A business skill you shouldn't be without
  • Do you just agree to 'split the difference' when trying to agree a price with someone?
  • Do you make concessions too quickly and wish you hadn't?
  • Do you ever feel embarrassed about offering too little, or asking too much?
  • Do you ever feel 'railroaded' into accepting a proposition that isn't what you really want?

Some people are natural negotiators. Most of us aren't, and tend to fall back into traits learnt as far back as childhood. Whether in the hard-headed business environment of a multi-million pound deal or simply agreeing a fee with the plumber, we tend to be held back by the risk of embarrassment, the need to conform and the fear of failure... and the techniques to deal with these apparently different situations can be much the same!

Through the use of anecdote, example and interaction, the course leaders demonstrate the strategies and tactics that can help you in any negotiating situation. There is ample opportunity for 'role play' to try out these techniques and approaches in a safe, supportive environment. We can also discuss and help resolve any issues attendees may have relating to specific negotiation situations, such as a supplier agreement or contract renewal.

Who should attend? Anybody who needs to negotiate with:
  • Customers and suppliers
  • Staff and colleagues
  • Licensees and licensors
  • M&A targets

A typical workshop covers the following topics:

  • Life's A Negotiation - Why good negotiation skills are crucial to modern life
  • Money Isn't Everything - Price isn't the only thing open to discussion
  • Knowing Me, Knowing You - Keeping your friends close and your opponents closer
  • The Negotiator's Toolbox - Strategies for negotiation
  • ...But Which Spanner Fits? - Choosing the right tools for the situation
  • Ain't What You Say, It's The Way You Say It - Non-verbal communication in negotiation
  • Keeping Your Tools Sharp - You can negotiate any time, any place, anywhere

At the end of the session participants will:

  • Be better equipped to conduct more successful negotiations
  • Understand why negotiation is a core business skill
  • Recognise what can and can't be negotiated
  • Appreciate the concept of 'relative power'
  • Know how and when to use a variety of negotiating gambits

Participants receive:

  • A comprehensive workshop manual
  • Immediate post-event email and telephone support
  • An invitation to join the Management Advantage group on 'LinkedIn'

Duration: Full day
Workshop led by: Tony Newton and Siamak Bashi
Group size: Minimum 6 participants, maximum limited only by room size.
Guide price: £305 per participant for first 15 participants. £175 for each additional
participant up to 25.
£105 for each additional participant above 25. Travel, subsistence, travelling time and VAT are extra. The workshop is held at the client's premises or at a venue booked by the client.
Report back to client: Detailed quantitative and qualitative participant feedback in Excel format



Sign up for 'Contact!', our occasional newsletter delivered to your inbox. Useful info, easy unsubscribe any time, and no selling!

Tony led a great interactive session on Networking at one of Durham Business School's MBA Residential Seminars, which I had the pleasure of attending. He engaged all attendees in the discussion and opened up many pairs of eyes to new possibilities in relation to that subject matter, which definitely added value to my approach thereafter. I am certain that his networking session will be one of the richer memories that I will take away from my MBA course.

Andrew Thorpe, Durham Business School MBA