Negotiating for Results

Duration: 2 Days

Delivery methods:


  • Self discovery and critique

  • Group exploration and facilitator led discussion

  • Games based learning

  • Practical exercises

  • Best practice theory exploration


This two day  workshop is focused on setting in place principles for the development of robust negotiation skills. it will provide you with tools to promote effective negotiation communications and gives you techniques for turning face-to-face confrontation into side-by-side problem solving.

Course objectives

By the end of this training course participants will be able to:

  • Define negotiation and Identify steps for proper negotiation preparation

  • How to negotiate effectively with different personality styles

  • Define principled negotiation and identify the four steps in the negotiation process.

  • Learn bargaining techniques and strategies of inventing options for mutual gain and move negotiations from bargaining to closing.

Target audience

Business professionals and team members of all levels who are looking to enhance their negotiation and communication skill

Course Outline


Module 1 : Introduction to negotiation

Identify the qualities of successful and unsuccessful negotiators

Define negotiation and provide examples of when you have negotiated in and outside work
Identify a negotiation situation you will practice during class

Module 2: Personality types

Explain the benefits of knowing personality styles

Explain the behaviours as well as the strengths/weaknesses of each personality style

Identify your own personality style

Identify how to work more effectively with each personality style while negotiating

Module 3: Personality types
Explain how to choose a negotiation strategy based on relationship and results

Define positional bargaining.

Identify the differences between "Soft" and "Hard" negotiating
Define principled negotiation
Identify the four steps in the negotiation process

Module 4: Preparing for negotiation
Identify fears and " hot buttons " as well as strategies to overcome them

Identify areas to research on your side and on  your opponent's side

Define your BATNA (best alternative to a negotiation agreement), WATNA (worst alternative to a negotiation agreement), WAP (walk away point) and ZOPA (zone of possible agreement) 

Skill practice: Prepare for your personal negotiation situation.


Module 5: Opening the negotiation

Explain how to create a positive first impression

Explain the importance of "small talk" and finding common ground in negotiation

Explain how setting ground rules can influence a negotiation

Identify important negotiation ground rules.

Module 6: Exchange information and bargain

Explain how to initially exchange information

Identify contingency plans for unfavourable situations
Explain bargaining techniques

Explain strategies for inventing options for mutual gain

Module 7: Handle opposition

Explain strategies to bring your opponent from NO to YES

Identify strategies to deal with negative emotions

Module 8: Close the negotiation

Explain how to move from bargaining to closing

Explain the closing process

Practice your personal negotiation situation and get feedback from other participant

                                                                  Accredited by pure potential and quantum possibilities

Contact us for a quote


 All courses can be tailored to your company's needs

Contact Raymond Young PhD

tel: (+44) 7850 580842