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Corporate
Coach Group

Protect Your Interests and Reach Mutually Beneficial Agreements

Negotiation Skills Training 1 day

Negotiation is the art of gaining an agreement that balances three conflicting needs: 1. Your needs; 2. The other persons needs; and 3. What is logically possible. Negotiations can be complex and so you need to be highly skilled. This informative course will develop your skills.

Available as bespoke in-house training tailored to your organisation.

★★★★★
"The course gave me excellent awareness of the importance of negotiation preparation, success formula, persuasion techniques and consequences. The trainer's presentation was excellent." - Victoria Fletcher, Turbine Surface Technologies Ltd
Quality Training
Established 1997
6 CPD Hours
Delivery Options

Course Overview

What is Negotiation Skills Training?

This course starts with a clear definition of what negotiation is, and what it is not. Many people only have a hazy conception of the true nature of negotiation, and as a consequence they repeat the same mistakes in every negotiation they enter into. Unlike our communication skills training, which focuses broadly on clarity, precision and persuasion, this course concentrates specifically on the structured process of reaching agreements where each party has a veto over the outcome.

We develop the full definition and analyse its component parts. We begin to eliminate the errors caused by a lack of understanding, and replace those errors with essential negotiation skills; what we call the Universal Success Principles of Negotiation. These principles complement the techniques covered in our conflict management training, but are applied here to commercial and professional negotiation contexts rather than interpersonal disputes.

Every field of human endeavour is guided by a set of related principles. If you do not know the principles that describe successful action in that subject, you cannot succeed. If you do know these principles and know how to apply them, your chances of success improve a thousand-fold. Assertive communication; a skill developed further on our assertiveness skills training; is one of the foundations of effective negotiation.

By the time you finish this course, you will know the success principles of negotiation and be equipped to apply them immediately in your professional role.

Core Skills

The Key Skills Covered

This course is built around six evidence-based skill sets that define effective negotiators. Developing these skills enables you to protect your interests, trade rather than concede, and reach agreements that genuinely satisfy all parties.

  1. 1

    Strategic Preparation

    Effective negotiation begins before you enter the room. You will learn how to plan your entry and exit positions, identify your bargaining chips, prioritise your objectives and establish your BATNA (Best Alternative To a Negotiated Agreement) so that you negotiate from a position of informed confidence.

  2. 2

    The Trader Principle

    One of the most important distinctions in negotiation is between giving concessions and trading them. Giving concessions for free rewards the other party for simply asking; trading them ensures every movement you make is matched by a movement from the other side. This principle alone transforms negotiation outcomes.

  3. 3

    Emotional Management

    Becoming over-emotional is one of the most common and costly negotiation errors. You will learn how to recognise when emotions are being triggered, how to de-escalate tension in yourself and others, and how to maintain the calm, rational composure that gives you a clear advantage at the negotiating table.

  4. 4

    Negotiation Communication

    Words, tone and body language all carry significant weight in a negotiation. We cover the speech habits that characterise effective negotiators, how to use assertive language without aggression, and how to read and respond to the communication style of the person on the other side of the table.

  5. 5

    Handling Difficult Tactics

    Negotiations are rarely straightforward. You will learn to recognise the games that experienced negotiators play, including pressure tactics, false deadlines and emotional manipulation, and you will practise responding to each with appropriate, professional counter-strategies.

  6. 6

    Avoiding Negotiation Errors

    Most untrained negotiators repeat the same costly mistakes in every negotiation. We identify the most damaging of these errors, including goodwill conceding and splitting the difference, and give you precise techniques to replace each error with a proven, principled negotiation skill.

Who Is This Course For?

Who Should Attend This Negotiation Skills Training Course?

Suitable for anyone who needs to negotiate agreements, contracts or outcomes as part of their professional role.

Managers and Leaders

Negotiate resources, priorities and performance agreements with confidence and authority.

Sales Professionals

Close more deals and protect margins by trading rather than giving concessions.

