Fundamentals of Negotiation

Cost: Am ddim

A one-day course

Intended for purchasing personnel who are new to the function or those with limited experience of negotiation. It is also

suitable for other company personnel who have responsibility for buying and negotiation but are not part of the purchasing

function.

Outcomes

The course clearly defines ‘negotiation’ and how better deals can be obtained when purchasing materials, equipment and

services. Attendees are taught in detail how to prepare for a negotiation and are provided with basic techniques to achieve

their objectives and targets. With detailed input from the course presenter, desk-top and syndicate exercises, attendees will

leave with the confidence to conduct negotiations virtually, by telephone or on a face-to-face basis.

Course Content

What is Negotiation?

What is Negotiation? Differences between genuine Negotiation and Alternatives, Options and Discussions /

Beware the Salesperson’s Tricks! / Is Negotiation really about Win-Win or Win-Lose?

Key Phases of Negotiation

Recognising and Managing the Key Phases / Preparation / Opening / Debating / Moving / Agreeing / Reviewing.

Preparing for a Negotiation

PMS Negotiation Preparation Worksheet / Treatment of Numerical Data / Identifying Strengths and Weaknesses /

Defining Variables / Setting Objectives / Identifying and Using Concessions / Strategy.

Negotiating Process

The Negotiating Arena / Home or Away? / Opening / Order of Subject Matter / Use of Targets / Tactics & Techniques /

Applying Pressure / Use of Language / Being Positive / Creating Movement / Persuade rather than Demand /

Linking Movement / Breaking an Impasse.

Negotiating Techniques

Opening Techniques / Lateral or Vertical Negotiations? / Variables – Major to Minor? / Drip-feed Persuaders /

Repetition / Linking a Concession to Get Movement / using ‘Either’/’Or’ Statements / Never Devalue Offers / Under

Pressure? Switch Ground / Move in Small Increments / Never say 10%’, 15%, 20%! / Compromise / Conditional

Agreements / Sacrificial Links / ‘Thank & Bank’ / Closing Techniques.

Behavioural Aspects

How Behavioural Aspects Can Enhance or Enhance or Under-mine Your Message / Positive Body Language / Eye

Contact / Facial Expressions / Gestures / Tone of Voice / Posture

Duration: 1 Day

Date: Thursday 25th June 2026 9.00am - 4.30pm

Cost: Free to Attend -Digital & Employment skills bitesize training fully funded

Venue: Newtown

We reserve the right to cancel or amend the timings of these sessions at any point up to the stated start time of the session.

Delegates may also cancel their booking at any time by following the link in their confirmation email.

Delegates are responsible for ensuring that they can access the web site where the training is delivered and for any all and any charges incurred during attendance at the session.

The delegate acknowledges that all course material, program material or copies thereof are and will remain the property of the training provider and are subject to copyright. It is expressly agreed that neither the delegate nor their sponsoring organisation will copy the whole or any part of those materials without the written consent of the training provider.

The training provider accepts no responsibility whatsoever for the subsequent use of the EMS by the delegate or their sponsoring organisation as a result of their participation in the training and shall not be liable for any loss or damage arising to the delegate, their sponsoring organisation or any third parties howsoever that loss or damage arises (save that this provision will not exclude liability for death or personal injury arising from the negligence of the training provider).

No variation to these conditions shall be binding unless agreed in writing between the authorised representatives of the training provider and the delegate and/or their sponsoring organisation. The delegate and their sponsoring organisation acknowledge that these terms and conditions supersede any written or verbal communication.