Overview

Negotiation Skills is a one-day training course on negotiation strategies and techniques. This course opens up a toolbox of proven techniques for gaining advantage in all forms of negotiations, whether with suppliers, customers, regulators, colleagues or employees. You will learn to define entry, exit and negotiating positions, manage relationships and negotiating dynamics, and secure a fair deal that optimises your interests.

This course covers the following modules:

  • Preparing a negotiation strategy
  • Negotiation technique toolbox
  • Negotiation in practice: workshops

Who should attend?

This is an intermediate-level course designed for learners with some existing knowledge or experience in relevant roles. Learning is pitched at a level to help you develop strategic approaches and apply sophisticated techniques.

This course is recommended for all managers and professionals in all roles and levels who are called upon to plan, manage or conduct negotiations of any kind, whether suppliers, customers, regulators, colleagues or employees.

Learning outcomes

After this course you will be able to:

  • Prepare a negotiation strategy, taking account of entry and exit positions
  • Master and deploy a range of effective negotiation tactics
  • Manage and execute negotiations using personal communication skills to optimise outcomes for your organisation

Course outline

Preparing a negotiation strategy

This module covers strategy and best practice in planning for negotiation.

  • Entry and exit positions
  • Issues and negotiating positions
  • Managing relationships
  • Expected outcomes and consequences

Negotiation techniques toolbox

This module covers tried-and-tested tactics that you can apply in any form of negotiation.

  • Simulating power dynamics
  • Iterative negotiation techniques
  • BATNA analysis
  • Teamwork in negotiation
  • Lessons from case studies of successful negotiation

Negotiation in practice: workshops

This module is a 100% practical series of negotiation simulation exercises and role-plays in which you will apply and refine your newly-learned negotiation approaches and techniques.

ISOC trainers

Training staff include