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Advanced Principles of Better Negotiation
Advanced Principles of Better Negotiation


The best source of Advanced Negotiating Skills Courses

A hands-on one-day course with free pre-course online skills testing. Free bespoke course design is also available for private classes if the content needs to be adjusted
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Activia Training Silver Jubilee - training since 1995

Prices you'll not see anywhere else!

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Prices cut by up to 30%

Scheduled Public Classes: Additional delegates for just £99

Training at Your Offices: Prices from £299

Training Vouchers: Prices for block tickets from £725

Click the orange "Book Your Training" button on the right of the page, and see how much you can save ... but remember: these prices won't last for ever!


Full details of modules and topics covered in this one-day course


This is a one-day training course structured into 9 modules


This course teaches people an advanced set of principles that will help them obtain better results when negotiating. Whether having acquired negotiating skills by attending our basic level course, or through hard gained experience, this course will instruct on how specifically one can obtain better results, by showing how to place yourself in a strong bargaining position, and then leveraging that position.


This course is specifically designed for people with some experience in negotiating, and who are looking to improve upon the skills and experience that they already have by developing a structured approach to how they negotiate.

Want to see prices and options for delivery of your training?

MODULE 1:  Introduction and Course Overview
Topics covered:
  • Course Introduction
MODULE 2:  The Power of IF ...
Learning outcomes:
Learn to use trial statements and questions in order to uncover commitment from the opposing party.
Topics covered:
  • The Payoff Question
  • A Trial Statement
  • Getting the other party to commit
MODULE 3:  Problems with Multiple Party Negotiations
Learning outcomes:
Know the extra factors to be considered when involved in a multi party negotiation, and how to retain power while negotiating.
Topics covered:
  • Joint Ventures - How the Solution Can Have Problems Too
  • One Buyer vs Many Sellers/Suppliers
  • One Seller/Supplier vs Many Buyers
  • The Element of Competition
  • Extra factors to consider in multi party negotiations
MODULE 4:  Bargaining and Positioning to Advantage
Learning outcomes:
Understand your position within a negotiation, and how to leverage that for maximum advantage.
Topics covered:
  • Auction Options: Starting Low vs Starting High
  • Controlling the Negotiation as a Supplier - When to Auction
  • Controlling the Negotiation as a Buyer - When to Tender
  • How to Assert Control
  • The Concept of Control
  • Are You Negotiating Up or Down the Supply Chain?
  • A Brief Explanation of the Supply Chain
MODULE 5:  Making Summarising an Art
Learning outcomes:
Learn how to summarise the negotiation in ways that will best highlight your case.
Topics covered:
  • What Does Summarising Do for Both Parties?
  • How to use Summarising to Swing the Vote
MODULE 6:  Breaking Deadlocks
Learning outcomes:
Be able to use realistic tactical skills to help break deadlocks in negotiations.
Topics covered:
  • Recognising the Underlying Emotional Resistance
  • When A Has to Do Something Before B
  • When your Arguments are an Obstruction to Settlement
  • When to Concede and When to Walk Away
MODULE 7:  Dealing With The NOs
Learning outcomes:
Know how to diffuse fear or negative perceptions to make negotiations move forward.
Topics covered:
  • Finding the Positives From the Other Side
  • How Fear Can Make or Break the Deal
MODULE 8:  Controlling the Paperwork: Clauses That Benefit Both Parties
Learning outcomes:
Be able to use specific clauses that help us legitimise negotiated agreements by protecting both sides.
Topics covered:
  • Dispute Resolution
  • Prohibited Contract
  • Period Review
  • Negotiation/Mediation
  • Indemnity
MODULE 9:  Your Personal Action Plan

Want to see prices and options for delivery of your training?

Advanced Principles of Better Negotiation
Apr 28, 2020
Birmingham Queensway
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May 12, 2020
Manchester Piccadilly
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May 21, 2020
London Victoria
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Jun 4, 2020
Leeds West One
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Jun 9, 2020
Tower Bridge
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Don't see a date you want?


