A successful negotiation begins with preparation: gathering information, identifying interests and currencies of exchange, and creating options. It requires a sensitivity to the emotional aspects of negotiating and the ability to overcome an impasse.

In today’s world, a win-win approach is the only acceptable approach to negotiation. This practical and interactive two-day course was designed for people who must negotiate in a variety of settings. It is based on the approach in the books getting to yes and getting past no by Harvard professors Roger Fisher and William Ury. Facilitated by David Goldwich, a trained lawyer and mediator, this course focuses on preparing for negotiation and provides a framework for negotiating win-win outcomes.


This course aims to help participants:

  • Understand the elements of the 'principled' negotiation approach.
  • Distinguish interests from positions and learn how to uncover hidden interests.
  • Leverage on differently valued currencies of exchange to create value out of nothing.
  • Develop alternatives and a powerful Plan B so you cannot lose.
  • Use anchor points to get more every time.
  • Adopt a counterintuitive approach to get better results.
  • Understand the emotional aspects of negotiation.
  • Learn how to overcome an impasse.
  • Frame issues to your advantage.
  • Know the behaviors of winning negotiators.
  • Understand your counterpart to maximise the chances for a win-win outcome.
  • Use an eight-step template to systematically prepare for any negotiation.


Lecture and discussions supported with simulations, skits, demonstrations and video presentations.

Who should attend

  • Managers and supervisors
  • Lawyers, bankers and financial advisors
  • Purchasing agents and contracts officers
  • Executives
  • Sales and marketing staff
  • Customer service representatives
  • Administrative and technical staff
  • Anyone whose work requires them to negotiate with and influence others.

Course outline

An introduction to negotiating:

  • Understanding negotiation
  • How do you negotiate?
  • The negotiation process: four stages
  • Distributive, integrative, and mixed motive negotiating
  • The win-win approach: creating and claiming value
  • Negotiating multiple issues–it isn’t just about price!
  • Choosing your strategy
  • Using anchor points to your advantage
  • Offers and counter offers
  • Currencies of exchange and how to leverage them
  • Getting past no
  • The art of doing the opposite
  • Check your reaction
  • Check their emotions
  • Reframing
  • The golden bridge
  • Using power wisely
  • Dealing with an impasse
  • Behaviors of winning negotiators: what they do, and don’t do
  • Asking questions
  • Listening
  • Persuasiveness
  • Explaining before disagreeing
  • Empathy–seeing it their way
  • Lateral thinking
  • Avoiding negative behaviors
  • Preparing to negotiate: using an eight-step checklist
  • Interests vs. positions
  • Currencies
  • Options
  • Plan B
  • Rationale
  • Communication
  • Relationship
  • Implementation
  • Bonus section: The eleven commandments of negotiation.
ACCA supports CPD workshop organised by The Malaysian Institute of Accountants (MIA)