Negotiation Skills

Course Aims:

This course is designed to give delegates an overview of the essential skills required for effective collaborative negotiations.  Based around the Harvard approach to negotiations, this interactive workshop will include a series of practical exercises to bring the concepts to life. 

Course Objectives:

At the end of this course delegates will be able to:

  • Adopt appropriate negotiation styles
  • Display the behaviours of effective negotiators
  • Apply 4 key principles of collaborative negotiation
  • Identify various strategies for reaching agreement
  • Prepare effectively for negotiations
  • Negotiate effectively in a range of situations.


  • 1/2 day/In house or consultant facilitated virtual training session

Course Contents:

  • Introductions, housekeeping and session plan
  • Red- blue negotiation exercise
  • Shells’ Negotiation styles
  • When appropriate to use each
  • Behaviours of successful negotiators, including verbal and non-verbal communication
  • Based on the Harvard Approach to Negotiation:

    • Focus on interests not positions
    • Separate people from the problem
    • Decide based on objective criteria
    • Work together to develop creative solutions
  • POETS – Prepare, Open, Exchange, Trade,
  • Settle
  • Factors to consider
  • Negotiable factors
  • BATNA (Best Alternative To a Negotiated
  • Agreement)


  • Negotiation tactics – influencing the outcome
  • Closing the deal
  • Top tips 


  • Transferring learning back to the workplace


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