Course Information

Introduction

This five-day course teaches practical negotiation skills centered on communication. You will learn how to prepare for deals, run conversations that reveal real priorities, and reach clear agreements. Sessions combine short instruction, targeted exercises, and realistic role-plays. The aim is skills you can use on the next negotiation, not abstract theory.

Objectives

1) Prepare a negotiation plan that states objectives, defines BATNA, and maps stakeholder interests.
2) Lead structured negotiation conversations that surface priorities and convert positions into trade-offs.
3) Use precise questioning and active listening to influence outcomes and reduce misunderstandings.
4) Respond to common hard-bargaining tactics and manage emotional or high-pressure moments without escalating.
5) Close agreements with clear terms, next steps, and measurable commitments.

Who Should Attend?

1) Sales account executives and managers who lead deal negotiations.
2) Commercial or business development managers responsible for partnerships and contracts.
3) Procurement and sourcing professionals negotiating supplier terms and rates.
4) Project managers who contract vendors or manage stakeholder agreements.
5) In-house legal or contract managers involved in commercial negotiations.

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.