Strategic Negotiation Skills

  • 10th October 2023
    9:30 am - 4:30 pm

Course duration: 1 day

Additional notes for course:


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Aims and objectives

The aims of this course are to:

a) show participants that it is they who must change their practices;

b) show how they must ‘get organised’ to get more from their time;

c) present tools which can help to identify where time could be better utilised; and

d) show participants how they can influence others to achieve more.

Who should attend

This programme is designed for people who are involved in negotiating at all levels; for example, anyone linked to purchasing, but also those who have to negotiate with staff, customers, unions, etc. The skills can be used in many walks of everyday life.

Course content

  • The Seller & the Buyer (Or any 2 sides of a Negotiating engagement)
    • The relationship as we know it
    • The relationship as it should be
  • Your role in Negotiating
    • Communications style
    • Identifying needs
    • Negotiation’s effect on Sales
    • Problem Solving
  • Negotiating
    • Negotiating Attitudes
    • Negotiating Behaviours
    • Negotiating Process
    • Preparing for Negotiations
    • The Do’s and Don’ts
    • Winning in Negotiations
  • Case Study & Role Play
    • Case study presented to buyers and sellers (group is split)
    • Preparation
    • Role Play of Negotiation Process
    • Discussion and learnings
  • Tomorrow
    • Stop / Start / Change (testing that learning needs have been met)

Skills learned

At the end of this course, participants will have learned to:

  • Better understand the role of the Negotiator in making businesses work;
  • Be able to make better use of their communications’ skills to achieve more success in Negotiating;
  • Identify different negotiating styles and how to use them on a daily basis; and
  • Believe in themselves and that winning at Negotiation can be a Win/Win exercise.


There is no certification for this programme.