Negotiation Skills Training Course

This one day negotiation skills training course is ideally suited to anyone looking to improve their negotiation skills? Our course has the added benefit that it also teaches basic purchasing technique. A unique two for one package.

What you will learn

At the conclusion of the negotiation skills training course each delegate will be able to appreciate:-
  • The main elements of the negotiation process
  • The best way to prepare for a negotiation
  • How to select the most appropriate strategy
  • Where to focus your negotiation efforts
  • How a weak position can be overcome with clever tactics

Course Content

The training course covers the following topics:-
  • The four stages of a negotiation
  • Critical factors in a negotiation
  • Negotiation strategy (Integrative or Distributive)
  • Negotiation tactics
    • Vertical or lateral
    • Group vs.Individual
    • Silence
    • Body Language
    • Open & closed questions
    • Concessions & linking
    • Sacrificial lambs & red herrings
    • Time management & Boredom
    • Assumptive & Alternative
  • Procurement Strategy – how it affects negotiation strategy
  • The Competitive Tendering Process
Role plays are used to practice negotiation skills and tactics taught in the first part of the course. Typically they will involve exercises to negotiate:-
  • the unit cost of a high value component,
  • the purchase of a piece of capital equipment
  • the setting up of a service contract

Courses are limited to a maximum of twelve delegates. Cost: £295 plus vat per delegate. Course costs cover the training session, a comprehensive set of course notes, lunch and refreshments.

This is a non-residential training course. This course can be delivered in-house if required. For further information contact Aster Training on 01296 720281 for a Free Consultation to discuss your training requirements.

Our Reviews

Excellent Prompts

Review by Ros Wilson, C & E Manager

"Very informative - excellent prompts how to structure negotiation planning."

View All

Customer Reviews

Items 1 to 10 of 10 total

Excellent Prompts

Review by Ros Wilson, C & E Manager

"Very informative - excellent prompts how to structure negotiation planning."

Non Negotiable!

Review by Natalie Cooper. Kingfield Heath

"Very good, very thorough..... non negotiable!"

Easy to digest

Review by Blake Green, Powerbronze

"In depth, but taught in a style that was easy to understand."

I would recommend this course

Review by Martin Zacchi, Buyer

"Really good presentation style. I took a lot from this course and would recommend it to my colleagues."


Review by Purchasing, ESRI

"Negotiation skills that can be used in many areas of life, not just work."

I learned a lot

Review by Bujar Ansani, Sourcing Manager, NEFAB, France

"It was interesting and even though I had seen some of the material before, I learned a lot. The way the material was presented was very good. The trainer was good at presenting and it made interesting listening to."


Review by Yunhui Wu, Strategic Sourcing Manager, NEFAB, China

"Good negotiation skills and important knowledge."


Review by Juan Pedro Sanchez Gonzalez, NEFAB, Spain

"Dynamite and Intuitive."

Easy to stay focussed

Review by Henrik Anden, Supply Chain Manager, NEFAB, Sweden

"Thanks to Mark's and Paul's enthusiasm and experience I stayed alert and focussed during the entire training session."

Learned some interesting things

Review by Pieter De Mettelinge, Buyer, NEFAB, Belgium

"I really enjoyed the session and learned some interesting things about myself which might be useful in the future."