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The Essentials of Effective Negotiation Training Course

Course Highlights and Agenda

This course is designed for professionals with limited experience of negotiation who would dramatically benefit from a highly comprehensive and detailed grounding in the subject. It is therefore appropriate for people of all levels including both senior and junior professionals who feel they need to improve these particular skills. It would also be particularly useful for sales people who are looking to enhance their practical skills in the field of business negotiating.

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Introduction to Negotiation

  • What is negotiation?
  • When is it appropriate to negotiate?
  • Assessing your needs and their importance
  • Assessing the needs and their importance of the other party
  • The 5 possible negotiation positions from ‘lose/lose’ through to ‘win/win’

Group Exercise: Discussing the pros and cons of the above

Identifying Your Personal Negotiation Style and That of Other

The dynamics of the negotiation process and  the 5 key behavioural strategies that can take place.

  • Personal profile audit – a 30-point questionnaire
    – identify your preferred negotiation style
    – learn how to assess when it will be appropriate to apply the other styles.
  • Dealing with Conflict and difficult People
    – understanding the conflict management matrix
  • When to use the 5 behavioural styles during a negotiation
  • What are the pros and cons of each style

Practical Exercise: Personal negotiation style audit

Unique Seven Stage Model for Successful Negotiation

The essential ‘P.E.S.P.A.K.E.’ Negotiation Model

1. Preparation and Profiling: The Two Key Elements of Pre-Negotiation


  • Timing of the negotiation
  • Perception of power
  • Developing an effective negotiation strategy
  • Identifying your ‘top end’ and ‘bottom line’ parameters – your ‘minimax’ criteria

Profiling the other party:

  • Their business needs – current and future
  • The people involved – SWOT Analysis
  • The individual: knowledge, skills, behaviour style, decision maker or influence

Practical Exercise: Preparation and profiling the other party

2. Environment & Atmosphere

Assessing the importance of where the negotiation takes place (environment) and the type of atmosphere we want to create.

  • The pros and cons of the environment
  • ‘home’, ‘away’ or ‘neutral territory’
  • The dos and don’ts
  • Creating the right atmosphere to enable us to build rapport and set the scene for a productive outcome

Practical Exercise: What factors should we consider?

3. Shopping List & Agenda

The crucial stage of setting and agreeing the agenda – the ‘shopping list’ to be negotiated.

  • Key techniques to ensure that we understand the other party’s needs
  • Dealing professionally with ‘early demands’ from the other party
  • Skilful ways of identifying any ‘hidden agendas’ that the other party may have
  • The importance of using control skills, for example, summarising, to agree mutual goals and avoid misunderstandings

Practical Exercise: Pairs practice

4. Propose & Trade

Moving into the act of negotiation – the main body.

  • The language of negotiation – the dos and don’ts
  • Using the language of the expert negotiators - ‘conditional language’
  • The impact of negative language
  • Interpreting the other party’s statements – ‘the meaning behind the words’
  • How to start the ‘trading’ process
  • The art of trading concessions and following the golden rule – ‘Never give – always trade’
  • How to receive proposals from the other party
  • How to state your position using the 4 stage ‘A.S.P.A.’ Model
  • Dealing with difficult requests in a controlled manner
  • How to say ‘NO’ without appearing negative

Practical Exercise: Pairs and group practice

5. Agree, Summarise & Close

The process of moving from trading to the final agreement stage.

  • Dealing with outstanding issues and how they can be resolved
  • Summarising agreements and obtaining commitment to proceed
  • Using the ‘backtrack’ technique to avoid making assumptions and deadlock
  • The importance of note taking and recording of agreements
  • Closing techniques to enable the negotiation to move forward

Practical Exercise: Pairs and group practice

6. Keeping to Commitments, Making Sure it All Happens

Moving from negotiation to realisation

  • Establishing what has to happen to ensure that all agreements are actioned
  • Addressing the ‘Plan B’ effect: The ‘What if happens’ scenario – avoiding the common pitfalls
  • Considering the implications of legal, contractual and ‘small print’ items

Practical Exercise: Addressing the above issues and their effects on the negotiation

7. Evaluation & Review

The importance of the post negotiation evaluation.

  • What did I/we learn from the negotiation?
  • How well did we perform?
  • How well did the other party negotiate?
  • How can we use the experience to develop our skills?

Practical Exercise: Personal evaluation

Getting to Grips with the Power of Body Language

How body talk can have a profound effect the negotiation process

  • How body language communicates more than you think
  • Reading the body language of others
  • Understanding and developing your own body language
  • The keys to using non-verbal communication to understand and influence others during negotiation

Practical Exercise: Body Language Observation

The Art of Team Negotiations

  • Difference between 1 to 1 negotiation and team negotiations
  • Individual roles within the team
  • Ensuring each team member has the essential negotiating attributes
  • How to use the individual attributes to your advantage
  • Strategies, techniques and tactics within the team negotiation process

Practical Exercise: Using the ‘checklist’ to select your ideal team

How to Successfully Overcome Negotiation Ploys

Understanding the ploys used by the expert negotiators to give them the‘upper hand’.

  • Identify the common professional ‘ploys’
  • How to pre-empt them and build them into your strategy
  • How to deal with them effectively
  • How to ensure they do not affect the outcome

Practical Exercise: Practising dealing with ploys

Action Plan: Develop a personal action plan to use when you go back to the workplace

What You Will Learn

Over the intensive two days you will learn:

  • What type of negotiator you really are
  • How to assess the other party’s interests and objectives
  • Key techniques to establish who holds the position of power & influence
  • To identify your needs and that of the other parties with the ‘Two Way Needs Analysis’
  • How to position yourself so you have the upper hand in any given situation
  • The strengths of non-verbal communication, using body language to your advantage.
  • Strategies enabling you to conquer all team negotiation situations


"Has made me a lot more aware of myself... Was excellent, well worth it"
Fiona Storry
Oversight & SLA ManagerAXA Investment Managers Ltd
"Course was overall very good - the combination of theory and practice was excellent. I found the body language session particularly interesting..."
Rachel Peck
Relationship ManagerEON UK
"Very thorough, good interaction and role play opportunities."
Alison Williams