Developing Negotiation Skills

The programmes within this Communication pillar are not “off-the-shelf” courses. They are designed as a menu of development options that can be combined, adapted and shaped to reflect what is really happening inside your organisation. What initially presents as a “communication problem” frequently turns out to be something deeper – a question of confidence, trust, conflict, influence or clarity of management.

These outlines are therefore best read as catalysts for discussion – prompts to help you reflect on how people currently communicate, where friction or misunderstanding arises and what kind of development will genuinely shift behaviour. In practice, the most effective solutions often draw on complementary elements from across our other pillars – Personal Development, Management and Leadership, Business Development and Senior-Level Leadership and Talent Development. Every intervention we deliver is built in partnership with you, around your culture, your people and the outcomes you need to achieve.

By the end of this programme participants will be able to:

• Explain the purpose and process of negotiation
• Prepare thoroughly by understanding priorities and interests
• Communicate confidently to influence agreement
• Manage emotions and respond calmly to challenge
• Develop options that create value for both parties
• Adapt approach and style to suit different negotiation scenarios

1. Introduction to Negotiation

• The role of negotiation in modern organisations
• Typical phases within a negotiation process

2. Strategic Preparation

• Gathering information and defining clear objectives
• Understanding interests versus positions

3. Communication for Influence

• Listening to understand the other party’s needs
• Presenting proposals confidently and persuasively

4. Handling Challenge and Conflict

• Remaining composed under pressure
• Practical techniques for dealing with disagreement

5. Creating Mutually Beneficial Outcomes

• Exploring options that support both sides
• Maintaining relationships when negotiating under tension

6. Negotiating with Flexibility

• Tailoring approach to context and individuals
• Overcoming obstacles and moving toward agreement

There are no specific prerequisites for this course.

Attendees may also be subsequently interested in

• Human Relations and Interpersonal Skills

Suitable for professionals across all sectors who negotiate:

• With clients, customers or suppliers
• Across functions or project teams
• To gain agreement on priorities, resources or ways of working

Ideal for anyone who wants to strengthen their negotiating capability and confidence.