Negotiation Skills Workshop


Why negotiate?

Students gain an understanding of the role and importance

of negotiation in their personal lives and careers. They

learn about the considerable benefits - financial and non

financial of skilful negotiation.

Styles and approaches

Looks at pros and cons of competitive and cooperative

negotiation styles. Students learn how the importance of

the longer term relationship should guide their choice of



Highlights the need to set clear objectives and considers

what the other party’s negotiating tactics might be.

Students work in pairs to determine the cost and value of variables (things that can be traded) to both parties.

Looking beyond demands

Good negotiators know that you need to uncover the other

party’s interests and concerns. Students practise using questioning techniques to surface what lies behind their

demands and explore creative solutions.

Opening positions

Confidence and credibility underpin a successful opening.

Students learn to begin with their most ambitious objectives

and how to  respond when met with rejection. This part of

the session also looks at how body language either

supports or betrays the verbal messages being sent.


Using the “give to get” trading principle to help secure

outcomes that meet the needs of both parties. Students

work in teams to negotiate the key terms of a supplier

agreement followed by a discussion about tactics and


Key skills: negotiating, planning, setting goals, dealing with pressure, problem solving, persuasion, framing, objective thinking, questioning