Intermediate negotiation skills

Intermediate negotiation skills

Full details below or download course outline.

This very practical two-day, role-play based, IACCM-approved programme provides participants with the skills, knowledge and competencies required to plan for and carry out effective negotiations in a range of different environments. The workshop gives an opportunity to assess and build on existing skills, focusing on achieving win/win outcomes.

Learning objectives

By the end of the programme participants will be in a position to add value to the organisation by being able to:

  • Recognise the importance of an organisation adopting a strategic approach to negotiation
  • Differentiate between ‘excellent’ and ‘standard’ negotiators, reinforcing the behaviours that lead to successful outcomes
  • Analyse their own negotiating style to identify areas for development
  • Explore how concepts such as emotional intelligence, transactional analysis and conflict resolution can be applied to negotiation scenarios
  • Develop an effective strategy for answering the two most difficult questions for any negotiator
  • Identify the most common barriers to a successful negotiation outcome and develop strategies to overcome them
  • Apply a range of persuading and influencing tools and techniques to support the organisation in obtaining value for money, quality and fit-for-purpose outcomes
  • Appreciate the importance of verbal and non-verbal communication skills in maximising the opportunities for reaching win / win agreements
  • Consider the benefits and drawbacks of a variety of negotiating approaches
  • Feel confident and prepared when participating in or supporting a negotiation
Who should attend?

Managers and team members who have some experience of negotiation and who would benefit from extending their knowledge of the subject. Experienced negotiators who want to refresh their skills.

Course format

The expert trainer for this practical two-day programme adopts a proactive, participative, and participant-centred approach with emphasis on the practical application of the tools, techniques and templates discussed. The learning needs to be embedded into the fabric of the organisation and the trainer uses context-based case studies and other tasks to achieve this.

Special features

The content of this course has been cross mapped with IACCM competency frameworks and other relevant international standards. Certificates of attendance provided on request.IACCM logo

The majority of the training we deliver is either tailored or completely bespoke. This workshop can therefore be delivered entirely as advertised, or it can be tailored to your particular requirements, or we can simply take it as a starting point for a conversation with you before we draft a completely bespoke programme for you – the choice is yours.

Expert trainer

Kenny is an experienced learning and development professional with a specialism in procurement training for large blue chip organisations. He is particularly experienced in delivering training on negotiation skills, procurement and supply chain management, contract law, project management and compliance for a range of clients across the UK and internationally.

Intermediate negotiation skills – course outline


1 Welcome

  • Introductions, aims and objectives and plan for the day

2 Definitions of negotiation

  • What constitutes ‘success’ in negotiation?
  • How do you know if you are successful?
  • Linking in with the organisation’s strategic goals

3 Negotiation styles

  • What kind of negotiator are you?
  • Collaborative or competitive?
  • What are the benefits and drawbacks of your preferred approach?
  • When is each appropriate?

4 Negotiation skills

  • What skills will allow you to use each negotiation style effectively?

5 Preparation

  • How to developing a negotiation ‘mandate’ with key stakeholders
  • Exploring the importance of getting buy in and how to secure it
  • Ensuring team members are clear as to their roles

6 Strategy

  • What are the key variables?
  • What is your range of objectives, from most to least desirable outcomes?

7 Behaviours

  • Exploring the behavioural aspects of negotiation
  • Psychology, perception and influencing in planning and carrying out negotiations

8 Practical planning and objective-setting

  • Role play

9 Pulling it all together

  • Role play exercise

10 Close

  • Review of key learning points
  • Personal action planning