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Workshop Duration

2 Days


The business climate is becoming progressively more volatile and it is becoming obvious that those who survive and prosper will be those who know how to negotiate with confidence. Success will go to those who set clear and ambitious goals for themselves and their organisations and have the ability to persuade others to agree and to want to achieve them. Negotiation is the process for reaching that agreement.

Negotiation is not just above having a structure to follow during a client meeting. Negotiation is about understanding people. It is a ‘life skill’ in everyday commercial and personal use, but this still remains a mystery to many people. During this programme, we will explore various negotiation styles, persuasion methods and strategies concentrating on improving the personal performance and impact of all participants here today.

Course Content

Day 1:

  • Negotiation Defined
  • The Process of Negotiation
  • What negotiation is and why it is important
  • Adversarial versus co-operative bargaining
  • Planning the negotiation
  • Preparation Checklist
  • How to structure negotiations
  • Personal Power and how to increase it
  • Behavioural analysis
  • Individual Negotiation Profiling
  • Relationships to be managed
  • Preparation and Planning

Day 2:

  • Relationships & Positioning
  • Controlling & Leading
  • How to deal with behaviour styles
  • Negotiating Tactics
  • Movement and concessions
  • Dealing with price
  • The closing stages
  • The 40 most common mistakes in negotiation
  • Taking Control
  • Communication
  • Controlling our communications
  • Verbal and non-verbal communications

Skills Gained

This course will enable delegates to:

  • Communicate with confidence
  • Know when to negotiate and when to stop
  • Work towards a favourable personal outcome
  • Appreciate the other parties needs