Practical Negotiation Skills

Practical Negotiation Skills

Course Objectives: this course is designed for delegates with little experience in negotiation. The course focuses on the essential skills and stages involved.

The objective of the course is to give the delegates the confidence to enter into negotiation, knowing the importance of such aspects as a win:win situation, how to protect yield and the use of concessions. It is a very practical course, giving the delegates the opportunity to use their newly learnt skills in realistic situations.


By the end of the course, participants will be able to:

Identify and understand the four stages of negotiation

Understand the importance of setting objectives and preparation

Recognise the difference between selling and negotiation

Successfully use variables and concessions

Maintain progress through difficult negotiations

Identify when to close the deal

Course Elements

The background - key approaches to negotiation:

Compromise, Bargaining, Coercion, Emotion, Logical reasoning

Understanding the four stages of negotiation – Inviting, Presenting, Bargaining & Closing

The importance of communication – how it affects negotiation

Why preparation is so crucial – ensuring that one plans effectively

Setting objectives and targets

Practical techniques for planning proposals – skills that can be implemented easily

Using variables and concessions – “enhance and reduce”

“Power” in negotiation – techniques to stay in control

Situations to avoid – maintaining progress through difficult negotiations

Closing the deal – “seize the moment !”

Individual and team exercises throughout

Except in the case of Open Courses, all Phoenix workshops are tailored on demand, which means that we will develop the final agenda with you to deliver exactly the training you want, at the level you need, within the time frame you decide.