Every negotiation has a structure — whether or not the parties recognise it. Understanding that structure: the preparation required, the positions and interests at stake, and the dynamics of making and responding to proposals, is what separates skilled from instinctive negotiators. This two-day course builds a practical framework for preparing, conducting and closing negotiations in commercial, management and partnership contexts.
Foundations of negotiation strategy and preparation, communication and persuasion at the table, managing conflict and resistance, closing techniques and securing agreement.
Every session runs in a small, boardroom-format group — typically six to eight senior professionals. Your trainer tailors content to the specific industries, organisations and challenges each participant brings, so you work on real situations, not generic examples. The learning combines evidence-based best practice briefings with structured discussions, practical workshops and peer learning. This is training with a coaching and consulting flavour — focused on building skills and producing outputs you can apply in your work immediately.
- Prepare a structured negotiation strategy with clear positions, interests and limits
- Open negotiations effectively and manage pace and framing
- Communicate persuasively and manage concessions with discipline
- Identify and counter common negotiation tactics and pressure techniques
- Handle conflict, objections and breakdowns without conceding position
- Build long-term relationships through professional negotiation conduct
- Reach agreements that address underlying interests, not just stated positions
- Close negotiations with clarity and clear documentation of terms
- Understanding negotiation dynamics
- Identifying common negotiation pitfalls
- Preparing a negotiation strategy
- Entry and exit positions
- Issues and negotiating positions
- Crafting compelling messages
- Overcoming communication barriers
- Negotiation technique toolbox
- Simulating power dynamics
- Iterative negotiation techniques
- Identifying sources of conflict
- Applying collaborative problem-solving
- Maintaining composure under pressure
- Managing emotions during negotiations
- Utilising mediation techniques
- Negotiating favourable terms
- Handling objections constructively
- Protecting long-term relationships through the negotiation process
- Applying creative problem-solving to stuck negotiations
- Applying compromise strategically
Professionals who negotiate as part of their role: in procurement, business development, sales, legal, HR or senior management. Valuable for anyone who wants to move from instinctive to strategic negotiation — including those who negotiate infrequently but must do so effectively when they do.
The following are some of the ISOC trainers who regularly lead this course, depending whether you join us in London, Dubai or live online.
The two days build progressively, with each module combining briefing, discussion and practical exercises. The small-group format ensures every participant gets individual attention.
Nothing specific is required. If you have a current project or challenge relevant to the course topic, bring it along — the practical exercises can incorporate real-world contexts.
Yes. Both days include structured role-play exercises in which participants negotiate across different scenarios — from commercial deals to internal resource negotiations. Each simulation is debriefed in detail.
Yes. The course begins with fundamentals and builds progressively. Participants with experience focus on refining strategy and avoiding ingrained habits; those newer to negotiation gain a complete framework from first principles.