Negotiation behaviours

Appreciate the complex relationships involved when negotiating and the effective behaviours
needed to surface clients’ hidden interests and deliver true value.

Learning outcomes

  • Understand people’s motivations in negotiation
  • Manage expectations and realistic outcomes
  • Recognise and manage different personalities
  • Apply the most effective tools, skills and behaviours in a variety of scenarios
  • Deal with conflict constructively

Learning modules

  • Evaluating your approach to negotiation
  • Awareness of client
  • Negotiation tools
  • Awareness of your own style
  • Your best defence – status and enquiry strategy

Participant level: Manager and above

Duration: 3 days*

*Please note the duration of the programmes are given as a typical guideline, however all programmes are tailored to meet clients’ specific objectives.

Click through to complementary programmes

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• Expanding your client opportunity • Networking • Personal effectiveness
Partnering with procurement • Proposal writing • Responding to RFP/ITT