Negotiation Skills

Prepare thoroughly and reach agreements both sides can support

Why It Matters

People negotiate constantly: budgets, deadlines, scope, vendor terms, salaries, and shared resources. Those who go in unprepared either give away too much or push so hard that the relationship suffers. For organizations, weak negotiation shows up in unfavorable terms, strained partnerships, and missed value. Skilled negotiators protect resources and relationships at the same time, which matters most in long-term partner and vendor relationships.

Course Description

The course follows a negotiation from planning to agreement. Participants learn a preparation framework: clarify goals, identify your best alternative to a negotiated agreement (BATNA), estimate the other side's, and set target and walk-away points. They then practice uncovering the interests behind stated positions through questioning and listening. Option-building exercises show how trading on differences in priorities can create value for both sides. Paired and small-group simulations cover internal scenarios, such as negotiating a deadline with another department, and external ones, such as vendor terms. Debriefs compare outcomes across pairs to highlight what drove better agreements. A segment on handling hardball tactics rounds things out. Participants prepare a plan for a negotiation they expect to face soon.

Key Focus Areas

Participants explore and practice:

Preparation: goals, target, and walk-away points
Understanding and strengthening your BATNA
Uncovering interests behind stated positions
Creating options that add value for both sides
Responding to pressure tactics and anchoring
Closing and documenting durable agreements

Learning Outcomes

Participants will be able to:

Prepare a negotiation plan with target, walk-away point, and BATNA
Use questions to identify the other party's underlying interests
Generate options that meet interests on both sides
Respond to pressure tactics without conceding unnecessarily
Summarize agreed terms clearly before closing

Who Should Attend

Managers and program leads
Procurement and contract staff
Sales and business development professionals
Project managers working with vendors

Delivery and Customization

Examples, scenarios, and activities are adapted to your audience and goals. Delivery is available in person, virtually, or in a hybrid format, as a standalone session or as part of a series. Format and length are agreed during scoping.

Related Courses

Conflict Resolution · Communication & Interpersonal Skills
Contract Management · Operations & Project Management
Overcoming Sales Objections · Sales, Marketing & Business Development
Assertiveness and Self-Confidence · Communication & Interpersonal Skills

Bring Negotiation Skills to your team

Tell us about your audience and goals. We will follow up to scope objectives, format, and timing.

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