Course aim and objectives

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

Negotiating skills course agenda

  • Identifying objectives and factors affecting successful negotiations
  • Understanding the four phases of effective negotiations
  • Understanding and opening up hidden agendas
  • The essentials of influence persuasion
  • Planning and preparation for difficult negotiations and personalities
  • Effective openings
  • Focusing on outcomes not positions
  • Planning workable concessions and alternatives
  • Assertiveness skills – how to manage strong personalities and opinions
  • Managing conflict during the negotiation
  • Managing expectations from the others involved in the negotiation
  • Bargaining skills and creating a ‘win-win’ situation
  • Dealing with objections and underhand tactics

Our training is carried out in a risk free environment which encourages delegates to practice the skills needed for successful appraisals. We use a number of training methods including video and audio scenarios, workshops and group exercises to enhance the learning process.


The focus of the training is to develop the both managers and team leaders on the challenges they face everyday, maximise on current strengths and develop/share good working practices which may already exist.

Proposed methods of training will include:

  • Trainer-led facilitation
  • Role-playing typical situations (using video or audio feedback, if applicable)
  • Group work
  • Workbook exercises and activities
  • Video scenarios with discussion.

All delegates will receive a workbook that doubles as an excellent post course reference manual.