Essentials of Negotiation

Gain the skills and techniques to negotiate the best possible results for your team and organization.

Whether it’s allocating resources for a project, funding a new initiative or establishing a supply chain for a new product or service, negotiation is at the heart of the process. But few people understand the structure, techniques and approaches available to them as they seek to positively influence an outcome. This hands-on seminar gives you a step-by-step guide to effective negotiation. You learn and apply the skills to identify the problem, understand the other’s perspective, generate alternative solutions and achieve a solution that benefits both sides. All parties need each other to achieve their goals. This collaborative approach to negotiation focuses on solving the problem and closing the gap between what both parties want.

How You Will Benefit

  • Identify what is negotiable in typical business situations
  • Apply the six stages of negotiation
  • Apply the principles of persuasion to negotiation
  • Identify ways to adjust communication styles to achieve agreement
  • Recognize the opportunities and risks of social media and artificial intelligence in negotiations
  • Craft a negotiation strategy for a busienss negotiation
  • Know when-and when not-to negotiate
  • Develop an effective plan and strategy for any negotiation
  • Know how to adapt behaviour appropriately at each stage of the negotiation
  • Adjust your communication style to achieve desired results
  • Apply the principles of persuasion successfully to any negotiation situation
  • Negotiate effectively either face-to-face, on the phone, through email or by other media

Who Should Attend

All professionals, managers, sales and purchasing specialists, project managers and others responsible for negotiating the best possible terms of an agreement for their organization.  Note: This program is not intended for labor-union negotiators on either side.

Live Online classes are delivered in partnership with American Management Association.


$2,695 Non Member Fee
$2,395 Member Fee

Do you need a different date or location? We offer Courses On Request.

When colleagues learn together, everyone benefits!

Connect with an advisor to discuss delivering this course to your team.

113 Reviews 4 Star

Course Reviews

  • Negotiating to Win Sep 4, 2024

    Good time management, plenty of quality materials, references, and relevant news story. Very interactive with good audience participation.

  • Caesar R., Account Manager, AEC Industry Apr 9, 2024

    Good time management, plenty of quality materials, references, and relevant news story. Very interactive with good audience participation.

  • Past Participant, Manager, Patient Services Dec 7, 2023

  • Past Participant, Manufacturing Supervisor Dec 7, 2023

  • Past Participant, Project Manager Sep 28, 2023

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