Negotiation Skills

Intended audience:
Business services team

3 hours 

Small group workshop focusing on a practical case study-based negotiation exercise, with coaching and feedback to participants during and after their performance in the negotiation exercise

The objectives of this course are to:

  • Consider key concepts and practical issues relating to negotiation skills
  • Develop the negotiation techniques of participants through a practical negotiation exercise
  • Consider and discuss the challenges and opportunities presented by negotiating by means of telephone and email


  • Core principles of negotiation
  • Negotiation styles and objectives
  • Negotiation tactics
  • Understanding and responding to your client’s objectives
  • Developing your strategy to achieve optimum, desirable and essential (bottom line) positions
  • Prioritising your objectives to ensure that you achieve an overall ‘win’ for your client
  • Understanding BATNA (Best Alternative to a Negotiated Agreement) and applying the concept effectively
  • Identifying the Zone of Potential Agreement (ZOPA) and deciding how to achieve agreement
  • Opening the negotiation
  • Asking questions to identify interests, issues and barriers to agreement
  • Closing and finishing off

The success measures for the course are that participants:

  • Gain confidence and develop their negotiation skills beyond their current level
  • Show improved performance when undertaking basic negotiations in their day-to-day work

For further information or to make a booking please contact fresh: telephone 01444 240 124 or email: Rachel Berry:

Training Team

Neil Seligman

Module Leader
Neil Seligman

Elspeth Mills Rendall

Shalini Sequeira

Fresh Professional Development  Ltd, The Forum, 277 London Road, Burgess Hill, West Sussex, RH15 9QU
t. 01454 550066, e., w. © Fresh Professional Development Ltd. 2017

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