Course Information

Introduction

This five-day course teaches practical persuasion and negotiation methods you can use the day after class. It emphasizes clear proposals, evidence-backed arguments, and durable agreements. You will practice real scenarios and get targeted feedback. The course covers in-person and remote negotiations, and situations with multiple stakeholders and tight budgets.

Objectives

Structure proposals that match the other party’s priorities and decision criteria.
Create value by using principled bargaining to generate multiple, acceptable options.
Apply specific persuasion techniques—anchoring, framing, calibrated questions, and social proof—choosing the right tactic by context.
Convert objections into negotiable issues and manage difficult conversations to preserve relationships.
Conduct negotiations effectively across channels (face-to-face, phone, and video) and close commitments with clear next steps.

Who Should Attend?

Account Managers
Business Development Managers
Procurement Managers and Buyers
Project Managers who lead cross-functional negotiations
HR Business Partners involved in compensation, benefits, or policy discussions

Training Method

• Pre-assessment
• Live group instruction
• Use of real-world examples, case studies and exercises
• Interactive participation and discussion
• Power point presentation, LCD and flip chart
• Group activities and tests
• Post-assessment
If Applicable:
• Each participant receives a 7” Tablet containing a copy of the presentation, slides and handouts

Program Support

This program is supported by:
* Interactive discussions
* Role-play
* Case studies and highlight the techniques available to the participants.

Daily Agenda

Daily Schedule (Monday to Friday)
- 09:00 AM – 10:30 AM Technical Session 1
- 10:30 AM – 12:00 PM Technical Session 2
- 12:00 PM – 01:00 PM Technical Session 3
- 01:00 PM – 02:00 PM Lunch Break (If Applicable)
- Participants are expected to engage in guided self-study, reading, or personal reflection on the day’s content. This contributes toward the CPD accreditation and deepens conceptual understanding.
- 02:00 PM – 04:00 PM Self-Study & Reflection

Please Note:
- All training sessions are conducted from Monday to Friday, following the standard working week observed in the United Kingdom and European Union. Saturday and Sunday are official weekends and are not counted as part of the course duration.
- Coffee and refreshments are available on a floating basis throughout the morning. Participants may help themselves at their convenience to ensure an uninterrupted learning experience Provided if applicable and subject to course delivery arrangements.
- Lunch Provided if applicable and subject to course delivery arrangements.