What You'll Achieve
Learning Objectives
By the end of this intensive workshop, you will be able to:
- Understand the core psychological principles and human needs that influence negotiation dynamics
- Build rapport and trust rapidly using specific tonality and mirroring techniques
- Deploy tactical empathy, labelling, and calibrated questions to uncover true motivations
- De-escalate and reframe difficult conversations, turning conflict into collaboration
- Apply structured bargaining models like the Ackerman system with confidence
- Create win-win outcomes through interest-based negotiation and creative problem-solving
Core Skills
What You'll Learn
This course teaches sophisticated communication and psychological skills that enable professionals to navigate complex, high-stakes interactions.
Tactical Empathy
Understand and articulate your counterpart's perspective to build trust and uncover hidden information.
Labelling & Emotional Regulation
Acknowledge and verbalise emotions to de-escalate tension and create psychological safety.
Strategic Questioning
Use calibrated 'what' and 'how' questions to shape conversations without triggering defensiveness.
Influence & Framing
Apply principles like loss aversion and normative leverage to ethically influence decision-making.
Behavioural Analysis
Read non-verbal cues in physiology, tone, and language for more accurate interpretation.
Win-Win Negotiation
Move beyond compromise to create additional value and build long-term relationships.
Course Format
In-House Corporate Workshop
Delivered at your premises, this workshop creates a confidential environment where content and exercises are tailored to the specific commercial realities and negotiation challenges faced by your team.
Full Day Programme
Course Agenda
An intensive day of structured learning, interactive exercises, role-playing, and practical application.
The Psychology of Negotiation
Introduction to core principles and moving beyond positional bargaining
Building Rapport & Tactical Empathy
Understanding human needs, tonality, and mirroring
Morning Coffee Break
Labelling & Calibrated Questions
Techniques for information gathering and de-escalation
The Power of "No" & Triggering "That's Right"
Creating safety and confirming understanding
Lunch Break
Bargaining Models & Value Creation
The Ackerman system and identifying non-monetary value
Practical Application
Role-playing realistic negotiation scenarios with feedback
Afternoon Coffee Break
Handling Difficult Tactics
Responding to anchors, managing pressure, and using leverage
Q&A and Action Planning
Consolidating learning and creating personal development plans
Who Should Attend
Is This Course For You?
This course is designed for any professional whose success depends on their ability to influence, persuade, and collaborate effectively.
CPD Accredited
7 Hours of Professional Development
This negotiation course is submitted for formal accreditation by the CPD Standards Office, meaning delegates can claim 7 hours of Continuing Professional Development upon completion.
- Recognised certification for your professional portfolio
- Demonstrate commitment to ongoing learning and development
- Meet mandatory CPD requirements for regulated professions
- High-quality, assessed training content you can trust
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