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Basic Principles of Better Negotiation
Basic Principles of Better Negotiation


The best source of 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
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Activia Training Silver Jubilee - training since 1995

Prices you'll not see anywhere else!

Training vouchers

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 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

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

Basic Principles of Better Negotiation
Apr 20, 2020
Leeds West One
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Apr 27, 2020
Birmingham Queensway
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Apr 29, 2020
Tower Bridge
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May 11, 2020
Manchester Piccadilly
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Jun 29, 2020
London Victoria
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Don't see a date you want?


Advanced Principles of Better Negotiation

[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



Luke Marsh
, Feb 3 2020
"Thanks to Ron for his professionalism and vast knowledge in the subject of sales. It was a pleasure to work with him."

Course rating of 5 stars
Shekilla Gulzar
, Nov 11 2019
"the Knowledge gained will be actively used in practice "

Course rating of 5 stars
Miriam Bent
, Sep 13 2019
"The course provider was well prepared and delivered the course at a good pace ensuring all participants engaged with all aspects of the course"

Course rating of 5 stars
James Clayton-Hoar
, Sep 9 2019
"The trainer was able to draw on a wealth of experience in business and was very interested in giving me advice and guidance in my own negotiation skills and wider business skills."

Course rating of 5 stars
Karl Swarbrick
, Jul 10 2019
"Great trainer, took the time and effort to make sure the day met my needs. "

Course rating of 5 stars
Mhairi Grant
, Apr 23 2019
"Really great course and facilitator - I'd definitely recommend it."

Course rating of 5 stars
Vilma Smith
, Mar 25 2019
"Ron was a great instructor!"

Course rating of 5 stars
Ian Northall
, Feb 5 2019
"Kenny our trainer did an excellent job"

Course rating of 5 stars
Paul Tyler
, Feb 5 2019
"Kenny was superb and everyone on the corse were involved in adding to the course and interacting."

Course rating of 5 stars
Demi Wright
, Dec 12 2018
"Patrick was very good throughout and listened to everything that I have to say and helped me understand it much easier. He also made it a fun environment."

Course rating of 5 stars


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 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
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Decide on the Negotiation Skills course you want, the date(s) you can attend, and the number of delegates involved
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Also decide whether you want training at your offices or at one of our centres
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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.


Call us on:
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   You can email us direct (You'll usually get a response within 2-3 working hours)
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