Agree personal goals and the deal situations to practise.
Clarify approval limits and the cost of each concession.
Identify interests, alternatives, limits and approval needs.
Practical exercise: Attempt a commercial negotiation from a deliberately incomplete brief.
Take forward: A preparation sheet with priorities and boundaries.
Receive specific feedback and repeat a key part of the conversation.
12:30–1:30 p.m. · Lunch
Day 1 · Afternoon
1:30–5:00 p.m.
Explore and propose
Explore buyer priorities beyond the headline price.
Build packages covering scope, timing, support and commitment.
Ask about the other party’s priorities and construct workable options.
Practical exercise: Negotiate scope and timing before discussing a price concession.
Take forward: An options map linked to both parties’ interests.
Receive specific feedback and repeat a key part of the conversation.
Day 2 · Morning
9:00 a.m.–12:30 p.m.
Trade conditionally
Respond to discount pressure without making an immediate concession.
Link each concession to a specific reciprocal commitment.
Use conditional proposals, pause effectively and manage pressure.
Practical exercise: Practise concessions and package trades in rotating roles.
Take forward: A trade log with conditions, value and approval requirements.
Receive specific feedback and repeat a key part of the conversation.
12:30–1:30 p.m. · Lunch
Day 2 · Afternoon
1:30–5:00 p.m.
Close a clear agreement
Check scope, price, responsibilities and approval conditions.
Agree the next decision, owner and date.
Confirm commitments and distinguish agreed points from items needing approval.
Practical exercise: Repeat a multi-issue negotiation and write a precise outcome summary.
Take forward: An authorised-agreement record and practice goals.
Agree two improvements to apply at work and how progress will be reviewed.
Each morning and afternoon includes a short break. Practice groups and timings are agreed so everyone can practise, receive feedback and repeat a key section.
Tailored to your team
We agree the goals, learning outcomes, audience, real situations and activities before delivery. Both workshops combine skills development with rehearsal and feedback; experienced teams can spend more time practising real situations.
Useful preparation: A real cross-team request, stakeholder roles, resource constraints and decision authority. Commercial policies, approval limits, contract-stage responsibilities and representative deal issues.
Delivery options: two consecutive days, two spaced days or four half-days following the sessions above. Timings are agreed with you; spaced sessions allow workplace practice between meetings. These are private team workshops; public workshops retain their advertised duration.
