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Negotiation Skills

In the competitive world we live in today, the skills of negotiation are a key tool which all business people all levels and from all disciplines need in their kit bag.  For many, negotiation is a stressful activity, where concern about other external factors such as the customer relationship endangers the outcome of a negotiation. As organisations become increasingly sophisticated and sometimes aggressive in their approach to negotiation it becomes critical for individuals handling negotiations to be confident and well equipped in their approach.

Who Should Attend

Any individual who needs to negotiate as part of their job role and who wish to prepare and execute a total negotiating plan in order to obtain the very best outcome through the different phases of negotiation. 

Course Objectives

After attending this course, participants will have the ability to:

  • Clearly understand what makes a good negotiator by defining the key differences between selling and ethical negotiation through setting out and identifying key objectives
  • Manage the negotiation process through its different phases in order to achieve a mutually beneficial conclusion by understanding which needs will provide the strongest source of motivation to the person(s) you are dealing with
  • Construct a total negotiation overview to determine personal position, the other party’s core competences, corporate strengths and weaknesses, and your competitive differentiation
  • Identify negotiation behaviours, objectives, motives and tactics in order to maximise your position and maintain a good ongoing relationship
  • Develop problem solving techniques, understand adversarial versus partnership negotiation and identify the true power and position of both parties
  • Prepare and design a total negotiating plan, including performance objectives, for implementation on return from the course.

Course Programme

The Difference Between Selling And Negotiating
Understanding the selling, closing and negotiation processes
What makes a good negotiator?
When selling stops and negotiation begins

Negotiation Styles
Identifying your personal negotiation style
Adapting your style to the situation
Adversarial versus Principled Negotiating

The Principles Of Negotiation
Understanding the five styles of negotiation
Establishing the real decision-making and decision influencing processes
Developing a Win/Win philosophy

A Structured Approach To Negotiation

Preparing your strategy and defining your objectives
Using an agenda to maintain control
Establishing your walk away position

The Skills Of Negotiating

Questioning and listening for maximum advantage
Utilising high value low cost variables
Agreeing what you’ve agreed and implementation


Handling unreasonable demands and last minute changes
Using time effectively in negotiations
Understanding the use of variables, gambits and tactics

The Complete Negotiator

Practicing your negotiation skills
Using feedback to improve your performance
Developing an individual action plan for implementation back in the workplace.

To talk through your requirements please contact:

Claudine McClean
T: 01789 734300
E: claudinem@structuredtraining.com



Useful Links

Course Details

This course is also delivered on an
in-company basis.

2 days

£900 + VAT


2013 Dates:
25-26 February 2013
23-24 September 2013


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