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Mastering Tough Negotiations

You have already attended negotiation training or learned to negotiate through ‘live’ practice, learning on the job from your own experience, both positively and through failures. Negotiations you currently lead may not be the classic “win-win” principled negotiation, and you need a much broader and more appropriate tools and techniques to manage the risks of breakdown, stalemate, withdrawal and more. This course targets internal and external negotiations in which stakes are very high, opponents play from a position of power or deception, or where you feel inferior and/or insecure. You will learn how to frame the critical dimensions of the negotiation process, how to select a strategy and associated tactics, how to style your approach and conduct such negotiations in a profitable and rewarding manner for you.

Turning 'Theory' into 'Practice'?

This intensive course focuses on the fundamentals of negotiation success, the pre- in- negotiation and post- agreement stages that are critical to positive, sustainable outcomes. It looks at types of negotiation, associated strategies, tactics, techniques and key skills for successful negotiation in challenging and multi- stakeholder situations. Theory is supported and enhanced by suitable presentations, group dialogue and problem-solving challenges, vignettes, case studies, and role plays. The practical exercises ensure that participants can effectively transfer theory into real negotiation skills ‘by doing’ in order to achieve increased personal awareness, understanding, self-management towards the understanding of other parties, their interests and requirements, thus, consistently achieving effective results.

Who should attend?

This programme is designed for people who encounter difficult negotiations at work, both formal and informal, and who wish to address them effectively by using the best systems, techniques and tools available.

Key areas to be covered in the programme and documentation

Essential Exploration
• Self-discovery and -assessment
• Communication issues
• What do we mean by negotiation?
• Types and approaches to negotiation
• How negotiations work
• Mental programming at 3 levels
• Patterns, attitudes and behaviours
Practical Activities: A series of group exercises

Dimensions of the Negotiation Process
• Set up – pre-negotiation planning & due diligence
• 6 critical points to consider
• Tactics and tools
• Deal design and post bargaining table procedures
• A look at the stats
Practical Exercise: Vignette challenges; a model to consider; examples illustrating preparation

Strategies, Tactics, and Skills for Tough Negotiations outside the Win-win Model
• The power of persuasion
• Influencing capacity
• Irritators
• Dealing with attacks and difficult people
• Communication failures
• Deal option considerations
• ZOPA issues – zone of possible agreement
• The BATNA essential
Practical exercise: Selecting your strategy in power negotiations; influencing and rapport audits

Tough Negotiation Examples
• Looking at a series of high profile negotiations
• Expressing personal learning from these
• Learning from police and hostage negotiators
• De-escalation, demolition, adjournment
• Relating these real-life examples to participant challenges
• How behaviours can score a home goal
• What about lack of cultural knowledge
Case study: Learning from the best; applying learning to personal capacities

Individual and Team Issues
• Selecting your strategy
• Applying your skills with a single opponent
• Forming a collaborative approach
• Distributing suitable roles for team members
• Caution: can we develop a single message?
Practical Exercise: A multi round challenge

Putting it all Together
• Team formation
• Negotiation challenge using the programme’ s suggested process
• Strategy and tactic design
• Execution
• Review and learning capture
Simulation: Testing your skills

Personal Action Planning
• Test your own practical negotiation skills
• Share collaborative group feedback
Practical take away: Developing a personal plan for continuous learning and improvement

Benefits to you

• Mastering the psychological and strategic mechanics of confidence and associated power in negotiation situations
• Developing a deep understanding of the negotiation process and the necessity of structuring a step-by-step approach to achieve success
• Achieving a state of mind managed through heightened self-awareness, self-knowledge, increased empathy and inquiry that supports high levels of reality-testing capabilities that enable successful outcomes in negotiations
• Increasing capacity to overcome barriers, identify options and zones of possibility and thus lead successful negotiations in complex multiplex situations
• Examining current personal skills and capabilities as a basis for a focused learning strategy to up effectiveness through an enhanced toolbox
• Developing a line of sight beyond the bargaining table to ensure such issues as culture, context and interpersonal complexities are not overlooked and cannot scuttle success

Companies already benefiting include:

Duration of Course

2 Day Course

Course details

29-30 April 2019, London, UK, PT4010

Other relevant courses include:
  Improve the bottom line through Influential and Inspirational Leadership
  The Dynamic Presenter - Advanced Presentation Skills
  Strategic Thinking and Decision Making


Looking to train larger teams in this subject?

dzingim@marcusevansuk.comTailored in-house/in-company training courses and bespoke strategy workshops designed and delivered on-site throughout Europe according to your specific requirements.

All management, personal development and project management public courses featured in our Course Directory are also delivered on an In-Company basis.

Click Here for information on how this course can be delivered for you as an In-Company Training Solution


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"This course will allow my company to develop its existing strategies to a much greater and hopefully profitable level."

Managing Director, Tarmac