Who Should Attend

This course is ideal for:

• Managers and team leaders involved in decision-making and agreements
• Project and programme managers working with stakeholders and suppliers
• Sales and commercial professionals
• Individuals involved in internal or external negotiations
• Anyone looking to build confidence and capability in negotiation

What You Will Learn

By the end of this course, participants will be able to:

• Understand the principles of effective negotiation
• Prepare for negotiations with greater structure and clarity
• Apply different negotiation approaches depending on context
• Communicate more confidently and influence outcomes
• Handle objections and challenging situations
• Build agreements that support long-term relationships
• Avoid common negotiation mistakes

Key Topics Covered

Understanding Negotiation

• What negotiation is and when it is required
• Common myths and misconceptions
• Different negotiation styles and approaches
• The importance of mindset and preparation

Preparing for Negotiation

• Defining objectives and desired outcomes
• Understanding the needs and priorities of others
• Identifying potential risks and opportunities
• Planning strategy and approach

Communication and Influence

• Asking effective questions
• Listening and understanding perspectives
• Presenting positions clearly and confidently
• Building rapport and trust

Negotiation Techniques

• Structuring negotiation conversations
• Exploring options and alternatives
• Making and responding to offers
• Finding mutually beneficial outcomes

Handling Challenges and Objections

• Managing difficult conversations
• Responding to pressure and resistance
• Maintaining control of the negotiation process
• Avoiding conflict escalation

Closing and Agreement

• Reaching clear and practical agreements
• Ensuring shared understanding
• Confirming outcomes and next steps
• Maintaining relationships beyond the negotiation

How the Course is Delivered

This is a practical, instructor-led course focused on real-world negotiation scenarios.

Participants will benefit from:

• Interactive exercises and negotiation simulations
• Practical frameworks that can be applied immediately
• Group discussion and shared experiences
• Opportunities to practise negotiation techniques in a safe environment

The emphasis is on building confidence, structure, and effectiveness in negotiation situations.

Course Duration

1 Day Instructor-Led Training

Outcomes for Individuals and Organisations

After completing this course, participants will:

• Approach negotiations with greater confidence
• Improve communication and influence
• Achieve more effective and balanced outcomes
• Handle difficult conversations more effectively
• Build stronger professional relationships

For organisations, this leads to:

• Better commercial and stakeholder outcomes
• More consistent negotiation practices
• Reduced conflict and misunderstandings
• Stronger relationships with clients, suppliers, and partners
• Improved decision-making and collaboration