professional development courses

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Negotiating to Achieve Win-Win Results

You may have already received some informal negotiation training or learnt from experiences, both good and bad, but to consistently achieve win-win results for you and all stakeholders you need to gain a true understanding of the principles of best practice win-win negotiation skills. Increasingly you will require the skills and the flexibility to apply appropriate negotiation skills and strategy to both diplomatic internal negotiations and to external negotiations with customers, suppliers, lawyers, press, unions and more

Turning 'Theory' into 'Practice'?

This intensive course will address the strategies, techniques, philosophies and skills required for successful win-win negotiation backed up by industry case studies, role-plays and presentations. The practical exercises will ensure that each delegate will translate the theory of negotiation into applicable negotiation skills and return to work ready to negotiate and gain consistent win-win results

Who should attend?

Individuals involved with formal and informal negotiations who seek the application of best practice frameworks, tools and techniques to achieve more consistent win-win results

Key areas to be covered in the programme and documentation

  The Negotiation Process
• Key principles and stages of negotiation
• Common negotiating mistakes
• The importance of planning and preparation
• Identifying strengths and weaknesses
• Developing your bargaining power
• Closing negotiations

Influencing Skills
• Uncovering hidden agendas
• Managing difficult people
• Understanding human behaviour
• Using powers of persuasion and influence
• Handling objections, challenges and conflict
• Framing your proposal
• Expressing ideas directly and effectively

Strategy and Tactics for Win-Win Negotiation
• Defining strategy
• Applying the tactics to achieve your strategy
• Creating a win-win environment
• Setting your minimum and maximum objectives on issues
• Defining your bottom line – identifying and costing your concessions
• How the balance of power influences choice of strategy

Practical Negotiating
• Plan, prepare and conduct practical negotiations
• Build personal confidence through participation
• Characteristics of top negotiators
• Recognising and handling different styles of negotiations
• Cross cultural negotiations
• Using the correct channels of communication for negotiation
• The right and wrong questions to ask

Maintaining the Momentum in Negotiations
• Keeping negotiations going using counter proposals
• Developing options for mutual gain
• Interpreting and capitalising upon negotiating concessions

Team Negotiations
• Defining the difference between one-to-one and team negotiations
• The different roles for team members in the negotiation process

Non-Verbal Communications
• Sending and receiving the right signals
• An introduction to the use of NLP in negotiating
• Projecting a positive attitude via language and behaviour

Personal Action Planning
• Reviewing your own practical negotiation skills
• Obtaining feedback
• Developing a personal strategy for continuous improvement

Benefits to you

• Understanding the key principles and stages of the negotiation process
• Benefiting from tested negotiation theories, techniques, skills and philosophies
• Increasing your knowledge and confidence to conduct successful negotiations
• Improving your negotiation skills through a practical participating programme
• Handling the challenges, objections and conflict of negotiation • Reviewing your own skills and developing a personal development strategy
• Leaving the course with an accompanying negotiation skills text book and support materials for continued learning and development

Companies already benefiting include:

Duration of Course

2 days Day Course

Course details

Please contact our office at +44 203 002 3057 for any additional information about the course

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.

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Further information

UK Enquiries: +44 (0) 203 002 3057

Non-UK Enquiries: +420 (0)2 5570 7246

North American Enquiries: +1 312 540 3000 X6714 or - Marketing Manager EMEA - Professional Training

UK Enquiries: +44 (0)20 7647 2383 :
European Enquiries: +420 (0)2 5570 7246 :


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

Managing Director, Tarmac