Negotiation Skills - Negotiation Basics
Course ID: 260817 0101 219ESH
Course Dates : 17/08/2026 Course Duration : 5 Studying Day/s Course Location: London, United Kingdom
Language: Bilingual
Course Category: Professional and CPD Training Programs
Course Subcategories:
Business Decision Making Executive Communication & Influence Leadership & Management Development Professional Practice & Standards Strategic Management
Course Certified By: ESHub CPD & LondonUni - Executive Management Training
* Professional Training and CPD Programs
Leading to:
Executive Diploma Certificate
Leading to:
Executive Mini Masters Certificate
Leading to
Executive Masters Certificate
Certification Will Be Issued:
From London, United Kingdom
Course Fees:
VAT varies by course location and participant nationality.
Pay in Full Now
Introduction
Negotiation Skills - Negotiation Basics teaches a practical approach to planning, conducting, and closing negotiations. The course focuses on identifying interests, evaluating options, and protecting value. You will work through realistic scenarios and receive targeted feedback. This is for anyone who needs repeatable results in commercial or internal negotiations.
Objectives
1. Create a clear negotiation plan that sets objectives, priorities, and a BATNA.
2. Use questioning and framing techniques to uncover interests and expand options.
3. Apply persuasion methods and concession strategies to move discussions forward without giving away value.
4. Manage difficult behaviours and deadlocks using de-escalation and problem-solving tactics.
5. Close agreements and document terms so commitments are clear and enforceable.
2. Use questioning and framing techniques to uncover interests and expand options.
3. Apply persuasion methods and concession strategies to move discussions forward without giving away value.
4. Manage difficult behaviours and deadlocks using de-escalation and problem-solving tactics.
5. Close agreements and document terms so commitments are clear and enforceable.
Who Should Attend
1. Procurement professionals and category managers responsible for supplier contracts.
2. Sales account managers and business development executives who negotiate client terms.
3. Project managers who secure vendor services and manage scope changes.
4. HR business partners and recruiters who negotiate offers and employment terms.
5. Small business owners or founders who negotiate partnerships, contracts, and pricing.
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.
Course 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.
Week 1
Day 1 – Foundations of Negotiation
1. Understanding the Negotiation Process
- Defining negotiation objectives
- Recognising different negotiation situations
- Understanding value-based negotiation principles
2. Preparing for Negotiation
- Setting priorities and desired outcomes
- Defining BATNA and acceptable alternatives
- Identifying key risks and opportunities
3. Stakeholder and Interest Analysis
- Distinguishing interests from positions
- Identifying stakeholder expectations
- Building a negotiation strategy
Day 2 – Communication and Influence
1. Effective Negotiation Communication
- Building rapport and credibility
- Using active listening techniques
- Communicating with confidence and clarity
2. Questioning and Framing
- Asking open and probing questions
- Reframing discussions to create opportunities
- Clarifying assumptions and expectations
3. Persuasion Techniques
- Presenting proposals effectively
- Supporting arguments with evidence
- Influencing without creating resistance
Day 3 – Managing the Negotiation
1. Concession Strategies
- Planning concessions in advance
- Exchanging value rather than making concessions
- Protecting key negotiation priorities
2. Handling Difficult Behaviours
- Responding to aggressive negotiation tactics
- Managing emotional situations professionally
- Maintaining productive discussions
3. Resolving Deadlocks
- Identifying the causes of impasse
- Generating alternative solutions
- Restoring momentum through problem-solving
Day 4 – Reaching Agreement
1. Evaluating Negotiation Options
- Comparing available alternatives
- Assessing risks and benefits
- Selecting mutually beneficial outcomes
2. Closing the Negotiation
- Recognising commitment signals
- Confirming agreed terms
- Resolving outstanding issues before closing
3. Documenting Agreements
- Writing clear responsibilities and timelines
- Defining measurable commitments
- Establishing follow-up and review actions
Day 5 – Practical Negotiation Workshop
1. Negotiation Role-Play
- Conducting complete commercial negotiations
- Applying communication and persuasion techniques
- Managing realistic negotiation scenarios
2. Negotiation Performance Review
- Evaluating negotiation outcomes
- Identifying strengths and improvement opportunities
- Receiving structured facilitator and peer feedback
3. Negotiation Review and Action Planning
- Reviewing negotiation tools and frameworks
- Preparing a personal negotiation improvement plan
- Course review, feedback and implementation planning
