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Basic Principles of Better Negotiation
Basic Principles of Better Negotiation


The best solution for Negotiation Skills Training 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

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


This is a one-day training course structured into 10 modules


This intensive one-day course teaches the basics of negotiation, looking to provide delegates with a fundamental understanding of the negotiation process, so they can enter negotiations with an idea of what to expect. This will in turn allow them to start negotiating having planned sufficiently, knowing what they would like to achieve, and what fundamental mistakes they should be avoiding. They will then be confident that they can produce good outcomes.


Anyone, whether in a sales, purchasing or management role who needs to negotiate with others in order to achieve results. They may not have negotiated before in any official position, or received any previous instruction, and will want to go into future negotiations with defined expectations, understanding and plan.

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MODULE 1:  Introduction and Course Overview
MODULE 2:  The Process of Negotiation
Learning outcomes:
Understand the 7 stages of negotiation which facilitate better planning, leading to reached goals.
Topics covered:
  • Walking Away or Postponing Till Later
  • Implementing the Resolved Agreement
  • Obtaining Agreement and Gaining Commitment
  • Negotiating for a Mutually Beneficial (Win-Win) Outcome
  • Clarification of Goals
  • Discussion
  • Preparation
  • The Seven Stages of Negotiation
MODULE 3:  Possible Outcomes from Negotiations
Learning outcomes:
Know the 4 possible outcomes of all negotiations, when each may be reached, and when to walk away.
Topics covered:
  • When to Walk Away
  • Reaching a Win-Win Conclusion
  • Reaching a Win-Lose Conclusion
  • Reaching a Lose-Win Conclusion
  • Reaching a Lose-Lose Conclusion
MODULE 4:  Working Towards Win-Win Solutions
Learning outcomes:
See how best to aim for win-win outcomes for both parties by considering the other side.
Topics covered:
  • Making the Opposing Team Feel They Have Gained a Victory
  • Thinking that "Solving Their Problem is Their Problem"
  • The Assumptions of a Fixed Pie
  • Avoiding Premature Judgment
  • Zero Sum and Non Zero Sum Games
  • Brainstorming
  • Broadening Your Options
MODULE 5:  Negotiating Is Not Compromising
Learning outcomes:
Recognise the difference between negotiating and compromising, and how to avoid compromising while negotiating.
Topics covered:
  • Compromising Versus Negotiating
  • Avoiding Compromising
MODULE 6:  Who Has Got the Power?
Learning outcomes:
Learn how to go into a negotiation with greater power, and how to retain as much as possible.
Topics covered:
  • The Factors That Contribute To Power in a Negotiation
  • Who Has the Most Information?
  • Who Has Other or More Alternatives?
  • The Danger of Appearing Desperate
  • Sticking To Your Guns - Walking Away When You Should
MODULE 7:  Reading the Styles of Negotiators
Learning outcomes:
Observing and learning the different styles of negotiators and the patterns you need to adopt for each, individually and as a team.
Topics covered:
  • Negotiating Within a Team : Exercises
  • Soft Negotiating: Recognising and Using It
  • Hard Negotiating: Recognising and Using It
  • Other Negotiating Styles: What Works Where?
  • Review of Individual Negotiation Styles
  • Thinking that "Solving Their Problem is Their Problem"
MODULE 8:  The Successful Negotiator
Learning outcomes:
Learn and assess the characteristics and interpersonal skills that make up a successful negotiator.
Topics covered:
  • Characteristics of the Successful Negotiator - and How to Become One
  • A Multi-Dimensional Array of Interpersonal Skills
  • Inventory of Negotiation Skills
MODULE 9:  Mistakes to Avoid When Negotiating
Learning outcomes:
Work through the most typical mistakes made while negotiating, and learn how to avoid making them.
Topics covered:
  • Not Showing the Other Side How Their Needs Are Met
  • Not Asking For What You Want
  • Sounding Desperate
  • Talking Too Much
  • Giving a Concession Without Getting Something In Return
  • Focusing on the Wrong Things
  • Giving Away Information
  • Not Preparing Thoroughly
MODULE 10:  Your Personal Action Plan

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Negotiation Skills Advanced

[Duration: one day]

Negotiation Skills Advanced

  • Introduction and Course Overview
  • The Power of IF ...
  • Problems with Multiple Party Negotiations
  • Bargaining and Positioning to Advantage
  • Making Summarising an Art
  • Breaking Deadlocks
  • Dealing With The NOs
  • Controlling the Paperwork: Clauses That Benefit Both Parties
  • Your Personal Action Plan



Darren Lewis, Oct 2 2018
Course rating of 4 stars "Thank you for the course"

Lindsay Scott , Aug 7 2018
Course rating of 5 stars "Excellent course!!"

Bethany Burns, Apr 18 2018
Course rating of 4 stars "Very knowledgeable trainer and helped apply principles to own work environment"

Sarah Lilford, Feb 14 2018
Course rating of 4 stars "Vivienne the trainer was excellent and had a wealth of experience to share this added a great amount of value to the course."

Declan Culliney , Nov 28 2017
Course rating of 4 stars "Terry was amazing, an absolute ledge! "

Clare-Anne Fielding, Nov 15 2017
Course rating of 3 stars "Maria managed to tailor the course to our needs and using real life examples has highlighted ways in which we can implement the skills learnt in our daily home / work environment. A really enjoyable course."

Sarah Moore, Sep 27 2017
Course rating of 5 stars "Wayne was really helpful and taught me some things I can really see using at work so it's nice it was actually relevant, in fact I have already used one thing which is ideal. "

Nicola Betts, Jul 26 2017
Course rating of 4 stars "Very interactive with lots of role play and having to think on your feet. The trainer (Terry) was great, very personable, he had interesting examples from his own career, very good presenter, and he kept it light and entertaining throughout. There was no projector in the room, only a flip board, which felt odd at first, but it was great not to be taught off a screen."

Anita Dohil, Apr 19 2017
Course rating of 5 stars "Fantastic tutor!"

Derren Jones, Apr 18 2017
Course rating of 4 stars "Trainer was very helpful and engaging, also helped to keep the course interesting."



General Information

All Activia negotiation skills training courses have been created, reviewed and developed to ensure up to date provision and constantly improving standards of content. Our Sales 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 Sales 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 Sales 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 itenerary can be varied by prior arrangement.

What you get

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

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


Call us on:
0333 6000 111

   You can Email us direct (You'll usually get a response within 2-3 working hours)
   Or fill out the details below and we'll be in touch very soon:


We can enhance your skills with courses for effective negotiation at any of our twelve training centres UK wide, or we can come to your offices: if you have groups of three or more staff who need training, this is a very convenient, flexible and cost effective option. Moreover, most of our negotiation skills courses are 1 day, which keeps "out of office" periods for attendees to a minimum.

We have been delivering negotiation skills basics all over the UK since 1995 and have continually developed our philosophy of high quality, flexible and results-driven provision of training courses for skills in negotiation to ensure constantly improving standards of quality.   So you can be confident that we have the expertise, and the experience, to give you a great return on your investment in Training Courses for Skills in Negotiation from Activia.

Why not contact us today to see how we can help with providing your courses for better negotiating ?

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