logo

Professional Negotiation Skills

Posted on October 12th, 2020

Professional Negotiation Skills

Negotiate with confidence, defend value, and achieve win-win outcomes.

Negotiation Skills Deliver Value

Professional negotiation skills are vital. No other form of training has such an immediately measurable impact on the bottom line. From simple price challenges to important commercial agreements, negotiation is a major factor in profitability.

This powerful one-day negotiation skills training is about commercial negotiating skills. The programme clearly defines the core of negotiation as ‘both move’. If we have to move towards the other party, we must insist they move towards us as well. Nothing, absolutely nothing, is given away free.

To see how this course links to the wider LDL approach to consultative selling, take a look at our Sales Training courses.

"Excellent. Fantastic enthusiasm and very well delivered. I enjoyed this course very much indeed." - CJ, Business Development Manager, Prosonix

Professional negotiation skills are vital. No other form of training has such an immediately measurable impact on the bottom line. From simple price challenges to important commercial agreements, negotiation is a major factor in profitability.

This powerful one-day negotiation skills training is about commercial negotiating skills. The programme clearly defines the core of negotiation as ‘both move’. If we have to move towards the other party, we must insist they move towards us as well. Nothing, absolutely nothing, is given away free.

What You’ll Learn

At the end of the programme participants will:

  • Have an in-depth understanding of the planning, and managing, of a sales negotiation.
  • Be able to build value as part of the negotiation.
  • Know how to defend position and price.
  • Have developed the skill of recognising and trading negotiable variables.

The skill areas covered and coached throughout the programme include:

  • The fundamentals of effective sales negotiation.
  • Negotiation styles.
  • Negotiation structure.
  • Gain/gain negotiation.
  • Aspiration levels, and the appreciation of the bottom line.
  • Building value in solutions – products/services, company and people.
  • Effective questioning, and active listening.
  • Defending position/price.
  • Negotiation tactics and countermeasures.
  • Recognising negotiable variables.
  • Raising, and lowering the value of variables.
  • Trading variables.
  • Negotiation language and body language.
  • Using a planning guide in negotiations.
Frequently Asked Questions
Everything you need to know about the Professional Negotiation Skills programme

Negotiation is the business discussion between a buyer and a seller aimed at reaching agreement on the details of a purchase – eg: price, scope, timeline. Described as – ‘what I offer you, balanced by what you offer me’.

Whilst it is designed for sales people, sales managers and key account executives, this programme is equally suitable for any executive involved with negotiating win-win outcomes.

You will gain skills to:

  • Prepare negotiation plans and strategy
  • Build value before talking price
  • Defend your margin and position
  • Recognise and control negotiable variables
  • Use effective questioning, listening and influence
  • Counter tactics and manage impasses
  • Structure win-win outcomes

We use the Skill+Will™ approach at LDL: the best negotiators don’t just know tactics – they also act with confidence and conviction. This programme strengthens both your negotiating capabilities and your mindset.

  • Open programme: virtual, one day (10.00–16.00), £695 + VAT, includes comprehensive digital workbook.
  • In-company: tailored negotiation sessions to suit your team or business challenges.

Yes. We can adapt scenarios, role-plays and case studies to your industry, negotiation context (e.g. procurement, service contracts) and real challenges you face. Find out more on our tailored solutions page.

Open programmes are capped at 6 participants to maximise interaction, practice and coaching.

Delivered by a senior LDL consultant experienced in high-stakes negotiations and commercial strategy.

Yes. Participants receive an LDL certificate on completion.

What Participants Say
“Excellent. Great tutor. Very simply taught. Interactive/practical. Applicable.”
- AK, Country Manager MEA, ILX Group
“We were giving away fees and much of our additional work on overruns before we applied these skills!”
– Senior Partner, Big 4 Accounting Firm
“Useful balance of theory and technique. Tips learnt that I’ll definitely use. Great enthusiasm!”
- JA, Partner, Sparkler
“Very practical, lots of examples and energy. It was a small group so very focused. Good pace and amount of detail. Excellent.”
- AJ, Applications Engineer, Instron
“Very interactive, good case studies, and able to detect my own weaknesses through role playing. Good course structure with emphasis on learning by doing: theory was delivered via working it out for yourself. The whole course has helped me to better understand the process of negotiation.”
- SH, Consultant, Polaris Consulting
“The course was well structured and Nick was a very friendly & knowledgeable presenter. There was a good mix of theory, practical exercises and group discussion. All of the course content was prepared in a manner that made the course interesting and enjoyable.”
- CH, Senior Commercial Officer, Martin Baker Aircraft
Want to tailor this programme?
IN-COMPANY ENQUIRY

£695.00

BOOKING FORM – OPEN COURSE
Professional Negotiation Skills

Live virtual training. How to use professional negotiating skills to make more profitable agreements. One-day programme.
£695 + VAT.

To tailor this programme : 020 7381 6233

Delegates
SKU: PNS Categories: ,
Skills blog
Your State ‘Switch’ – The Secret To Giving A Great Speech Or Presentation

You know those occasions when it really counts — the important speech, the big presentation, the high-stakes sales meeting, the leadership announcement. You want to be at your best when it counts, but how can you switch yourself on and access your ‘A’ game on demand?  What ensures you will perform at the upper range […]

READ MORE
Coaching and Feedback in 2025: Why, How, What — and What’s Next?

Imagine a football coach who speaks to their players only once a year, offering a few general comments about their performance, and then disappearing until the next season: “Good luck, lads!”. It’s unthinkable in sport. Yet that’s still how many workplaces handle feedback and development. In today’s fast-changing world of work, annual reviews and occasional […]

READ MORE
3 Keys to Virtual Selling Success

Selling has evolved. Virtual sales meetings, typically on Zoom or MS Teams, are now standard practice. Surveys confirm many buyers actually prefer it. Virtual selling is here to stay.

READ MORE