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Negotiating skills are of primary importance for everyone whose role it is to interface with and achieve outcomes through the actions of others.

From simple extensions of a project plan to company-level / International commercial agreements, negotiation is a major factor in profitability.

This course focuses on Win/Win negotiating which takes dominance out of the picture and substitutes skills that allow outcomes acceptable to all concerned – and ensure there is a platform in the future for more positive and continuing relationships.

Who Will Benefit From This Course?

  • Anyone involved in negotiations with external customers or suppliers
  • Those who need to negotiate internally with colleagues, management and other departments.

Learning Outcomes:

  • Implement the key stages in the negotiation process
  • Understand the characteristics of successful negotiators
  • Use, recognise and counter negotiation techniques and tactics
  • Achieve a negotiated outcome that favours the individual, project or organisation



  • Negotiating and Influencing
  • Types of Negotiations
  • What Makes a good Negotiator

Successful Negotiations

  • The Negotiating Continuum
  • Win-Win Negotiating

The Components of Negotiations

  • Power
  • Time
  • Whole Body Communicating
  • Teams
  • Bargaining Techniques
  • Tactics and Tricks

A Five Stage Negotiating Model


  • When do you Start?
  • Establishing your Position/Alternatives


  • Analysing their Objectives/Situation
  • Agreeing the Process


  • Developing your Strategy
  • The Benefits of Team Approach
  • Setting Alternatives
  • Making Proposals


  • Bargaining and Conceding Successfully
  • The Psychology of Bargaining
  • The ‘If Then Rule’
  • 10 Negotiating Tricks and Tactics – How to use and counter them
  • Deadlocks – How to Break them


  • Recognising an Agreement
  • Timing Your Close
  • Monitoring the Agreement
  • Code 401
  • Duration 1 day
  • Virtual Classroom Contact us for options
  • Qualification Contact us for options
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