Negotiation Skills 

Intended audience:

3 hours

Small group workshop including practical case study exercises, with the opportunity for follow-up coaching for individual participants by email or telephone

The objectives of this course are to:

  • Consider key concepts relating to advanced negotiation skills
  • Develop the negotiation techniques of participants through practical experience, feedback and coaching


  • Core principles of negotiation
    • Advanced negotiation styles and approaches
    • Principled negotiation: getting to yes
    • Principled negotiation: getting past no
    • Team negotiation
  • Strategy models for negotiation
    • Strategies compared
    • Differentiation
  • Negotiation tactics: hard and soft
  • Successfully closing a negotiation

Case study exercises:   
This course can be tailored to include practice area-specific programmes, with relevant case study exercises in, for example:

  • Banking and project finance
  • Commercial litigation
  • Real estate: commercial property
  • Corporate: mergers and acquisitions
  • Employment
  • Commercial


  • Participants will gain the knowledge and skills to manage complex negotiations in a confident, professional and ethical manner
  • Participants will be able to secure better deals for their clients whilst ensuring long-term relationships are maintained and strengthened
  • Participants will improve their performance when undertaking negotiations in a specific practice area

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. info@fdg.uk.com, w. www.freshpd.com © Fresh Professional Development Ltd. 2017

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