Negotiation Skills for Business Success (LC20)
Duration: 5 days
This course equips professionals with the knowledge and confidence to navigate negotiation challenges across a range of business contexts. Participants will develop a strategic understanding of negotiation processes, while honing practical skills in communication, preparation, and conflict management. By exploring the dynamics of stakeholder relationships, cultural sensitivity, and deal finalisation, delegates will emerge better prepared to influence outcomes, secure value, and strengthen partnerships. The course is grounded in contemporary business challenges and supports effective negotiation both within organisations and with external partners.
This course is designed for professionals from any sector who engage in negotiations as part of their role. It is particularly suited to those looking to build confidence, strengthen strategic thinking, and improve their communication effectiveness in negotiation settings. Whether working with clients, suppliers, cross-functional teams, or senior stakeholders, participants will benefit from a structured approach to negotiation that is adaptable, ethical, and outcomes-focused.
Principles of Effective Negotiation
- Understanding the principles of negotiation
- Identifying negotiation styles and assessing your personal approach
- Differentiating between competitive and collaborative negotiations
- Exploring ethics, trust, and credibility in negotiation settings
- Recognising the stages of a successful negotiation process
Strategic Planning and Preparation
- Defining interests, positions, and priorities (BATNA, WATNA, ZOPA)
- Conducting stakeholder analysis and mapping power dynamics
- Gathering and using data to strengthen preparation
- Developing a negotiation plan and scripting key stages
- Planning for objections, counteroffers, and concessions
Tools and Techniques for Negotiation Success
- Applying persuasive communication and framing techniques
- Using AI-powered tools for deal preparation and intelligence
- Leveraging data visualisation and scenario planning
- Enhancing listening, questioning, and influencing skills
- Building trust and managing emotional dynamics
Managing Challenging Negotiation Scenarios
- Managing deadlocks, impasses, and high emotion
- Navigating manipulative tactics and difficult behaviours
- Escalating or de-escalating negotiations appropriately
- Re-negotiating contracts and agreements under pressure
Negotiating Across Cultures and Closing the Deal
- Recognising cultural influences on negotiation norms
- Using language and non-verbal cues effectively across cultures
- Closing negotiations and formalising agreements
- Conducting post-negotiation reviews and relationship-building
At the end of this course, delegates will be able to:
- Apply structured negotiation strategies across a variety of business contexts
- Prepare effectively by assessing interests, stakeholders, and power dynamics
- Adapt negotiation style to suit collaborative or competitive environments
- Communicate with influence using persuasive and active listening techniques
- Manage conflict, resistance, and breakdowns in negotiation
- Leverage technology and data to enhance negotiation outcomes
- Navigate cultural differences and manage global negotiations confidently
- Close deals effectively and build long-term stakeholder trust