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

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Fresh Development Group Ltd, Aztec Centre, Aztec West, Almondsbury, Bristol, BS32 4TD
t. 01454 550066, e. info@fdg.uk.com, w. www.freshpd.com © Fresh Professional Development Ltd. 2017

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