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Negotiation Skills

Duration 2 days

This two-day course has been 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.

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.

Course content


Negotiating Situations

  • Why negotiate?
  • Negotiating as a specific skill
  • Sources of power within the negotiation


  • The philosophy of win-win
  • Long-term versus short-term business relationships
  • The value of win-win strategies


  • Establishing objectives
  • Defining the strategy
  • Gathering information
  • Planning compromises and concessions
  • Identifying ones fall-back position

The Negotiation Process

  • Negotiating styles
  • Deciding tactics
  • Presenting ones case
  • Selling features and benefits
  • Knowing the other persons shopping list
  • Keeping hold of the interview
  • The search for variable

The Essential Skills of Negotiation

  • Understanding personalities
  • Building rapport
  • Keeping composure
  • Making the other side feel they are in control

The Bargaining Process 

  • Making and seeking concessions
  • Negotiating gambits and ploys
  • Win-win in practice

Closing the Deal

  • Spotting signals
  • Overcoming objections
  • Breaking deadlocks