One Day - Instructor-led

This course teaches students the basics of negotiations. Students will learn how to identify objectives and variables, establish negotiation requirements, research the other party, determine concessions, formulate a plan for agreement, and determine the logistics of a negotiation. Course activities also cover the guidelines for conducting a successful negotiation and facilitating communication, questions a person should ask and appropriate responses, and situations that require a specific negotiation style. Students will also learn how to gain control in a negotiation, use various negotiation tactics, and deal with unethical negotiation tactics.


This course is designed for anyone who is looking to advance professionally in their field

Course Outline

Lesson 1: Establishing your terms of agreement

  • Process of identifying objectives
  • Process of establishing requirements

Lesson 2: Researching the other party

  • Gathering information about the other party
  • Estimating the other party’s requirements

Lesson 3: Preparing for an agreement

  • Determining concessions
  • Fundamentals of Logistics

Lesson 4: Conducting a negotiation

  • Understanding the negotiation process
  • Communicating during a negotiation
  • Challenging negotiation situations

Lesson 5: Advanced negotiating tactics

  • Control in negotiations
  • Negotiation tactics
  • Negotiation ethics