Procurement and Buying Teams

Secure better terms from suppliers using structured negotiation strategy.

Anyone Who Negotiates

Build the skills to negotiate successfully in any professional context or industry.

Also beneficial for HR professionals handling employment negotiations, project managers negotiating resources and timelines, and team leaders who regularly negotiate priorities and workloads with stakeholders.

Course Agenda

Negotiation Skills Training Course Details

AM

Morning Session • Negotiation foundations, strategy and common errors

Establish a precise understanding of what negotiation is and is not, learn how to plan your strategy before you begin, and identify the errors that cost untrained negotiators the most.

We open the day with a structured introduction to the course and an exploration of why negotiation skills matter across every professional context. Delegates share their current experience of negotiation and identify the situations where stronger skills would make the biggest difference. This opening session sets the tone for a practical, interactive day.
Negotiation is a special form of communication involving two or more individuals or groups, each of which is acting in their own self-interest. Each party recognises that to achieve their own self-interest, they need to trade with others, and therefore they must be able to create and sustain long-term, mutually beneficial agreements. Negotiation is a transaction over which each party has a veto over the final outcome. In a normal business context, it requires voluntary consent on all sides, and is a process by which all parties should achieve a benefit. We examine each element of this definition in depth and explore its implications for how you approach every negotiation.
Many people conflate negotiation with persuasion, compromise or selling. Clarifying what negotiation is not is as important as defining what it is. We explore the boundaries between negotiation and related activities, and show why applying the wrong framework to a negotiation situation consistently produces poor outcomes. Understanding the distinction immediately changes how you approach deals and agreements.
Every negotiation follows a recognisable cycle from preparation through opening, exploration, bargaining and closing. We map this cycle in detail, showing you where most people make their biggest mistakes and at what stage the critical value is won or lost. Understanding the cycle allows you to plan each phase deliberately rather than reacting to events as they unfold.
The value of any negotiated item is not fixed; it is perceived differently by each party. A concession that costs you very little may be highly valued by the other side, and vice versa. We show you how to identify and exploit differences in perceived value so that you can trade concessions that cost you little but deliver significant benefit to the other party, thereby creating agreements that feel like a win for all sides.
Before you begin any negotiation, you need to identify all the variables that are potentially negotiable: price, payment terms, delivery timescales, quantities, quality standards, exclusivity clauses, service levels and many others. We cover how to build a comprehensive list of your bargaining chips, assign relative value to each, and decide in advance which you are willing to trade and which represent your absolute limits.
Effective negotiators plan their entry position (the opening offer or demand), their target position (the realistic outcome they are aiming for) and their exit position (the point at which walking away is preferable to agreeing). We cover how to set each position realistically, how much movement to build into your opening position, and the psychology behind anchoring your opening offer effectively.
BATNA stands for Best Alternative To a Negotiated Agreement. Knowing your BATNA gives you a clear measure of whether the deal on the table is worth accepting. We cover how to identify and strengthen your BATNA before negotiations begin, and how knowing the other party's BATNA helps you assess the realistic range within which a deal can be struck. A strong BATNA increases your confidence and credibility throughout the negotiation.
Goodwill conceding is the practice of offering concessions for free, without receiving anything in return, in the hope that this generosity will be reciprocated. In practice, it rarely is. The other party learns that you will give ground without requiring anything back, and they ask for more. We explain why this error is so common, how to recognise when you are making it, and how to replace it with principled trading behaviour.
Strong emotions are one of the greatest threats to a successful negotiation. When you become angry, frustrated, anxious or over-excited, your judgement is impaired, you reveal information about your position and you are more likely to make mistakes. We cover the physiological and psychological triggers of emotional escalation, how to recognise the warning signs in yourself, and a set of practical techniques for maintaining calm composure under pressure.
PM

Afternoon Session • Communication mastery, difficult tactics and action planning

Apply the trader principle, handle the games negotiators play, and develop the communication skills; words, tone and body language; that separate effective negotiators from average ones.

