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Negotiation Skills

Intended audience:
Business services team

3 hours 

Small group workshop focusing on a practical case study-based negotiation exercise, with coaching and feedback to participants during and after their performance in the negotiation exercise

The objectives of this course are to:

  • Consider key concepts and practical issues relating to negotiation skills
  • Develop the negotiation techniques of participants through a practical negotiation exercise
  • Consider and discuss the challenges and opportunities presented by negotiating by means of telephone and email


  • Core principles of negotiation
  • Negotiation styles and objectives
  • Negotiation tactics
  • Understanding and responding to your client’s objectives
  • Developing your strategy to achieve optimum, desirable and essential (bottom line) positions
  • Prioritising your objectives to ensure that you achieve an overall ‘win’ for your client
  • Understanding BATNA (Best Alternative to a Negotiated Agreement) and applying the concept effectively
  • Identifying the Zone of Potential Agreement (ZOPA) and deciding how to achieve agreement
  • Opening the negotiation
  • Asking questions to identify interests, issues and barriers to agreement
  • Closing and finishing off

The success measures for the course are that participants:

  • Gain confidence and develop their negotiation skills beyond their current level
  • Show improved performance when undertaking basic negotiations in their day-to-day work

For further information or to make a booking please contact fresh: telephone 01444 240 124 or email: Rachel Berry:

The Training Team

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To find out more or to book a course

Contact Rachel Berry by either using the contact us form, emailing, or calling 01454 550066

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