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Negotiating Skills

1 Day


Designed for those who are involved, or about to be involved, in the process of negotiating.  This course is appropriate for technical, non-technical staff, sales negotiators and buyers.  In addition, those who compete with colleagues for budgets, resources and staff should attend.

Programme Objectives

The objective of the course is to develop the understanding and use of negotiating skills and to give practical guidelines on the necessary techniques and skills for achieving a win-win outcome and building future relationships in any negotiating situation.

Programme Content

The Principles of Negotiation

  • Sources of Power
  • The philosophy of win-win
  • Short-term and long-term relationships


  • Establishing objectives
  • Defining the strategy
  • Gathering information
  • Planning compromises and concessions
  • Identifying one's fall-back position and BATNA

The Negotiation Process

  • Negotiating styles
  • Contracts
  • Deciding tactics
  • Presenting one's case
  • Knowing the other person's "shopping list"
  • The search for variables

The Essential Skills of Negotiation

  • Understanding personalities
  • Building rapport
  • Keeping composure
  • Making the other side feel they are in control
  • Making and seeking concessions
  • Negotiating gambits and ploys
  • Spotting signals
  • Breaking deadlocks
  • Closing the deal