FUNDAMENTALS OF NEGOTIATION
Building stronger negotiation skills for more effective business outcomes
Successful negotiation today requires far more than simply defending positions or pushing harder. Whether negotiating with customers, suppliers, colleagues or internal stakeholders, professionals need the ability to prepare strategically, communicate clearly, understand interests and create solutions that deliver sustainable results.
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This practical and interactive training provides participants with the essential foundations of effective negotiation. Participants learn how to structure negotiations more professionally, prepare more strategically, use questioning and argumentation more effectively, recognise negotiation styles and tactics, and negotiate with greater confidence and effectiveness.
The training combines practical tools, structured frameworks, negotiation exercises and reflection to support immediate application in everyday business situations.
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Fundamentals
Preparation
Strategies & tactics
Sebastian Hawkins on the seminar "Professional Negotiation".
AFTER THE SEMINAR, YOU WILL BE ABLE TO:
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prepare and structure negotiations more strategically and professionally
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negotiate more confidently using proven negotiation principles and frameworks
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identify interests, priorities and opportunities for mutual gains more effectively
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use questioning, argumentation and communication techniques more purposefully
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recognise negotiation tactics, evaluate alternatives clearly and make better negotiation decisions
COURSE CONTENT
Understanding negotiation fundamentals - understanding how professional negotiations develop, what influences outcomes and why preparation, structure and communication play such a central role in successful negotiations.
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Preparing negotiations strategically - how to prepare negotiations more effectively by clarifying objectives, interests, alternatives, priorities, possible concessions and negotiation frameworks before discussions begin.
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Structuring negotiations professionally - learning how to guide negotiations through clear phases, maintain focus during discussions and create more productive and goal-oriented negotiation processes.
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Negotiating with the Harvard principles - using interest-based negotiation principles to improve cooperation, separate positions from underlying interests and create more sustainable negotiation outcomes.
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Expanding the pie and creating value - identifying opportunities for mutual gains, exploring interests more deeply and developing solutions that create additional value for both sides where possible.
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Argumentation and tactical questioning - strengthening communication during negotiations through clearer argumentation, purposeful questioning and more effective information gathering.
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Negotiation styles and behaviour - recognising different negotiation approaches, communication styles and behavioural patterns and adapting more effectively to different negotiation situations.
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Handling negotiation tactics and pressure - recognising common negotiation tactics, managing pressure more constructively and responding more calmly and strategically in difficult negotiation situations.
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Knowing alternatives and when to walk away - understanding the importance of alternatives, limits and decision criteria in order to negotiate more confidently and make clearer negotiation decisions.
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Negotiation practice and optimisation - applying negotiation tools and principles in realistic negotiation exercises, reflecting on lessons learned and identifying opportunities for continuous improvement.
METHODS
Interactive workshop with trainer input, group and pair work, role exercises, brief video analysis, group discussions and case analyses
TARGET GROUP
Professionals new to the world of negotiation or for those who wish to sharpen and refresh those negotiation skills. Ideal for procurement, sales or those who negotiate a lot internally.