Negotiating to Win

  • Communication & Interpersonal Skills
  • Course Code: 32513

Gain the skills, insights and competencies required in all negotiations - in every industry - at every level.

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 must identify the problem, understand it from the other’s perspective, generate alternative solutions and select a solution that benefits both sides. All parties need each other to achieve their goals. Negotiation focuses on solving the problem and closing the gap between what both parties want.

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

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
  • Craft a negotiation strategy for a business negotiation
  • Know when—and when not—to negotiate
  • Develop an effective plan and strategy for any negotiation
  • Know what behavior to adapt at each stage of the negotiation
  • Adjust your communication style to achieve desired results
  • Successfully apply the principles of persuasion to any negotiation situation
  • Effective negotiate face-to-face, on the phone or through email and other media


  • Self-assessments for insight into individual behaviour and how you work with others
  • Simulation activities to help transfer learned skills and behaviours to the job
  • Role plays to practice techniques and behaviours in a safe environment


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 in not intended for labour-union negotiators on either side.


91 Reviews 4 Star

Course Reviews

  • Past Participant, Enwin Utilities Limited Oct 10, 2019

  • Past Participant, CSA Group Jul 29, 2019

    I was very impressed that the instructor can do two days of training with no speaking cues (slides, cue cards). The exercises where you negotiate with the other people taking the course was fun and a very good application exercise.

  • Daniela, The Master Group Jul 26, 2019

    Appreciate the real time feedback and non judgemental environment created. The role play helps remove some of the fear about negotiation. I want whatever is in her morning coffee! Even if you think you're a professional negotiator, you still need to take this course.

  • Carmen, OSFI Jul 30, 2019

    Nellie is very energetic and vivid and present a very different facilitating style which I've benefitted a lot!

  • Shawn Parrott, Hubbell Canada Oct 9, 2019

    Course was very well delivered, smaller group allowed for organic conversation and more real life examples, not to mention the effectiveness of the practice scenarios. Nellie is a very lively and engaging Facilitator, who has vast knowledge in the subject matter delivered and understands how to get her audience to fully comprehend it. I got a lot more out of the course than I expected, not that I had low expectations at the on-set. It allowed me to break the sterotype of Negotiations that there is always a winner and a loser. Not to mention being able to see when its best to walk away through the use of a BATNA.

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