Negotiation training

For

People new to negotiating, and those who want to refresh the skills and behaviours behind good negotiation.

Participants can

• Describe the end-to-end negotiation process and the behaviours that suit each phase.
• Plan a negotiation with clear objectives and a likely range of settlement.
• Use persuasion methods, questioning and an agenda to keep control of a negotiation.

Format

Led by a facilitator for your team, in person or live online.

Covers

Planning and setting objectives, Building rapport and probing the issues, Persuasion methods and bargaining, Concessions, counter-offers and impasses, Tactics, ploys and ethical behaviour

For

Category, sourcing, procurement and vendor managers who run complex business-to-business acquisition projects.

Participants can

• Describe the sales process and the methods salespeople use to influence buyers.
• Spot and neutralise common tactics such as the package deal and the loss leader.
• Apply sales behaviours to influence stakeholders within your own organisation.

Format

Led by a facilitator for your team, in person or live online.

Covers

Hard sell, soft sell and SPIN selling, Strategic selling and buying facilitation, How suppliers influence specifications and evaluation, Negotiating tactics and ploys, Explicit and latent needs

For

Experienced procurement practitioners who want to sharpen how they plan and conduct negotiations.

Participants can

• Build negotiation plans that suit different relationship types and objectives.
• Set a range of objectives and decide when to put down an anchor.
• Choose persuasion methods and use assertive behaviour at each phase.

Format

Led by a facilitator for your team, in person or live online.

Covers

Power, political and cultural context, Setting objectives and anchors, Opening statements and the first ten minutes, Principled versus positional negotiating, Using proposals to unblock an impasse

For

Commercial negotiators with some experience who want to plan and lead negotiations with more confidence.

Participants can

• Plan a negotiation that links objectives to the type of relationship.
• Lead each phase of a negotiation with appropriate behaviours.
• Match persuasion methods to the relationship and the other party.

Format

Led by a facilitator for your team: two days in person, or 4 x 4-hour live online sessions.

Covers

Balance of power between the parties, Objectives for different relationship types, Questioning, listening and assertive behaviour, Role play application and review

For

Experienced negotiators responsible for high-risk or high-value commercial arrangements who want to deepen their capability.

Participants can

• Design negotiation plans for different relationship types and business objectives.
• Manage the political dimension and communication flows within your own organisation.
• Set objectives jointly with the other party in collaborative relationships.

Format

Led by a facilitator for your team: two days in person, or 4 x 4-hour live online sessions.

Covers

Context and balance of power, Political dimension and internal communication, Governance controls and the licence to agree, Emotional intelligence and non-verbal cues, Two cycles of negotiation practice