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Commercial Negotiation, Tools and Techniques


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The ability to negotiate a strong agreement is among today's most valuable skills in business. This course will equip delegates with understanding and confidence to negotiate with clients, customers, suppliers and other business associates. A practical one-to-one and group negotiation approach throughout this programme will help participants enhance their skills upon which personal and business success can depend.

Who should attend

This practical course is designed for prospective managers, supervisors, team leaders, department heads and those who wish to understand and gain necessary skills and techniques.


Interpersonal Skills of Negotiation

  • Characteristics of a successful negotiator
  • Understanding your current negotiation style
  • The importance of questioning and listening
  • Communication skills and empathy
  • Using silence as a powerful negotiation tool
  • Understanding body language 

Planning and Preparing for Negotiation

  • Pre-negotiation research
  • Preparing and developing the optimum strategy and productive negotiation parameters
  • Setting clear objectives
  • Identifying concessions
  • Establishing the bottom line
  • Identifying a “win-win” result

Negotiation Tools and Techniques

  • Creating the right climate
  • Preparing a strong opening for the negotiation
  • Creative collaboration vs traditional confrontation
  • Creating a lasting commitment to an agreement

Negotiation Techniques for Challenging Situations

  • Clarifying the real problem and managing the issues
  • Individual versus team negotiation and multi-party negotiations
  • Dealing with difficult questions
  • Securing a “win-win” result
  • Negotiating in competitive markets
  • Negotiating with skilled buyers 

Stress Management and Personal Effectiveness

  • Analysing the causes and effects of stress both physically and psychologically
  • Setting priorities, planning and delegating 

Action Plan

  • A checklist to develop successful negotiation skills essential for achieving win/win results
  • Enhancing the Proposal/Proposition
  • Reviewing the negotiation achievement

At the end of this programme delegates will be able to:

  • Critically assess their current negotiation style
  • Enhance key interpersonal skills essential for greater impact in negotiations
  • Identify objectives and prepare the negotiation
  • Establish collaboration and strong partnerships
  • Implement key strategies and tactics for overcoming conflict and handling objections
  • Effectively recognise and manage buyers’ tactics
  • Identifying and securing “Win – Win” results
  • Communication
  • Delegation
  • Influencing
  • Negotiation Skills

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