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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.

Benefits of attending
Improved success and increased business and profitability

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

Negotiating Situations

  • Why negotiate?
  • Negotiating as a specific skill
  • Sources of power within the negotiation


  • The philosophy of win-win
  • Long-term versus short-term business relationships
  • The value of win-win strategies


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

The Negotiation Process

  • Negotiating styles
  • Deciding tactics
  • Presenting one's case
  • Selling features and benefits
  • Knowing the other person's "shopping list"
  • Keeping hold of the interview
  • The search for variables

The Essential Skills of Negotiation

  • Understanding personalities
  • Building rapport
  • Keeping composure
  • Making the other side feel they are in control

The Bargaining Process

  • Making and seeking concessions
  • Negotiating gambits and ploys
  • Win-win in practice

Closing the Deal

  • Spotting signals
  • Overcoming objections
  • Breaking deadlocks


Action Planning