Questioning and Communication Techniques
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Negotiation Skills
Learn how to thoroughly plan, prepare for and conduct a negotiation or mediation.
Contact us to plan this course for your organisation
Online / In Person
1 day
About this course
We all negotiate regularly, even though we might not always realise it. Understanding the issues and having a strategy is essential to a successful negotiation.
This 1 day course is designed to enhance the skills of all parties required to conduct or participate in a negotiation.
Why choose this course
By the end of this course you will understand:
How to recognise the preconditions for a successful negotiation.
How to assess the strengths and weaknesses of the different styles of negotiation.
How to prepare for an effective negotiation.
Negotiation from the perspective of the other party.
How to make appropriate use of concessions and offers.
Deflect pressure and understand tactics used during a negotiation.
Break deadlock in a negotiation.
Course syllabus
By attending this course you will explore different negotiating models, and assess which will be most suitable in a given circumstance. In particular, you will learn the strengths and weakness of positional, principled and co-operative negotiation. Delegates will learn how to plan and prepare for an effective negotiation by assessing the respective merits of an issue, and prioritising major points over matters which can be conceded. Delegates will have the opportunity to calculate a BATNA (Best Alternative to a Negotiated Agreement) and WATNA (Worst Alternative to a Negotiated Agreement).
The importance of the considering perspective of each party will be explored, and techniques to diffuse tension, whilst at the same time progressing the discussion by persuasive means will be practiced. Delegates will learn how to use concessions tactically, and they will consider strategies to employ when conversations become deadlocked and stall. There will be practice of a negotiation as part of role-play exercises, allowing staff to use or observe different styles and tactics. The skills and knowledge which will be imparted to delegates following this training will enhance their confidence when it comes to conducting negotiations and will enable them to tailor their approach effectively.
Learning Outcomes and Outline delivery:
How to recognise the preconditions for a successful negotiation
- Understand the limits of the authority to ‘settle’, the importance of the absence of pre-assumptions, understand the concepts of mutual power and levers,
- Recognition of potential interests beyond the issue itself,
- The importance of relationships.
How to assess the strengths and weaknesses of the different styles of negotiation
- The differences between and application of positional and competitive negotiation, co-operative negotiation, principled or collaborative negotiation,
- Preparation for the use of multiple tactics during the course of a negotiation including sequencing, parallelism, negotiation by list.
How to prepare for an effective negotiation
- Assembly of materials, constructing arguments based on issues and identification of persuasive arguments,
- How to plan for demands/challenges and responses to these, how to plan,
- Develop a best alternative to a negotiated agreement (BATNA),
- Develop a worst alternative to a negotiated agreement (WATNA),
- Assessment of your authority to concede and its limits,
- Walk away – do you really mean it?
Negotiation from the perspective of the other party
- Understand parties’ need to vent, how to present empathy, without concession, how to demonstrate neutrality
- Use of appropriate non-technical language
How to make appropriate use of concessions and offers
- How concessions are used, hidden tactics of confessions, conditional or linked concessions, positioning of offers and evolving offers.
Deflect pressure and understand tactics used during a negotiation
- Utilise open and closed questions appropriately, deploy active listening, read body language, pick up on subtleties in words and phrases,
- Understand and respond to hostility and aggression when negotiating, silences, the use of ultimatums.
Break deadlock in a negotiation
- How to pick the ‘low hanging fruit’, parking issues, staying cool and polite, avoiding reaction or emotion.
What to expect on the day
This competency-based course is practical and through role-play delegates will learn how to conduct a negotiation or mediation and how to participate more effectively in a negotiation or mediation. It includes:
- Trainer presentations
- Exercises
- Group work
- Case Studies
- Role Play
- Plenary sessions
Delegate Pre-Course Preparation: None
Specific Course Materials for Exercises, Case Studies: we will work with your organisation to produce tailored scenarios to be used during the course.
Meet the trainer – Janet Dalton
Solicitor
Janet grew up in Belfast and won a scholarship to Cambridge where she graduated in 1986 with a degree in Philosophy. She went on to convert to Law and practiced as a criminal Solicitor in London for...
Read BioPractical training with small groups to ensure quality.
Our training sessions are not lectures—they're practical, interactive experiences. The small group format allows every attendee to ask questions, take part in discussions involving practical exercises and role-plays.
This method of training allows attendees to put the skills learned into practice immediately. Course participants benefit from the focused attention and guidance of an independent expert.
Learn how to thoroughly plan, prepare for and conduct a negotiation or mediation.
FAQs
Negotiation skills training helps professionals develop the communication, planning and persuasion techniques needed to achieve effective outcomes in workplace discussions, commercial agreements and conflict resolution situations.
This course is suitable for managers, HR professionals, procurement staff, legal professionals, sales teams, public sector employees and anyone responsible for handling agreements, disputes or stakeholder discussions.
Strong negotiation skills help professionals manage difficult conversations, resolve disputes, build stronger business relationships and achieve balanced outcomes. Effective negotiation can also improve communication, reduce conflict and support better decision-making.
Participants typically learn how to prepare for negotiations, identify interests and objectives, communicate persuasively, handle objections, build rapport, manage conflict and reach mutually beneficial agreements.
Managers and HR professionals regularly negotiate around performance, workplace disputes, employee relations and organisational change. Negotiation training helps them approach sensitive discussions with greater confidence, structure and professionalism.
Negotiation focuses on reaching an agreement between parties with different interests, while conflict resolution aims to address and resolve disputes or tensions. Both require communication, listening and problem-solving skills, and they often overlap in workplace settings.
Yes. Leaders frequently negotiate with employees, clients, suppliers and stakeholders. Effective negotiation skills can improve influence, strengthen relationships and support more productive and collaborative workplace interactions.
Preparation involves identifying objectives, understanding the other party’s interests, gathering relevant information, considering potential compromises and planning communication strategies in advance. Good preparation is one of the most important factors in successful negotiations.
Yes. Public sector professionals often negotiate with stakeholders, service providers, unions and internal teams. Negotiation training supports effective communication, procedural fairness and constructive engagement in complex or high-pressure environments.
Yes. Negotiation skills training helps participants remain calm, listen actively, manage emotions and communicate clearly during challenging discussions. These skills are valuable when handling complaints, workplace disagreements or sensitive business matters.
