skip to Main Content


1 Day Course

Course Objective:

You will perform the basic steps in a business negotiation.

Who is the course suitable for?

Business professionals who may or may not be in a supervisory position and want to learn negotiating skills. Upon successful completion of this course, students will be able to:

  • Prepare to negotiate in a business environment.
  • Initiate negotiations and follow through on their results.
  • Follow through on a completed business negotiation.
  • Negotiate in unique business circumstances.

Course Content

Preparing to Negotiate

  • Establish a Successful Mind set
  • Research the Other Party
  • Determine the Value of the Item Being Negotiated
  • Determine Where You’d Like Negotiations to Take Place
  • Establish Your Best- and Worst-Acceptable Outcomes
  • Research Your Best Alternative to a Negotiated Agreement (BATNA)

Initiating Negotiation: Establishing the Ground Rules

  • Establish Rapport and establish Your Status
  • Choose the Communication Method for Negotiation
  • Establish the Rules of Engagement and set a Timeline
  • Establish How Negotiation Results Will Be Communicated and Implemented


  • Encourage the Other Party to Issue the First Proposal
  • Make the first proposal
  • Counter the Offer or Proposal
  • Accept an Offer or Abort Negotiations
  • Work through an Impasse

Following Through

  • Evaluate the Success of the Negotiation
  • Follow Up on the Relationship

Negotiating in Special Circumstances

  • Cross-Cultural Negotiation
  • Cross-Generational Negotiation
  • Negotiation with Supervisors and Subordinates


A lunchtime session was held with Simon who presented a ‘bite sized’ overview of Marketing on a Shoestring. The session was well received by all of those who attended, and the feedback was very positive.  Comments ranging from ‘Engaging’, ‘Good Quality Content’ and ‘Very Good Introduction to Marketing’.  A session that I would recommend to others and I know Simon has received some enquiries as a direct result of this session.

Marie Banks

I took particular interest in one of Simons seminars ” Marketing on a Shoestring” and he presented this to 40 of our clients at our South Yorkshire Business Centre. The feedback was fantastic with all attendees taking away very useful hints and tips for their business. I would have no hesitation in recommending Simon Shepherd @Client Marketing to any SME looking for training on sales & marketing.

Kevin Elliot

We recently commissioned Client Marketing to undertake 2 days of Sales training with 3 members of the team and the results have been outstanding. On the afternoon of the training one of the sales team converted a warm prospect into a new client that purchased a £15K website. The feedback from the team has been excellent and the results speak for themselves and the sales team are upbeat and visibly more relaxed when reviewing new opportunities. I have no hesitation in recommending Simon and Client Marketing to any business looking to increase the success rate of their sales tea and develop a sales process that works.

Andrew Firth

Simon delivered a fabulously interactive and fun training session. The staff were over the moon and have been implementing all the things they learned. We are absolutely delighted and are keen to get some more training for our other departments.

Karen Want

Get in touch

Client Marketing

Client Marketing Ltd
Croft Way
Sherburn In Elmet
North Yorkshire

0113 208 9849