Getting What You Need Without Burning What You Have Built

Negotiation Skills Training

A Two-Day Workshop on Principled, Professional Negotiation for Pakistani Business Contexts
“The best negotiators do not win arguments. They build agreements that hold.”

Most Pakistani professionals enter negotiations with one of two instincts:

Either push hard for the maximum and accept the relationship damage that comes with it, or avoid conflict entirely and accept terms that do not serve their interests.

Both are costly strategies. The first wins deals but loses partners. The second preserves relationships at the expense of outcomes. Neither is what professional negotiation actually looks like.
Negotiation Skills Training Pakistan is IKTAR’s program for building the structured, principled approach that produces good outcomes without unnecessary conflict. The program covers the full arc of a professional negotiation: preparing properly before entering the room, understanding what the other party actually needs rather than just what they are asking for, identifying the terms that genuinely matter versus those used as anchors, making and responding to offers without revealing weakness, and reaching agreements that both parties feel are fair enough to honour.
This program is built for the specific negotiation contexts Pakistani managers face most often: vendor and procurement negotiations, salary and compensation discussions, client contract terms, internal resource allocation, and the ongoing negotiations that happen in every matrix organization between departments with competing priorities.

Work With Us

Who This Program Is For

Negotiation Skills Training is designed for:

• Procurement and supply chain managers who negotiate with vendors regularly and want to improve both their outcomes and their supplier relationships
• Sales and business development professionals who negotiate contract terms with clients and want to close better deals without damaging long-term relationships
• HR managers who handle salary negotiations, job offer discussions, and compensation reviews
• Project managers who must negotiate resources, timelines, and scope with internal stakeholders who have competing priorities
• Senior managers who want to build negotiation capability across their team rather than carrying all significant negotiations personally

If your managers regularly leave negotiation situations feeling either that they gave away too much or that they damaged a relationship unnecessarily, this program addresses both failure modes simultaneously.

What Participants Learn

By the end of the workshop, participants will be able to:

• Prepare for any negotiation systematically: knowing their own priorities, limits, and alternatives before entering the room
• Distinguish between positions, what the other party is asking for, and interests, what they actually need, and use that distinction to find agreements neither party initially saw
• Anchor, make, and respond to offers in ways that move the negotiation toward an acceptable outcome rather than entrenching both sides
• Handle pressure tactics, including ultimatums, artificial deadlines, and aggressive anchoring, without being manipulated by them
• Close a negotiation in a way that leaves both parties feeling the process was fair, even when one party got more of what they wanted
• Know when to walk away and how to do so without permanently damaging the relationship

Methodology

Program Structure and Methodology

Format: One to Two day in-person workshop
Group Size: Optimal cohort of 15 to 20 participants
Methodology: Live negotiation simulations using realistic Pakistani business scenarios, debrief and analysis sessions, and coached practice across multiple negotiation types
Delivery Options: Public workshop with scheduled dates, or in-house program built around your team’s specific negotiation contexts
Training
The workshop uses live negotiation simulations rather than case study discussion. Participants negotiate against each other in structured scenarios that replicate their actual negotiation contexts, vendor discussions, salary conversations, client terms, then debrief on what worked, what did not, and why. The learning comes from the experience itself, not from being told what good negotiation looks like.

Why IKTAR

Negotiation training imported from American or European business schools often reflects negotiation norms that do not translate cleanly into Pakistani business culture, where relationship context, hierarchy, and face-saving carry different weight than in transactional Western markets. IKTAR’s program is built around Pakistani negotiation realities: the role of personal relationships in commercial negotiations, how hierarchy affects the dynamics of an internal negotiation, and how to negotiate assertively without being perceived as disrespectful.
This program is led by Shafqat Jilani, a Certified Master Trainer (Futures Group, Washington DC) with over 25 years of experience advising Pakistani businesses on commercial negotiations, procurement strategy, and vendor management across manufacturing, services, and the social sector.
Following the workshop, IKTAR provides a free training review report identifying each participant’s strongest negotiation instinct and their most significant area for development.

