Fundamental Negotiation Skills - Module Four

Fundamental Negotiation Skills - Module Four

Negotiation can be a cooperative process whereby participants try to find a solution which meets the legitimate needs of both parties. However, negotiation often proves to be very challenging as under the guise of ‘compromise’, it motivates each party to stake out their most extreme position.

The successful negotiation or ‘win/win’ involves making ‘value for value’ concessions in conjunction with creative problem solving. It often identifies gain by looking ahead and in order to be truly successful, recognises the need for mutual sustainability. Most usually it involves forming or strengthening of a relationship and a higher degree of ‘trust’.

To be an accomplished negotiator is to be at the pinnacle of professional selling. Not only does it require proficient use of the specific skill sets but it also demands capable application of all the Attitude, Knowledge and Skills acquired to date (see Modules 1, 2 & 3). This course enables participants to examine their overall sales ability and once the ‘quality’ of the building blocks are defined, then the fundamental negotiation learning process begins.

Target Group
Designed for all sales staff or staff who are exposed to external as well as internal customers.

Module Four Divided into 3 sessions content includes:

  • Session 1: Introduction
  • Session 2: Fundamentals of negotiation in cooperative situations
  • Session 3: Fundamentals of negotiation in challenging situations Case studies

Ideally, participants will have been with their company for a minimum of 6 months and have participated in Oh Norman Modules One, Two and Three.

Training Outcomes
On completion of this course the participants can expect to:

  • Analyse strengths and areas of improvement for Modules 1, 2 & 3
  • Know the definition of Negotiation and when to enter the negotiation cycle
  • Understand the issues of the Preparation stage
  • Understand the importance of personal, business and combined needs
  • Use ‘Consequential Probes’ effectively
  • Use ‘Self focus Probes’ effectively
  • Learn to negotiate by bargaining
  • Use the ‘Propose phase’ when required
  • Use ‘fixed’ & ‘ variable’ bargaining issues in negotiations
  • Understand the skill of ‘trading concessions’ in the negotiation cycle
  • Use the two stages of gaining a commitment in the negotiation cycle
  • Recognise buying signals in the negotiation cycle
  • Understand when to use ‘Final offers’
  • Recognise ‘Distrust’ as the seventh possible customer attitude
  • Use communication skills to handle the six possible tactics in negotiation

To discuss this seminar in more detail over a coffee, please contact us on 01604 667068 or alternatively, e-mail .







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World Skills