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Negotiation Skills course

Born out of Blueprint’s extensive experience of working with clients the commercial world, this programme studies the key components of planning for a negotiation, conducting a negotiation and finalising the deal with a ‘win-win’ outcome. 

A key point of difference that the Blueprint programme has over most other Negotiation skills courses offered by training consultants is that on the final day of the programme, once the skill set is established on day 1, we will introduce client specific real life negotiations into the role plays. At this point, we request delegates to bring a negotiation scenario to the table that they will be doing in their day job, in real life in the weeks following the course. The Blueprint Consultant will adopt the role of our client’s customer having researched this customer in detail, and we conduct the meeting in terms that are highly relevant and realistic to the delegates. We cannot stress enough how realistic these role plays are given our deep understanding of buying and procurement principles in a myriad of sectors and channels. This allows course participants not only to reinforce the skill set but also practice for and improve a real negotiation that is important to our client.

2 days duration

Maximum number of course participants: 8

Day 1

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  • Introductions and Expectations
  • The difference between ‘selling’ and ‘negotiation’
  • Influencing within the negotiation
  • Negotiation process overview
  • Negotiation tactics
  • Planning for an Negotiation
  • The Commercial Proposition
  • Power and Power Play
  • Shopping Lists
  • Currency Lists
  • Running a Team Negotiation
  • Team Negotiation Role Play
  • Critique of Role Play
  • Cost –Benefit Analysis
  • Planning your Tactics
  • Body language and voice tone
  • Prep for Individual Role Play

Day 2

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 Individual Role Play on a real life client specific negotiation scenario where the trainer plays the part of a real live supplier/ customer. (Trainer researches customer and reads brief days prior to doing the role play) 

Full critique of each role play is given with tips and ideas for further improvement given