Designed for those who are involved, or about to be involved, in the process of negotiating.  This course is appropriate for technical, non-technical staff, sales negotiators and buyers.  In addition, those who compete with colleagues for budgets, resources and staff should attend.

Benefits of attending
Improved success and increased business and profitability


The objective of the course is to develop the understanding and use of negotiating skills and to give practical guidelines on the necessary techniques and skills for achieving a win-win outcome and building future relationships in any negotiating situation.


Negotiating Situations

  • Recognising the Skills
  • Types of Negotiators

Negotiating for Win-Win Outcomes

  • Principles of Negotiation
  • The Principle of Exchange

Planning and Preparation

  • Wants and Needs
  • Classifying Priorities
  • Gathering Information and Assessing the Opposition

The Negotiating Process

  • Negotiating Styles
  • Contracts
  • Making a Proposal
  • Negotiating one-to-one or in a Team
  • Suggestions for positive and negative negotiations
  • Phrasing your Proposal
  • Speaking of words … How to make them feel in control
  • Responding to the Proposal
  • Common Negotiating Tactics (and counter measures)

The Essentials of Negotiation

  • Building Rapport

Keeping Composed

The Bargaining Process

  • Making and Seeking Concessions
  • Gambits and Ploys

Closing the Deal

  • Spotting the signals
  • Closing negotiations
  • Breaking deadlocks
  • Implementing decisions

Summary of Negotiating Skills

  • Negotiating Tips
Have a question?

Let’s get this conversation started. Tell us a bit about your requirements and we’ll be in touch.

What you need to bring for these courses when delivered as a virtual classroom.

For virtual classroom courses, you will need:

  • Computer with Internet Access
  • Microphone and Headset
  • Webcam
  • Microsoft Teams
  • A dual monitor setup is recommended for IT training
Upcoming Courses
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