Axio Development

Business Negotiation Skills Course

Course Description

This business negotiation skills course sets out to support people in developing their ability to achieve greater success in the business-to-business sales environment.

Negotiation is an important part of competitive modern business life. Whether we admit it or not, our success depends very much upon how competent we are in getting what we want both in business and personal relationships. A successful negotiator knows his or her limitations as well as the needs and limitations of others, so that when he or she begins to negotiate they remain focused on the possibilities and the opportunities rather than on the impractical terms or impossible demands. 

This business negotiation skills course addresses the challenges of negotiating through the medium of skills, practice and presenting ourselves effectively. The outcomes of this programme include more confidence and the ability to plan, prepare and deliver negotiations according to some well-tried and tested principles.

By the end of this Business Negotiation training course, participants will be able to:

  • Understand the competencies needed to be an effective negotiator
  • Distinguish between competitive and collaborative negotiations
  • Apply effective questioning skills to lead negotiations
  • Know how to read the other parties position
  • Plan and structure effective negotiations
  • Use effective skills to persuade, influence and win in negotiations

Competencies of a successful negotiator

  • Skills of a negotiator
  • Competitive vs Collaborative Negotiations

Principles for effective negotiation

  • BATNA negotiations skills
  • Soft vs hard negotiations
  • Negotiating for win-win

Communication in negotiations

  • Effective questioning and listening
  • Behavioural styles
  • Interpreting body language
  • Defining your negotiation style
  • Adapting yourself to differing negotiation situations

Planning and Preparation

  • Outline for negotiations
  • Setting break even points
  • Defining their and your position
  • Presenting your proposal

Dealing with Price

  • Justifying your position
  • Dealing with supplier tactics
  • Dealing with counter offers
  • Agreeing the deal

Negotiation practice

  • Negotiations skills practice
  • Coaching and feedback
  • Applying the learning in the real world

This course is suitable for:

  • Primarily for sales people, but also for other negotiations, such as debt negotiation, contracts negotiating, buying negotiations, salary and employment contracts negotiations, and to an extent all other negotiating situations

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Questions about the Business Negotiation Skills Course

Business negotiations can be considered as being synonymous with settlement, agreement, collaboration and bargaining. It takes place almost in all spheres of life, such as business contracts (sales and purchasing), personal circumstances, legal procedures, government matters, etc. The parties involved aim at achieving a win-win position.

  • Always be truthful
  • Control the negotiation as much as possible
  • Anything can be negotiated
  • Be prepared to walk away
  • Listen more than talk
  • Know your limits
  • Hard or soft negotiation?
  • Agree the deal

The skills of business negotiation are straightforward to learn – there is no ‘rocket science’ involved. In order to become proficient, it will be necessary to practice and gain experience in negotiations, which will mean putting yourself in situations where you are responsible for negotiating outcomes. Throughout this course we will give you tips and pointers on how to do this and also offer you follow up coaching back in the real world.

By the end of this course, participants will have:

  • Have the knowledge and tools necessary to be able to conduct any negotiation as a competitive and/or collaborative negotiation
  • Understand how to make the most effective use of time available for negotiation preparation
  • Appreciate the benefits of a wide range of persuasion techniques which are effective in commercial negotiations
  • Learn what both buyers and sellers are looking for and how they judge you during negotiation
  • Become aware of the most commonly used tricks, traps and ploys used in negotiation and more importantly, how to deal with them
  • See for yourself the factors which make the difference between effective and average negotiators
  • Practice a variety of negotiations and techniques and had professional feedback on their effectiveness

If you are wanting and needing to be a better negotiator and deliver improved results in all situations then this course will be an extremely worthwhile investment of your time and effort.

This is a two day course.

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Questions About Business Negotiation Skills

Most frequent questions and answers

What is a definition of business negotiation?

Business negotiations can be considered as being synonymous with settlement, agreement, collaboration and bargaining.

It takes place almost in all spheres of life, such as business contracts (sales and purchasing), personal circumstances, legal procedures, government matters, etc.
The parties involved aim at achieving a win-win position.

What are the basic rules of business negotiations?

  • Always be truthful
  • Control the negotiation as much as possible
  • Anything can be negotiated
  • Be prepared to walk away
  • Listen more than talk
  • Know your limits
  • Hard or soft negotiation?
  • Agree the deal

Can business negotiation skills be learned quickly?

The skills of business negotiation are straightforward to learn – there is no ‘rocket science’ involved.

In order to become proficient, it will be necessary to practice and gain experience in negotiations, which will mean putting yourself in situations where you are responsible for negotiating outcomes.

Throughout this course we will give you tips and pointers on how to do this and also offer you follow up coaching back in the real world.

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