Introduction to Negotiation


Negotiation is a process, and this course explains when negotiation is appropriate, different types of negotiation, some common negotiation tools and tactics, and how to be successful.

Target Audience

This course is suitable for Development and Regeneration staff  within Registered Providers and others with responsibility for delivering projects, as negotiation is a key skill in many scenarios, whether purchasing land, seeking a planning permission, managing consultants or contractors or obtaining internal approval.

Entry or Pre-course Requirements

None, although it is helpful if delegates have a good understanding of professional project management tools and techniques, such as provided by Introductory Certificate in Project Management.

Recommended Reading


Related Courses

Introductory Certificate in Project Management

Course Plan

This course covers the following subject areas:

  • Welcome
  • The basics, icluding when to negotiate
  • The negotiation process.
  • The importance of preparation incl variables and BATNAs.
  • Choosing the right strategy.
  • Positional bargaining (distributive) & win/win (integrative) negotiation.
  • Managing the meetings.
  • Closing the deal.
  • Tips, tricks and tactics.
  • Finish


Intensive interactive classroom-based learning with exercises


Andrew Drury


½ day


CPD accreditation can be obtained for this course if required.


On completion of this course you will be provided with an HATC certificate.


To book a place on this course email us.