Management, strategy, project management, business, people skills, communication, public policy

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Introduction to Successful Negotiation 13th March 2019

  • Your trainer
  • Tony Cash

Zone 1

Aims & objectives

Aim & Objectives

The skills used by effective negotiators can empower anyone and everyone in a wide range of contexts ranging from dealing with challenging people, negotiating workloads and deadlines, influencing policy, and closing a sale. Negotiation skills are not just for specialist negotiators in formal negotiation scenarios. This one-day course will help you gain the self-awareness, confidence and skills to empower yourself and others through effective negotiation. You will be better able to achieve what you want without harming your relationships with others. The highly interactive day focuses on how to apply the key skills used by effective negotiators across all the situations you are likely to encounter in the workplace.

Benefits of attending the course

As a result of attending this event you will:

  • Understand the different power dynamics in negotiations.
  • Develop your questioning and listening skills.
  • Be more effective in meetings.
  • Know how to use different negotiation strategies, depending on context.
  • Appreciate the importance of an outcome that works for everyone.
  • Be more confident in negotiating and asking for what you want.

Course Overview

  • The Different Contexts of Negotiation.
  • The Soft Skills of Negotiation.
  • Steps in Negotiation.
  • Tips and Tools for Excellent Negotiators.
  • Scenario-Based Exercise to Practise Negotiation Skills.


Tony Cash

Training Consultant

Tony is an expert on management, policy, regulation and strategy issues and has used this expertise working as a training consultant since he left the UK Civil Service in 2010. His government leadership roles included Head of Strategy and Communications for the Joint Trade Policy Unit (a combined Department for International Development / Department for Business team) and Deputy Director of the internal training team at the Department for Business.

Since Tony became a freelance training consultant he has trained people in policy making best practice and better regulation across the UK and overseas (including Bermuda, British Virgin Islands, Dubai, Guernsey, Ireland, Kenya, Malta and South Africa). His in-depth training has enabled many organisations to improve their policies and strategies. Tony also facilitates training on leadership and management e.g. he delivers training on coaching skills for managers in the UK and has provided it for people in Dubai. Other subjects that Tony covers include confidence and impact, economics, feedback skills, handling difficult people, speechwriting, strategic management, time management and unlocking potential. Tony has a Masters degree in organisation development and holds qualifications in coaching (Certificate in Executive Coaching), training (CIPD Certificate in Training Practice), project management (PRINCE 2 Foundation and Practitioner) and Neuro-Linguistic Programming.


09.00 Registration

09.30 Introductions and Outline of Day

09.45 The Different Contexts of Negotiation

  • We are negotiating more often than we realise
  • Formal negotiations vs using negotiation skills more generally
  • Negotiation in group meetings compare to one-on-one negotiation
  • The three types of power in negotiation
  • Different possible outcomes
  • Negotiation is not just compromise

10.45 Coffee Break

11.00 The Soft Skills of Negotiation

  • Rapport and listening
  • Confidence, influence and persuasion
  • Charisma
  • Using questions with skill
  • Feedback skills
  • The language of successful negotiation
  • Being clear vs being vague

12.00 Steps in Negotiation

  • Different models of negotiation
  • Preparation, planning and “what ifs”
  • The key steps in any negotiation
  • When to walk away from negotiation?

13.00 Lunch

13.45 Tips and Tools for Excellent Negotiators

  • What people say they want, and what they really want – compared
  • Insights on handling objections
  • Dealing in “packages”
  • The “conditional close”
  • Mistakes to avoid
  • Effective summarising

14.45 Coffee Break

15.00 Main Exercise

  • Scenario based exercise to practise negotiation skills

16.30 Final Questions

16.45 Close of Day


Zone 1

Central London