Essential Negotiation Skills Training

Negotiations play a critical part in both the profitability and effectiveness of an organisation. Regularly doing it badly can have a substantial compound effect on business. Essential Negotiation Skills give you and your team the tools and skills to conclude the best possible outcomes and boost business.

Ready to improve your corporate negotiation performance?

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Essential training for: purchasing and sales teams who regularly negotiate on up to six issues (either external or internal), where negotiations are often similar from one to the next, and you have the mandate to agree terms.

Essential Negotiation Skills will provide your people with tools and skills to avoid concessions, reach better deals, improve margins, sustain good relationships with customers and/or suppliers, and approach all the negotiations they typically face with sharper negotiation skills and renewed confidence.

In our Essential Negotiation Skills programme, we use Verbal Behaviour Analysis or VBA for short.  VBA is the means by which we analyse and measure verbal communication – the things that people say to each other in a given situation. It is the basis for all our methodologies and for providing reliable feedback as the basis for viable skill development.

We have used VBA to identify what successful seller and negotiators do, and have created best practice skills models so that everyone can emulate the skills that lead to success.  We also implement VBA within each learning session to analyse the current skill levels of participants and identify areas that can be practiced during our programmes.

Huthwaite also offer advanced training in  Complex Negotiation Skills for the more complex scenarios.

By the end of this Huthwaite Essential  Negotiation skills programme, participants will:

  • Understand the VBA model and the DNA of a world class negotiation
  • Understand the relationship between selling and negotiating and the overlaps
  • Know how to prepare and plan in a structured way, using the VBA Success Model
  • Know how to develop strategies and tactics to take the negotiation to the desired outcome
  • Understand where power comes from in negotiations and learn how to bargain
  • Be able to maintain a positive climate
  • Be able to calculate the other party’s position and deal effectively with negative tactics
  • Compare their own behaviours with those of the researched Success Model and adopt them successfully
  • Create an Action Plan for continued development of the skills learnt.

The Essential Negotiation Skills programme is a two-day classroom based programme which is preceded by approximately two hours of e-learning.

In the classroom, delegates do short exercises to practise the behaviours which are key to effective negotiation and get short inputs from the trainer on key negotiation topics.

Delegates also prepare, plan, conduct and evaluate small group negotiations, during which they observe, analyse and give feedback on each other’s negotiating behaviours, using the VBA Success Model.

The two-day negotiating skills programme is staffed by one Huthwaite trainer for up to twelve delegates.

We can align the event to your own real world and therefore maximise the return on investment. These include:

  • Focus on buy-side, sell-side or mixed
  • Conduct a pre-programme consultation to assess gaps in processes, skills and confidence levels using the Huthwaite Negotiation Quick Test
  • Customise the negotiation simulations
  • Coaching to help embed the training
  • Real deal workshops using a Huthwaite coach.

Improving Corporate Negotiations Download Improving Corporate Negotiations - DOWNLOAD

Download our Improving Corporate Negotiations guide to learn how the world’s largest organisations negotiate, including the ten critical areas companies said most influenced their negotiation performance.

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