An angry telephone call from a customer, supplier or colleague is a common and challenging negotiation scenario. We cover a structured approach to de-escalating aggression: acknowledging the concern without conceding the position, maintaining a calm and professional tone, and steering the conversation towards a rational discussion of the issues. You will practise this skill using realistic scenarios.
Many negotiators find it difficult to refuse a request firmly without either capitulating or damaging the relationship. We cover a principled method for declining demands that fall outside your acceptable range: how to use assertive, confident language; how to explain your position without over-justifying it; and how to keep the conversation moving productively after you have said no.
The trader principle is the cornerstone of effective negotiation: never give a concession without receiving something in return. Every movement you make should be conditional on a corresponding movement from the other side. We cover how to implement this principle using conditional language structures, how to identify what the other party values most, and how to trade concessions that cost you little but feel significant to them.
We work through a series of common negotiation scenarios and examine the correct professional response to each. These include requests for discounts, demands for faster delivery, threats to take business elsewhere, and attempts to reopen agreed terms. For each scenario, we compare the typical untrained response with the principled negotiator's response, and show why the latter produces better outcomes over time.
Experienced negotiators often use deliberate tactics to gain an advantage: the good cop, bad cop routine; the false deadline; the deliberately unreasonable opening position; and the nibble (asking for small additional concessions after a deal appears to be agreed). We identify the most common of these games, explain the psychology behind why they work, and give you specific, practical counter-strategies for each one.
Communication in a negotiation involves far more than the words you use. Tone of voice and body language carry at least as much weight as the verbal content of a message. We introduce the three dimensions of communication in a negotiation context and explore how each can be used deliberately to project confidence, build rapport and steer the negotiation in the direction you want.
Your vocal tone communicates your emotional state and your confidence level as clearly as your words. We cover the four key elements: volume, pitch, pace and intensity, and show you how to calibrate each one for different negotiation situations. A calm, measured tone signals confidence and control. An anxious or aggressive tone undermines your position regardless of how sound your argument is.
Non-verbal signals are interpreted rapidly and unconsciously by the other party. Posture, eye contact, gestures and facial expression all communicate your level of confidence, your engagement and your emotional state. We cover the body language habits that project authority and openness, the signals that reveal weakness or discomfort, and how to read the non-verbal cues of the person you are negotiating with.
Effective negotiators use language deliberately and precisely. Ineffective negotiators habitually use phrases that undermine their position: over-explaining, excessive hedging, volunteering information that was not requested, and using language that signals desperation or inflexibility. We identify the speech patterns that separate skilled negotiators from unskilled ones and give you practical alternatives to your most damaging habits.
Your underlying attitude towards negotiation shapes your behaviour before you even enter the room. If you believe negotiation is inherently confrontational, you will adopt a defensive or aggressive stance. If you believe it is a collaborative, problem-solving exercise aimed at creating mutual benefit, you will behave very differently. We explore how to develop and maintain the mindset of a principled negotiator, and how that mindset creates better outcomes for all parties.
The day closes with a structured review of the Universal Success Principles of Negotiation covered throughout the course. Each delegate completes a personal action plan identifying the specific changes they will implement in their next negotiation. The post-course portal and three months of free telephone coaching support the transfer of learning into practice.

Availability and Pricing

Delivery Options

Choose the delivery format that best fits your schedule and team.

All options deliver the same high-quality content.

Bespoke In-House

£2250+VAT

per training day

We come to you. Training delivered at your premises, tailored to your team's specific needs.

