Best negotiation course I have attended. Sacha Cattelino | UTC Aerospace Systems | Advanced Negotiation Course

Advanced Negotiation

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A three day course

Intended for buyers, purchasing managers, procurement and supply chain specialists, who have some experience in negotiation and wish to develop their skills further using realistic rôle-play scenarios. Each rôle-play is recorded and the negotiation performance of participants is analysed to develop negotiation strengths, counter weaknesses and improve effectiveness.

The course is also suitable for personnel who are not part of the purchasing function but who are involved in negotiating terms and conditions for the procurement of materials, products and services. This course is an ideal follow-up for those who have attended our Introduction to Negotiation Skills course.


The training will develop the attendees’s negotiating abilities. Negotiating both as buyer and seller, attendees will leave the course with improved skills, greater confidence and a much fuller awareness of how to get the other party to respond positively. These skills can then be immediately applied in the workplace to produce better deals for the business.

Please see course content below or  click 'Download  Course Details' for a PDF of the course information.

Fee | £875.00 + VAT

Fee includes all tuition, comprehensive course notes and information hand-outs, morning and afternoon refreshments and lunch.

Dates | Three day course

Next course:

Tuesday 13th, Wednesday 14th and Thursday 15th November 2018


Doncaster Racecourse Exhibition and Conference Centre, Leger Way, Doncaster South Yorkshire DN2 6BB

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Course Content


PMS Preparation Worksheet / Treatment of Numerical Data / Strengths / Weaknesses / Variables / Objectives / Concessions / Strategy.

Negotiation Techniques

Location / Administration / Climate / Opening / Lateral or Vertical Negotiation? / Conditional Agreements / Targets / Response to Targets / Tactics / Positive Questions / Preserving Doubt / Exchanging Concessions / Linking / Sacrificial Linking / Silence / Nibbling / Biased Summary / Closing / Conditional Close / Team Negotiations.

Conditioning and Persuaders

Prior to Negotiation / Different Phases / Resisting Conditioning / Positive and Negative Persuaders / Logical Reasoning / Power and Coercion / Compromise / Bargaining / Emotion.


Social Style / Assertiveness / Responsiveness / Listening / Eye Contact / Analysing the Other Person’s Behavioural Aspects and Adopting an Appropriate Negotiation Style / Facial Expressions / Gestures / Barriers / Body Language.

Negotiating with Different Cultures

Background Factors / Conducting Business / North America / Western Europe / Eastern Europe / Asia.

Video Rôle-playing Exercises

The rôle-play exercises are based on three ‘real-life’ negotiation scenarios which are then used to analyse and improve individual performance. Please note only the course presenter is present when each rôle-play is recorded.

Due to the participative nature of the course the number of delegates is restricted to eight attendees.

We provide training to large, medium and small organisations in both the public and private sector.

  • BAE Systems
  • Everest
  • Eurotunnel
  • Nestle
  • Met Office
  • Mitsubishi
  • Quorn
  • Toyota
  • Unipart Rail
  • Virgin Trains