Corporate / Group Training

Constructive Negotiation – Building Agreements that Work - In House

Procept Associates Ltd., In Worldwide
1 day
Next course start
Start anytime See details
1 day
Next course start
Start anytime See details
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Course description

Constructive Negotiation Building Agreements that Work - In House

Whether you are negotiating with colleagues, managers, suppliers, customers, or strategic business partners, it’s critical to be able to understand and use a negotiation process that focuses on achieving outstanding business results.

This 1-day workshop uses the metaphor of designing and constructing a building to learn a positive, productive way of thinking about, planning for, and implementing negotiations. Rather than taking an adversarial or competitive approach to negotiation, this program approaches negotiation as a challenging opportunity to build an agreement that meets the needs of all parties. You will work on a real-world negotiation that you will be involved in after completing the program. Throughout this process, you gain the confidence and skills you need to conduct a successful and constructive negotiation.

Upcoming start dates

1 start date available

Start anytime

  • On-site
  • Worldwide

Who should attend?

This course is designed for individuals working in a project or team-based organization; individuals responsible for working with customers, suppliers, subcontractors, resellers, or service providers; individuals involved in continuous negotiation about priorities and resources.


This course has no prerequisite.

Training content

What is Negotiation?

  • Introduction to key definitions and concepts; identification of real negotiation opportunities for later practice; multi-party benchmark exercise.

Model Overview

  • Review of benchmark exercise according to key concepts; presentation of process model; review of pre-work.

Negotiation Practice: Managing the Process

  • Short exercises to develop awareness of how to manage the negotiating process.

Understanding Needs and Options

  • Presentation and exercises for eliciting needs and developing options to meet them.

Tactical Attitude & Tactical Choices

  • Presentation and exercise for selecting a tactical approach; application of concepts to a realistic negotiation situation; in-depth discussion and practice in making tactical decisions.

Negotiation Practice: Phases and Milestones

  • Experience in managing all phases and tasks involved in a negotiation

Planning and Implementing a Negotiation

  • Introduction to and implementation of a negotiation planning process; putting it all together in a realistic negotiation situation; debrief lessons learned.

Informal Negotiations

  • Applying knowledge to informal negotiation opportunities.

Dealing with Unconstructive Tactics

  • Practice in moving others toward a more constructive approach.

Real-Time Application

  • Creation of an application plan for an upcoming negotiation.

Certification / Credits

Credit: 7 PDUs

Learning Objectives

By the end of the workshop participants will be able to:

  • Analyze the process of a negotiation, know the milestones toward achieving agreement, and manage the process effectively
  • Identify important underlying needs for all parties and develop options for meeting them
  • Develop a plan for a negotiation
  • Choose appropriate behavioural tactics in any negotiation, formal or informal
  • Move others toward a more constructive approach while in an adversarial negotiation
  • Create strong, lasting, mutually beneficial agreements that meet the needs of all parties and build a negotiating relationship for the future

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Procept Associates Ltd.

Procept Associates Ltd.

Since 1963, Procept (and its subsidiaries) have trained over 1 million people from over 17,000 organizations. We focus on developing competencies in project management, change management, agile management, leadership, business analysis, IT and data management, as well as soft skill...

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