Negotiation Fundamentals

The aim of this course is for participants to enhance their ability to negotiate confidently and effectively. The training combines modern negotiation theory and skills practice with feedback, using case studies and role-plays. The course is highly interactive, takes place over one-day and is delivered by professionals with extensive experience of negotiation and mediation.


The course content covers a range of topics pertinent to the phases of the negotiation process:

  • The link between negotiation processes and negotiated outcomes

  • A framework for effective negotiation

  • Getting yourself ready to negotiate - preparation

  • Setting the scene for negotiation - opening

  • What do you need to know before you make an offer? - exploration

  • Making offers and reacting to proposals - bargaining

  • Closing the deal - concluding

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