Negotiation Skills Training Course – How to be Assertive in Negotiations

Our Negotiation Training courses are designed to deliver vital negotiation skills, tips and techniques to delegates who need new and different methods to improve and enhance their overall results when negotiating with colleagues, staff members or clients. Our Negotiation skills workshops and seminars are based in London and are acknowledged for efficiently improving negotiation skills. Over the years we have received many excellent comments about the effective and hugely practical negotiation strategies and tactics that delegates have learned on our courses.


Becoming more assertive – Part 1

Learning to recognise your style of relating can help you to work toward changing your behaviours to become more assertive. Once you have identified and written down a number of ineffective behaviours (non-assertive, aggressive, or passive aggressive) you can replay each situation in your head, and identify all the ineffective behaviours. Sit down, get comfortable, close your eyes, and imagine that you are back in the exact situation. This time you can also see yourself the way others did at that time, and:

  1. First observe all the ineffective things you may have done, such as those described above. Make a list of these things.
  2. Second, go back through the situation and this time do it perfectly; you can call the shots, but be realistic. Express yourself assertively: spontaneously with a calm, conversational volume, and with good eye contact.
  3. A good strategy at this time is to “role-play” the situation with someone else.

Becoming more assertive – Part 2

Work through the following steps:

  1. Explain the situation to a friend or colleague, briefing him/her about the type of person you will be talking to.
  2. Use role-play to talk through the situation. Make your points clearly. In this conversation the other person will respond as the appropriate character.
  3. Ask the other person what you did well, and what you could improve. If it will help, talk through the situation again.
  4. Now try to put some of your new knowledge into practice. The next time a similar situation arises, or one which you frequently have trouble with, try to ASSERT yourself.
  5. After you’ve practiced a few situations with the above steps and procedures, evaluate your efforts. Did you effectively express yourself without hurting yourself or others?

Give yourself credit for trying, and don’t be discouraged if it takes you a number of efforts before you feel some sense of success.

Who will benefit from the course?

This course is designed to lead to practical skills to enable delegates to be both competent and confident in their negotiations.

Our courses allow delegates to benefit by increasing their negotiating skills. The types of delegate we have trained previously are:

  • Directors and senior managers
  • Sales and fundraising staff
  • Local government employees
  • Managers, department heads, team leaders and supervisors
  • Technical and academic team members
  • Customer service and credit control staff

Following the course delegates will be able to focus on the key aspects and rules of successful negotiation including arguments and counter arguments, fallback positions and creative solutions and alternatives to agreement. Skills taught include:

  • how to plan and prepare a strategy for successful negotiations
  • using effective negotiation skills and behaviours to gather information
  • managing conflict and deadlock
  • how to influence and persuade both colleagues and clients

This workshop also examines and evaluates the different styles of negotiation available and then use practical role plays to help the delegates understand the skills involved. Our trainers will help the delegates to critically examine the client/customer relationship and its effect on the negotiation process.

Course Dates

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In-Company Courses

Total Success have developed a series of in-house training modules. These are designed so that an organisation can pick the training which is more applicable to its own needs and budget. Please call us to discuss your specific requirements

Total Success Training Packs

Why use a total success training pack

If you are looking to run your own training course but lack the materials and the time to develop a fully functional training seminar we produce a range of training materials and packs which will suit your requirements exactly. All of our packs and been written by our own training experts and we can guarantee that the training pack will satisfy your course requirements. Each pack will contain a full set of PowerPoint training slides, trainer’s notes, a course manual, and a full set of handouts and activities.

We have been running our courses since 1995 and have trained 1000’s of people via open courses and in-company seminars. We guarantee that the course you buy is the one we train. All courses are trainer and trainee friendly so you’ll be up and running quickly (depending on your training experience).

We know how difficult it is to choose amongst the many training materials available on line, that’s why we have 3 packages that will suit you needs. With our gold, silver and bronze packages you can choose the training format that’s right for you and your budget. Call us 0044 (0)208 269 1177 to discuss your requirements or email us

Related information

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