EU referendum on Procurement

Negotiation Master Class

For Procurement delegates looking for an extra edge in business performance. 

Central London,  Off site or in house ?

 Talk to Steve Wills
+44 7891 542102 or email us at

We have faced your challenges and found solutions

  • specialists in People and Procurement
  • understand how companies work
  • strong track record of success


Why this course is different 

You may have received some negotiation training in the past or learnt from experiences but to consistently achieve results for you and all stakeholders you must gain a true understanding of the principles of best practice negotiation skills.

Increasingly you will require the skills and the flexibility to apply appropriate negotiation skills and strategy to both internal negotiations and external negotiations with customers, suppliers and more.

Why you should attend

This 2-day course will address the strategies, techniques and skills required for successful negotiations backed up by case studies, role-plays and interactive presentations.

Practical exercises will ensure that each delegate can translate the theory of negotiation into applicable skills and return to your business ready to negotiate to achieve results.

Benefits for you

Understand the key principles and stages of the negotiation process

  • Learn from tested negotiation theories, techniques and skills
  • Increase your confidence to conduct successful negotiations
  • Improve your skills through practical participation
  • Handle challenges, objections and conflict


Who should attend?

Individuals involved in commercial negotiations who seek best practice frameworks, tools and techniques to achieve consistent results.

Key areas covered


The Negotiation Process

  • Key principles and stages of negotiation
  • Common negotiating mistakes
  • The importance of planning & preparing
  • Identifying strengths and weaknesses
  • Developing your bargaining power
  • Closing negotiations


Influencing Skills

  • Uncovering hidden agendas
  • Managing difficult people
  • Understanding human behavior
  • Using persuasion and influence
  • Handling challenges and conflict
  • Framing your proposal
  • Expressing ideas directly and effectively


Strategy and Tactics

  • Defining strategy
  • Applying tactics to achieve your strategy
  • Creating a results-focused environment
  • Setting min & max objectives on issues
  • Defining your bottom line – concessions
  • Balance of power & choice of strategy


Practical Negotiating

  • Plan, prepare and conduct negotiations
  • Build personal confidence
  • Characteristics of top negotiators
  • Recognising and handling different styles
  • Cross cultural negotiations
  • Correct channels of communication
  • Right and wrong questions to ask


Maintaining Momentum

  • Counter proposals
  • Developing options for mutual gain
  • Capitalising on concessions


Team Negotiations

  • Difference between 1 to 1 and team
  • Team roles in negotiation


Non-Verbal Communications

  • Sending and receiving signals
  • Introduction to the use of insights
  • Projecting a positive attitude


Personal Action Planning

  • Reviewing your own skills
  • Obtaining feedback
  • Developing a strategy for improvement


What some of our clients say about us:

Isabel Coma – Fort Life Science/ Pharmaceutical R&D Project Manager at GlaxoSmithKline

“Stephen combines deep knowledge and long experience. His executive course had the right contents illustrated with the real life experience of a great professional.”

Janice Allen – Project Lead at Highways England

“Steve engaged every one with his insight into procurement using real examples of working with national and global organisations. Steve was charismatic and a joy to listen too. We were impressed with his integrity. He is a real role model and an ambassador for Procurement. “

Duration of Course

  • 2 Days (14 hours)
  • Public course attendance
    • refreshments included
    • travel, meals and accommodation not included

In-house course (max 10 delegates) tailored


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