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Communication - Negotiate the Right Results

Course overview

Learn the stages of negotiation and the skills required to achieve desired results.

Course duration

2 days

Delivery method

Flexible (Online/Classroom)


Open participant course: £390 per person - maximum 10 people

Closed company course: £2,000 per course - maximum 10 people

Suitable for

Those involved in negotiation as part of their role who need to develop their skills in persuasion and influencing to achieve the optimum outcome or result.

Learning outcomes

Delegates will understand the skills needed for powerful and effective negotiation on both an individual level and in teams. They will be able to identify and develop strategies, explore bargaining skills and learn how to structure a negotiation, using techniques intended to achieve the best possible results. 

Course content

Module One - Introducing Negotiation:

  • The four rules of negotiation
  • The point of balance
  • Negotiation strategies:
    • Broad front
    • Deep penetration
  • Different types of negotiation:
    • Positional
    • Principled
    • Situational
  • The key skills of an effective negotiator

Module Two - The Stages of Negotiation:

  • Preparation and objectives
  • Establishing the climate
  • Exploration
  • Bidding
  • Bargaining
  • Settling and ratifying

Module Three - Behavioural Influencers:

  • Barriers to achieving a successful outcome
  • Rapport and body language
  • Verbal and non-verbal communication
  • The art of listening

Module Four - Negotiation Skills:

  • Probing questioning
  • Techniques used in the questioning process
  • Listening, responding and body language
  • Compelling suggestions and proposals
  • Testing offers and gaining agreement
  • Behavioural responses to negotiation
  • Individual and team negotiation

Module Five - Outcomes and The Right Result:

  • Using acceptance time strategically
  • The principles of negotiation
  • Key tactics of negotiation

Course requirements

This course can be delivered remotely or in a classroom environment, to suit your requirements.

Delegates must have the following equipment to attend this training remotely:

  • PC or laptop with a microphone and speakers (webcam is preferred but not essential)
  • Access to the internet and web browser application (e.g. Google Chrome)
  • An email account for file sharing

For more information about this course please contact us.

Queens Court Regent Street Barnsley South Yorkshire S70 2EG
Tel: 01226 216760 | Email: |

These course details were downloaded on 20/04/2024

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