Basic Principles of Better Negotiation

[Duration: one day]

Negotiation Skills Basics

  • Introduction and Course Overview
  • The Process of Negotiation
  • Possible Outcomes from Negotiations
  • Working Towards Win-Win Solutions
  • Negotiating Is Not Compromising
  • Who Has Got the Power?
  • Reading the Styles of Negotiators
  • The Successful Negotiator
  • Mistakes to Avoid When Negotiating
  • Your Personal Action Plan



Daniela De Marchi
, Jan 14 2020
"The Activia material was ok. Trainer was definitely prepared and knowledgable."

Course rating of 4 stars
Bethan Osborne
, Dec 3 2019
"It was a very interesting and informative course - if the opportunity arises, I will recomend it to anyone."

Course rating of 5 stars
Lisa Biggs
, Aug 13 2019
"I really like the Activia style of not using PowerPoint or other slides. To my mind, as a trainer, you really have to be knowledgeable about the subject in order to train this way."

Course rating of 5 stars
Scott Blackwell
, Aug 13 2019
"Enjoyable course ad the trainer clearly knew the subject well. Welcome not having any PowerPoint slides!!"

Course rating of 5 stars
Nabeel Shabir
, Aug 13 2019
"the training was very useful "

Course rating of 4 stars
Nathanael Burke
, Aug 13 2019
"Good training"

Course rating of 4 stars
Lisa Biggs
, Aug 13 2019
"Excellent - especially the non-use of slides"

Course rating of 5 stars
Suzanne York
, Jul 1 2019
"Thought the trainer Ron was very good. "

Course rating of 5 stars
Saul Edwards
, Mar 16 2018
"Send my regards to Terry - Lovely Chap !"

Course rating of 4 stars
Caroline Bearpark
, Mar 22 2017
"All the trainers I met were very accomplished and very personable. I would recommend this course."

Course rating of 5 stars


General Information

All Activia advanced negotiating skills courses have been created, reviewed and developed to ensure up to date provision and constantly improving standards of content. Our Negotiation Skills training is interactive and classroom-based which maximises learning through the ability to ask questions and discuss specific issues.

Class Sizes

Maximum class size for Negotiation Skills courses is 10 delegates, which ensures that attendees get adequate time for personal attention from the instructor. At some of our centres, the maximum class size is 12 delegates.

Note that we never cancel our scheduled classes -- even if there are only one or two delegates -- so once you have booked, your place is assured.

For training at your offices, we can deliver classes of up to 15 delegates, though with bigger class sizes you must understand that there is less time for questions from delegates, and this may affect the quality of their experience.

How to book
Course, dates and delegate numbers
Decide on the Negotiation Skills course you want, the date(s) you can attend, and the number of delegates involved
Training location
Also decide whether you want training at your offices or at one of our centres
Speedy course booking
You can use the Speedy Quote option to contact us for a quick price, or you can book online from the schedule on this website
Call us
if at any time you want help or advice, or you want to book on the telephone, just call us on 0333 6000 111 to speak to one of our friendly training advisors

Note: With non-credit card bookings you must sign and return a Booking Form before we can confirm your training.

Also note: If you are a private individual you must pay by credit card at the time of booking.

The confirmation process
Course places allocated
Your place is allocated, along with the trainer, workbooks and exercise files if appropriate
Booking confirmation
You receive an official confirmation, with joining instructions (and directions if it's at our centre)
Training invoice
You receive a VAT invoice

Note: Please allow 1 - 2 working days for your confirmation and invoice.

What happens on the day

If you are coming to our centre, dress code is smart casual.   Refreshments in the form of tea/coffee will be provided for morning and afternoon breaks, but please note that we do not provide lunch.   The timetable is as follows:













Note: break times can vary according to the needs of the training, and course duration for smaller class sizes are usually shorter because fewer delegates have fewer questions !

For training at your offices, this itinerary can be varied by prior arrangement.

What you get

With your Negotiation Skills training course from Activia, you get a free workbook, so you can review and revise afterwards to reinforce your knowledge.

Every delegate on a Negotiation Skills course also gets an Activia Training Attendance Certificate.

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This website has been acquired by STL Training

  • Please note that Activia Ltd ceased trading on 23rd March 2020.
  • This website and customer database have been acquired by STL, who offer comparable services.
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