Negotiation Skills

Intended audience:

3 or 6 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 trainees:

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

The Training Team

Stephen Lue

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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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