Practical training
in negotiation.

Negotiate differently

This workshop helps participants move beyond discussing another discount and guide negotiations deliberately. They prepare goals, limits, alternatives and issues to include in an agreement. They examine both parties' interests and their own bargaining power. They practise taking the initiative by opening the conversation, asking about priorities and constraints, and making proposals that broaden the scope for agreement.

We work on arguments, packages and trading concessions. Participants recognise negotiation tactics and games and assess when to change their approach. We apply Always Be Closing through summarising agreement, checking the other party's readiness and closing individual issues. We use participants' contracts and the terms they need to agree at work.

Purchasing negotiations

This workshop helps buyers prepare supplier negotiations, from assessing purchasing needs and alternatives to defining priorities, limits and possible agreements. We work on price, quality, deadlines, payment and delivery risk. Participants prepare questions to test the reasons behind terms, supplier constraints and the scope for changing a proposal.

We practise making proposals, explaining expectations and trading concessions. We recognise supplier tactics and resist manipulation and apparently inflexible deadlines. Participants work on deadlock, team negotiations and closing. They check the completeness of agreements, responsibility for delivery and responses to new demands after terms have been settled.

Tactics and games in negotiations under pressure

A stronger counterpart, an ultimatum, changed terms or a demand for one final concession can unsettle even an experienced negotiator. We analyse how these situations work and prepare responses to manipulation. Participants practise checking questions, naming tactics, delaying a response and returning to interests and terms.

We work on emotions, sources of pressure, renegotiation and breaking deadlock. Negotiating teams agree on roles, authority and how to coordinate their position. Always Be Closing helps check what has actually been agreed and what still prevents a decision. Participants prepare alternative responses to difficult situations from their practice and define the conditions for ending talks on acceptable terms.