Public Training Workshops

Open Public Training Workshops

Scheduled training sessions held at IKTAR’s facilities or partner venues in Lahore. Open to participants from any organization. Ideal for organizations sending one to five people, or for individuals investing in their own professional development

Scheduled dates published in advance | Meet and learn with professionals from other organizations | Cost-effective for small teams | Immediate availability without minimum group size | Certificate of completion issued

View Upcoming Public Workshops

In-House Customized Programs

Customized In-House Training Solutions

Training designed exclusively for your organization and delivered at your premises or a venue of your choice. IKTAR conducts a Training Needs Analysis first, then develops a program that reflects your organization’s specific context, challenges, and objectives.

Designed around your actual training gaps | Delivered at your location across Pakistan | Consistent messaging for your entire team | Flexible scheduling around your operations | Higher ROI for teams of 10 or more | Ongoing support and follow-up available

Request a Customized Program Proposal

Explore Our Management Training Programs

Negotiation Skills pairs well with other IKTAR Management training programs:

Conflict and Complaint Management

Resolving disputes after negotiation breaks down

VIEW PROGRAM

Effective Time and Work Management

Managing the workload that makes good negotiation preparation possible

VIEW PROGRAM

Managerial Skills

The broader management capability that negotiation supports

VIEW PROGRAM

Modern Methods of Team Building

Negotiating internally across teams and departments

VIEW PROGRAM

CLIENT RESULTS

What Organizations Say About IKTAR Training

View All

Shafqat is well experienced trainer familiar with Competency Based Education and Training CBET & Quality Assurance QA / Quality Control QC of Training

Moustafa WahbaTVET Consultant

I don’t hesitate in placing Shafqat Jilani among the best trainers in the country. He always explores modern approaches, creative skills, innovative ideas and relevant case studies. Any enterprise looking for training services in human development, strategic planning, development of selling & marketing skills, improvement in presentation skills, policy & strategy development, polishing decision-making skills, introduction of modern approaches etc. must opt IKTAR as a Trainer.

Zulfiqar Ahmad HBL

Mr. Shafqat is a thorough gentleman and a perfect professional who keeps his commitments and have all the potential to steer any organization to success. He is a Lead Trainer and Consultant and I for once trust him to deliver effective and mesmerizing trainings as well as innovative solutions. I would like to highly recommend him for training and consulting assignments.

Suhail Iqbal SysComp International (Pvt.) Ltd

KTAR is very good training institute, as we experienced recently. We sent our team on Leadership training course to IKTAR and found a tremendous change in behavior of our team. IKTAR has been useful in bringing a Paradigm shift in their approach to handle things and now the same employees are very helpful towards other colleagues. I believe, IKTAR training modules makes employees from Followers to Leaders, who not only delivery their own KPIs but also help others to grow to achieve joint goals of the company.

Abdul Wahid QureshiRenacon Pharma

Shafqat Jilani is a a detailed oriented person. Hope his organization can take a lot a benefit from him. Good Luck

Chaudhry Ahmad JawadPakistan Business Forum

I had the opportunity to work with Shafqat Jilani and found him to be a knowledgeable and dedicated business consultant. His practical advice, strategic thinking, and commitment to helping businesses grow make him a valuable professional. I appreciate his guidance and confidently recommend him to anyone seeking business transformation and growth expertise.

Dr. Shafa UllahPower Lion Seed

I know Shafqat from his university days, he had a candid and persuasive personality from the early days. He had bold presentations with innovative and unique ideas complemented by his ability to put this on the paper as well. Teaching and passing on his knowledge to others has always been his passion and he has been doing this very well in his different roles at the present and previous assignments.

M. Zafar IqbalLa Computa Vision LLC

LET’S START

Ready for Managers Who Get Better Deals Without Burning Bridges?

Whatsapp IKTAR

Book a Free Consultation

Take the FREE Business Health Scan

Request a Proposal