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Negotiating Skills

Price: £105 + VAT
Duration: 3.5 Hours

When two parties want to reach an agreement, there is often some distance between their positions.  Effective negotiation skills can help both parties to reach a deal that is satisfactory to both.

What will be covered?

  • The role of communication and behaviour in negotiation
  • Purpose and approaches to negotiation – the win-win and why it matters
  • Preparing your position – a practical planning process
  • Setting objectives for negotiation
  • Identifying needs
  • Identifying, prioritising and valuing tradeables
  • Estimating their position
  • Building best, worst and fallback positions
  • Identifying levers, roadblocks and overlaps
  • Managing the negotiation meeting
  • Dealing with behavioural responses

Who should attend?

This course is ideal for:

  • Managers at any level
  • Procurement staff, or others involved in purchasing
  • Interest groups & union officials

Outcome and benefits

  • Delegates will be able to plan negotiations more effectively, freeing their concentration at the negotiation table

Course materials (included)

Delegates receive courseware to refer to throughout the course and as a refresher following the course


There are no pre-requisites for this programme.

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