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The Art of Negotiation

Negotiate conflicting interests with confidence and ease to reach a win:win outcome

Sales and Business Development
Case Studies

The Capability Gap

Team members can find themselves in one form of negotiation or another in countless situations throughout their careers – and organisations rely on their employees being able to successfully negotiate for win-win outcomes in both their internal and external conversations.

When confronted with perceived “difficult” negotiators, individuals can often lack the capabilities needed to move towards these types of conversations. They can end up being avoided entirely, or creating stress, friction and poor outcomes – both from a relationship or commercial point of view.

Without upskilling, the cost of trying to undo these poor outcomes will be heavy – with the impact of lose-lose being felt organisationally wide.

Learning Outcomes

  • Appreciate the importance of placing energy within your locus of control

  • Develop the tools to manage your emotions

  • Become consciously aware of your negotiation strategy options

  • Understand how to be assertive when driving towards the win-win outcome

  • Learn how to use your breathing and posture to retain control of the conversation

Workshop Format

Delivery tailored to participant level

Delivery tailored to participant level

Length of session

90 mins – 3.5 hours

In person or virtual

In person or virtual

Number of participants

24 participants

Indicative Workshop Content

Assertiveness Triangle

Negotiation Strategies

HEAT Model:
Managing Your Emotion

LTBS – Listening to the end of the full stop

Internal and External Locus – Taking back control

Unforgettable Learning Experiences

Breathing and Posture

Laying the foundation for control
Being consciously in control of our posture and breathing is essential if we’re to fully engage with the communication we’re involved with.

Through a series of practical exercises, inspired by the foundational principles of drama training, participants learn how to make specific choices when it comes to posture and breath – directly experiencing the positive impact on their verbal and non-verbal communication, as well as their mindset and attitude.


Go to a new level of questioning
Participants share a real life example of the type of challenge being considered in the programme.

Their peers suggest a series of questions, related to thinking, doing, feeling and capability – giving the learner a rich set of questions to provoke their own thinking, as well as a library of questions to take back to their related workplace conversation.

This peer to peer experience has multiple learning applications, as both deep questioning and listening skills are developed.

Positions, Interest, Needs

Understand the heart of the matter
Participants are allocated two roles – that of a parent and that of a teenager – and they then try to conduct a classic negotiation between the two.

Through facilitated reflection they experience how initially their attentions are focussed almost exclusively on their respective positions – and that only with positive intention, careful questioning and global listening can they find the mutual common ground of their underlying needs.

A high energy, playful experience, with serious and purposeful learning.