  • Your premises or online
  • Tailored to your organisation
  • Dates to suit your schedule
  • We can train in your timezone
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All Our Training Includes

Full 1 day of expert training delivered by an experienced trainer
CPD-endorsed course: 6 CPD training hours (plus 2-3 additional hours via post-course online learning)
Full digital interactive course notes
Official training certificate
Access to free additional training material via our post-course portal
3 months of free telephone coaching while you implement your learning

Questions? Call 020 3856 3037 or 01452 856091

Frequently Asked Questions

Course FAQs

You can book directly online via our course dates page, call us on 020 3856 3037, or make an enquiry and we will call you back. We accept payment by BACS, cheque or credit card. Once booked, you will receive a confirmation email with full joining instructions.
Yes. We can deliver this course exclusively for your team at your premises or online, on dates to suit you. Bespoke in-house training is priced per day rather than per delegate, making it cost-effective for groups of four or more. We can also tailor the content to address your organisation's specific challenges.
A good negotiator combines thorough preparation with disciplined communication. They plan their entry and exit positions before negotiations begin, identify all negotiable variables, know their BATNA, and trade concessions rather than giving them away. They maintain emotional composure under pressure, use precise and assertive language, and recognise and counter the tactics that other negotiators use. Above all, they understand that the goal is to reach a mutually beneficial agreement rather than simply to win at the expense of the other party.
Negotiation is one of the most commercially significant skills in any organisation. Every contract, every supplier agreement, every internal resource allocation and every performance conversation involves an element of negotiation. Organisations whose staff negotiate well secure better commercial terms, protect their margins, build stronger relationships with partners and resolve disputes more efficiently. The cost of poor negotiation; in lost revenue, in unnecessary concessions and in damaged relationships; is significant for most businesses.
Yes, the training is highly interactive. Sessions include group discussions, exercises, case studies and individual action planning. The trainer actively teaches expert content rather than simply facilitating discussion, so delegates leave with structured knowledge they can apply immediately. The style is engaging and practical throughout.
Successful negotiation rests on a set of principles that can be learned and practised. Prepare thoroughly before any negotiation: know your goals, your limits, your bargaining chips and your BATNA. Open with a realistic but ambitious position. Trade concessions rather than giving them away. Keep your emotions under control and focus on the facts of the situation. Recognise the tactics the other side is using and respond with principled counter-strategies. Always aim for an agreement that gives both parties something of value; deals that feel one-sided rarely hold. This course teaches all of these principles in a structured, practical framework.
Delegates come from a wide range of industries and roles. Many are managers, team leaders or executives who negotiate contracts, budgets or supplier agreements as part of their regular responsibilities. Others work in sales, procurement or HR, where negotiation is a core daily activity. Some attend because they have recently taken on a role that requires negotiation skills they have not previously developed. What they share is a desire to stop leaving value on the table and to negotiate with greater confidence, skill and consistency.
Open courses run from 9:00 am to 4:30 pm. Delegates are welcome to arrive from 8:45 am; tea and coffee are available from that time. The course includes mid-morning and mid-afternoon breaks plus a lunch break.

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On This Page

  1. 1 Course Overview
  2. 2 Key Skills
  3. 3 Who Should Attend
  4. 4 Course Agenda
  5. 5 Delivery Options
  6. 6 FAQs

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Bespoke In-House £2250 +VAT/day
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Customer Reviews

What Delegates Say About This Course

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Read Our Customer Reviews
★★★★★

"The course gave me excellent awareness of the importance of negotiation preparation, success formula, persuasion techniques and consequences. The trainer's presentation was excellent."

Victoria Fletcher

Private

★★★★★

"Course content was exactly what was required as as discussed. Some very memorable and useful tools. Excellent presentation skills and in-depth knowledge."

Martyn Sims

Private

★★★★★

"Course content was highly beneficial. Some aspects I was aware of and use, but also new methods learnt that I will look to practice, ie 6 step method and emotional danger zone. Chris was amazing. He presented in a fun and enticing way, interesting and thorough."

Emma Allin

Turbine Surface Technologies Ltd

Ready to Negotiate with Greater Confidence?

Enrol on our next open course, book a live online training session, or speak to us about tailored in-house delivery for your team.

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Or speak to a member of our team directly:

020 3856 3037 01452 856091