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2 days

What is this course about?
In today’s competitive business world we are all under increasing pressure to deliver better results. Both buyers and sellers are at the forefront of commercial relationships and even people negotiating internally face pressure to achieve more.

As a negotiator do you often feel that you could and should have got a better deal? Do you feel that the other party was just smarter than you?

This course gives a structured methodology for successful negotiation and will review, discuss and practise the key skills and techniques essential to achieving the best possible outcome from each and every negotiation.

Key topics covered

  1. The successful negotiation model
  2. Stages and critical tasks
  3. Planning the negotiation
  4. Influencing styles
  5. Opening the negotiation
  6. Use of currencies
  7. Practice sessions

Who would benefit?
All members of staff who have to negotiate at any level to improve the deal – in Sales, Purchasing or conducting any cross party agreements.

At the end of the course delegates will be able to:

  • Understand the difference between selling and negotiating
  • Understand the stages of negotiation
  • Plan a negotiation
  • Consolidate agreements with clients
  • Be more skilled at reaching lasting agreements
  • Seek win-win outcomes
  • Be aware of the most commonly used tricks, traps and ploys used in negotiation and, more inportantly, how to deal with them

Key topics covered

1. The successful negotiation modes

  • The negotiation stages
  • Planning the negotiation
  • Influencing styles

2. Stages and critical tasks

  • Understanding the various stages
  • What tasks are critical to work at in each stage

3. Planning the negotiation

  • Introducing a ten point planning guide
  • The importance of researching the other party’s position
  • Strategy and tactics to adopt

4. Influencing styles

  • How to ‘push or pull’ in differing circumstances
  • Know when to ‘walk away’ from the low offer
  • Know when to use ‘persuasion and assertion’ or ‘bridging and attracting’

5. Opening the negotiation

  • How high – how hard – how soon
  • Power balance – each party’s interdependence on the other

6. Use of currencies

  • How to identify currencies ie. variables
  • How to use these to establish a higher base price
  • Elegant currencies – low cost to you – high value to the other party

7. Practical sessions

  • How to put theory into best practice
  • Undertake short negotiation exercises and receive constructive feedback
  • Practical sessions involving both sales and non-sales related negotiations

In-company training

Are you interested in running this course for your team or organisation?

This programme can be delivered on a date of your choice and at a location of your choice, in other words exactly where and when you need it!

From the outset we will provide you with expert advice and you will be assigned your own personal training adviser who will stay with you throughout the process. Every team is different so we will provide you with a tailored training programme, designed around your team’s needs and focused on your desired outcomes.

All courses are followed up by a full training evaluation report and certificates of learning for each delegate. For groups of up to 12 delegates per course, our in-company training is a very cost-effective way to develop your people and improve team performance.

Get in touch today for a full quotation to suit your budget. To discuss your requirements in more detail with one of our friendly advisers please call on 0845 130 5714 or email one of the team at Alternatively you can complete the short contact form below.

Getting in Touch

If you would like to discuss your negotiation skills training requirements with someone on the phone, please call us on 0845 130 5714 and you will be put straight through to one of our friendly advisers who will be pleased to assist you further.

Alternatively if you would prefer you can email us at or fill out our simple online contact form below and one of the team will get straight back to you.

If the exact solution does not already exist in our portfolio we will design something specifically for you.