Negotiation Skills



Negotiation Skills

November 30, 2017 - 9:00am to 5:00pm

Washington , DC , United States


Beatrice Bezmalinovic Dhebar

Language: English

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HUMENTUM MEMBERS $525 $575 $630
NON-MEMBERS $630 $680 $735


There is an art to negotiation when there is more at stake than just making a deal. In business development, professionals negotiate internally and externally to reach agreements that are the foundation for project implementation. In this one-day workshop, you will complete a series of simulations that replicate common business development negotiations, such as agreeing to partner, defining a scope of work, and negotiating a last-minute budget change. These exercises will illustrate traditional negotiation frameworks and practices as well as practical options for business development professionals.


Who Should Attend

In addition to individual participants, Humentum encourages teams of employees to attend this workshop together, to develop a common organizational approach to negotiating. Those who will benefit from attending this workshop include:

  • Business development professionals at all skills levels.
  • Other organizational professionals that support the business development function.


What You Will Learn

This workshop explores the critical skills needed in business development negotiations. You will:

  • Develop an effective approach to negotiating
  • Practice preparing for a bid negotiation
  • Understand partner decision-making steps
  • Experience common negotiation scenarios
  • Build your own confidence through practice and feedback


The Inside NGO Advantage

For 40 years, Humentum has been “inside” the NGO community, supporting organizations as they address the world’s most pressing social issues. We are widely recognized as the leader in US government assistance compliance training. Our training activities are designed to help you and your organization build capacity, strengthen decision-making, develop more efficient systems, and identify effective solutions to important challenges. Our learning programs are modeled on the best practices in adult learning. In today’s complex operating environment, learning has never been more important, and we take great pride in being your partner in professional and organizational development.




Overview of negotiations

Negotiating Styles

Explore negotiating styles and applications




Preparing to Negotiate

Understand general strategy for preparing to negotiate

  • Self-assessment
  • Assessment of the other party
  • Situation Assessment

12:00 – 12:45



Preparing to Negotiate (con’t)

Prepare to negotiate with a potential bid partner


Multi-issue Negotiations

Discuss common bid negotiation issues

Discuss strategies for negotiating with potential partners




Overview of budget issues

  • Understand common budget negotiation issues
  • Practice budget negotiations


Common Negotiation Mistakes and Good Practices


Wrap up/Lessons Learned

1120 20th St NW 
Suite 520S (Building 1)
Washington DC 20036

The nearest Metro stop to the workshop is Farragut West on the Blue/Orange/Silver lines or Dupont Circle or Farragut North on the Red line. Find a map of the DC metro system here.

Participants are responsible for making and paying for their own hotel/lodging arrangements. We have found that usually offers comparable or even lower rates than we are able to negotiate. We recommend attendees look for hotels in the Dupont Circle neighborhood. Check out some suggestions for convenient hotels.