Public Courses

This two days public course contains five hours of lectures, six hours of case preparation, five hours of live negotiation, seven hours of tutorial case evaluation, one hour of pre-work and up to two hours discussing personal issues; a total of 24 hours of intensive training over three days.


Specifically, the following issues are covered:

  • To recognise when NEGOTIATING is the correct method of resolving conflict
  • To understand the “negotiation phases” and how to use them to MANAGE the process
  • To understand and practice the SKILLS associated with each step
  • The five major issues to be considered in PREPARATION
  • How to improve the quality of the ARGUE or discussion step
  • How to pick up SIGNALS, interpret them and act on them
  • How to make PROPOSALS, where to pitch proposals, how to respond to proposals
  • How to REPACKAGE deals without it costing any more
  • How to recognise NEGOTIATING OPPORTUNITIES and exploit them
  • How to assess concessions, analyse differing priorities and go for WIN/WIN deals
  • How to trade and BARGAIN, how to put a price on demands
  • How to improve recognition of CLOSING opportunities and use them
  • How to handle the AGREEMENT and implementation stages
  • How to make and respond to COMPLAINTS
  • How to make and respond to MULTIPLE-POINTED claims
  • How to improve LISTENING skills
  • How to use and defuse AGGRESSION and CONFRONTATION
  • How to minimise REJECTION of proposals
  • How to handle DEADLOCK
  • How to use and respond to the most common NEGOTIATING TACTICS
  • How and when to use ADJOURNMENTS
  • How to use the skills of TEAM NEGOTIATING
  • How to build “PARTNERSHIP RELATIONSHIPS” with clients or suppliers


This is only a selection of many teaching points which would normally be covered. It is impossible to list all the skills, which might be highlighted, all the tutorial points, which might be raised, all the strategies which might be discussed and all the tactics which might be reviewed on a typical course.


For any further information, please contact us