exchange
    • Identifying objectives
    • Preparing yourself
    • Assessing the other party
    • Choosing a strategy
    • Using an agenda
    • Creating the right atmosphere
  2. Conducting a negotiation
    • Judging the mood
    • Making a proposal
    • Responding to a proposal
    • Responding to ploys
    • Understanding body language
    • Establishing positions
    • Strengthening your position
    • Weakening the other party’s position
  3. Closing a negotiation
    • Choosing how to close
    • Moving to a close
    • Handling breakdown
    • Using a mediator or arbitrator
    • Implementing decisions

Post Training Quiz and Completion of Action Plan.


2 full days (14 hours)

Course Fee

Vietnamese: $1200 to $1600  per group
English: $1800 to $2400 per group


From our experiences in working with SPECTRA in developing our human resources capabilities, we have been satisfied with the trainers’ professionalism and skills, the quality of the training materials and administrative support that SPECTRA provides.

Pham Tri Tuyet

HR Supervisor Canon Vietnam

We are very pleased with the quality of the training. The content of the training program was well-developed and highly relevant to our managers. The entire program was effectively delivered through engaging, fun and meaningful training methods that enhanced participants’ skills and knowledge.

Santi Sanguansat

Vice President - Aquaculture Business, CP Group

Throughout the years of experience in cooperating with SPECTRA, in developing our people, SPECTRA has proven to be a reliable training partner. Trainers of SPECTRA are knowledgeable and experienced. Furthermore, we have also been satisfied with the quality of training need analysis, customized training materials, administrative support and post-training evaluations that they have provided us with

Keichi Murakami

Executive General Manager - Isuzu Vietnam

The training class was fun and meaningful and has enriched all the participants with more knowledge

Richard KH Chua

Chief Executive Officer - Ben Thanh Management Services Co Ltd