Negotiating for Success

Course Aims:

This course is designed to equip delegates with the essential skills for effective negotiations both internally and externally to their organisation.

Course Objectives:

At the end of this course delegates will be able to:

  • Understand the underlying principles and concepts of negotiation.
  • Identify various strategies for reaching agreement.
  • Negotiate effectively in a range of situations.
  • Close the ‘deal’.


  • 2 days/In house

What is negotiation?

  • Defining negotiation
  • Negotiation as a process
  • Win – Win strategies
  • The value of Win – Win

Key skills of an effective negotiator

  • Identifying Key Skills
  • Building rapport – tools & techniques
  • Questioning & listening
  • Reading and responding to non verbal communication

Preparing to negotiate

  • Defining objectives and purpose
  • Clarifying issues
  • Understanding the other party and their position
  • Planning compromises and concessions
  • Deciding on an acceptable level of agreement

Presenting your position

  • Benefits of flexibility
  • Behavioural styles
  • Identifying and responding to different styles

Gaining agreement

  • ‘Agreement’ signals
  • Overcoming objections – tools for gaining agreement
  • Closing the negotiation
Action planning
  • Transferring learning back to the workplace