Negotiation is a daunting process and ensuring a successful outcome to a win-win negotiation takes knowledge, skills and experience.  

This program will furnish participants with an understanding of the theoretical constraints and accelerators within this process, as well as the acumen and confidence to deliver enhanced results.

Introduction to Negotiation Skills (Face-to-Face Workshop)

Course Modules

  1. Theory of Effective Negotiation
  2. Why Negotiations Go Wrong
  3. Understanding Negotiation Dynamics
  4. Understanding Your Negotiation Style
  5. Negotiating Across Cultures

This course is suitable for those people with little or no experience of negotiation.

It is also suitable for those people who have a moderate amount of experience, but are looking to refresh their skills and knowledge.

Course Objectives

By the end of this course you will be able to:

  • Identify the theories and stages of negotiation 
  • Recognize the importance of research and planning in the negotiation process
  • Develop strategies and tactics for key suppliers prior to negotiations
  • Identify the psychological traps and games played in negotiations 
  • Determine your own negotiating style and that of others
  • Recognize cultural differences and the possible impact they have on negotiations 
  • Evaluate your own negotiation performance and determine areas for improvement

Introduction to Negotiation Skills (Online)

Course Modules

  1. Introduction to negotiation
  2. Negotiation objectives
  3. Conflict in negotiation
  4. The six-step framework

The aim of this course is to enable you to plan, prepare and execute negotiations more effectively. It’s the only course written by buyers for buyers that focuses solely on retail negotiation skills. A perfect partner with The Journey from Cost to Profit. Includes *TKI® assessment.


*The Thomas-Kilmann conflict mode instrument is included in this course

550.00 per user licence

(plus GST for Australian residents only $605)

Course Objectives

By the end of this course you will be able to:

  • State the different key performance indicators (KPI’s) that are used to evaluate weekly trading performance
  • List and describe the different types of common trading reports and their uses
  • Propose a checklist of actions in response to best and worst line level performance
  • Relate department performance to department goals

This course was developed in the UK by First Friday and is licenced exclusively in Australasia by Numensa.

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