Course Information

Introduction

Executive negotiation is a core leadership capability that influences commercial outcomes, stakeholder relationships, and organisational performance. Senior leaders regularly negotiate with customers, suppliers, partners, regulators, investors, and internal stakeholders where decisions involve competing priorities, limited resources, and long-term strategic implications.

This five-day course develops practical negotiation skills through realistic executive scenarios, simulations, and structured exercises. Participants will learn how to prepare negotiations, analyse stakeholder interests, build persuasive proposals, manage difficult discussions, and achieve sustainable agreements that support organisational objectives while preserving long-term relationships.

Objectives

1. Apply structured negotiation frameworks to prepare, conduct, and conclude complex business negotiations.
2. Analyse stakeholder interests, priorities, and alternatives to develop effective negotiation strategies.
3. Use communication, persuasion, and influence techniques to build trust and achieve mutually beneficial outcomes.
4. Manage difficult negotiations involving conflict, uncertainty, time pressure, and competing organisational priorities.
5. Evaluate negotiation outcomes, document agreements, and strengthen long-term business relationships through effective follow-up.

Who Should Attend?

1. Chief Executive Officers, Managing Directors, and Executive Directors.
2. Business Unit Leaders and General Managers responsible for commercial and strategic decisions.
3. Procurement, Commercial, and Contract Directors managing high-value negotiations.
4. Human Resources and Employee Relations Leaders involved in organisational negotiations.
5. Senior Managers and Executives responsible for partnerships, major clients, or stakeholder engagement.

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.