2 Part Course  | 
Book places now

Negotiation Skills Masterclass

2 Part Course  |  Learn and develop, both, confidence and self-belief in your inherent negotiation skills

Group of colleagues collaborating on a project and sharing their thoughts and ideas on it

A one-day course presented over two-half days in a virtual class from 9:30am to 1:00pm UK time

Part One

Introduction to Negotiation Skills Masterclass

  • What are your strengths and weaknesses when it comes to negotiation?
  • What do we mean by negotiation?
  • How does it differ from persuasion?
  • The Process of Negotiation
  • The “soft” parts of the negotiation
  • The importance of behavioural elements
  • The importance of psychological elements
  • Setting realistic and achievable objectives in the negotiation
  • The minimum communication skills needed for effective negotiation
  • Assessing information in real-time
  • Establishing rapport and setting parameters
  • Is a Win-Win situation a realistic goal?
  • Ice-Breaker: Two to Four participants - A mega-famous but aging footballer is looking for his last big contract with the club he has served throughout his career. He knows, as does the club, that personal problems and some lack of consistency are an issue, but the club still makes a fortune from shirt sales and other image rights. With either the player and his agent or the club officials authorised to negotiate, can an acceptable deal be reached?

The “Interests”

  • What does this mean?
  • What is the significance of interests?
  • Understanding the difference between positions and interests
  • Identifying and prioritising your interests
  • Identifying and understanding the clients/counterparties’ interests
  • Common mistakes when handling interests
  • When is hard bargain negotiating a good idea?
  • The critical elements of an effective negotiation
  • Exercise: Two to Four participants. “Closure” - a deal will not close and expire soon and you have been sent to see the clients by the CEO to establish why there are delays. Can you get the deal completed by the expiration date? 

The “Options”

  • What do we mean by this term?
  • Planning and preparing for options
  • Having a clear idea of deal breakers
  • Generating and evaluating possible options
  • Identifying your ideal outcome
  • Identifying your minimum acceptable outcome
  • Common errors when generating options
  • Exercise: Two to Four participants. “The Downsize”, as main board directors, try to persuade two junior but respected department heads to lose some of their people as part of a cost-cutting exercise. Will you achieve your goal, or will your colleagues get their way instead?

Part Two

Understanding Negotiation Outcomes

  • The importance of setting an option matrix
  • Evaluate the options
  • Being realistic about where you think it will end
  • Is there a “win” or would a near-win compromise be better?
  • Setting clear objectives during the negotiation
  • Being prepared to lose when it makes commercial sense
  • When to say no and be prepared to walk away
  • Exercise: Two to Four participants – A client calls as a business owner, to share with you that they are reluctant to sign off on a deal you have brokered and for which approval will soon expire. The reasons may not be as straightforward as they seem. Can you put their minds at rest, or not?

The Negotiation Process: Soft Skills

  • What are soft skills and why do they matter?
  • Making proposals and giving and receiving concessions
  • Breaking Deadlock by avoiding the T junction in the first place
  • Agreeing on a remedy
  • Understanding the negotiator’s role
  • Keeping it professional – never personal
  • The key stages of the process
  • Giving information to help the flow
  • Reading signals or having a member of your team for this role
  • Using the initial plan as a guideline – but not too rigidly.
  • Avoid too many assumptions until they are tested
  • Expect the unexpected occasionally
  • Managing the meeting/discussion process
  • Probing in order to develop an understanding
  • Reaching agreement – even if it’s only a baby step
  • Exercise: Two to Four participants. “Master of the Universe”, you are summoned to a meeting with the CEO and deputy. You are certain this is a long-overdue promotion. Be prepared to negotiate the best possible terms.

Negotiation Challenges

Negotiation skills training covers the psychological elements to be taken into consideration:

  • Dealing with different types of people
  • Key personality traits – most of us are a mix
  • Behavioural approaches & body language
  • The professional aggressor
  • Deadlocks, Standstills & Concessions
  • Tricks, Traps & Tactics – but be careful, use these sparingly and avoid if they fail
  • When & Where to Negotiate – Electronic Media and telephone are not ideal
  • Exercise: Two to Four participants - “The Presentation”. You are asked to present a detailed synopsis of your product/service to clients, Will you be able to give them enough detail?

Course Conclusion

To conclude this masterclass on negotiation we will end with:

  • Summary
  • Debrief

The negotiation skills masterclass trainer at Redcliffe has experienced a highly successful, long and varied “fast track” career with Lloyds Bank. This led the trainer to a highly senior management position within Lloyds private banking & wealth management division at an early age. Later head hunted to join a merchant bank at the main board director level, this trainer was responsible for heading the risk management function. 

Across his career, this trainer has designed, created and delivered soft skills training to colleagues at all levels of seniority. With over 40 years of experience dedicated to the UK banking and financial services sectors this trainer is ready and waiting to impart a wealth of knowledge throughout this interactive, online, negotiation skills course

Currently an external Master Trainer at both HSBC and Bank of China, this trainer has delivered soft skills programmes across a wide range of topics. At HSBC, he helped screen and assess both prospective and existing trainers for soft skills capabilities ahead of programme delivery. At the Bank of China, this trainer designed and successfully delivered a comprehensive presentation skills programme. Alongside Redcliffe’s negotiation skills training course, this specific trainer has created, developed and delivered soft skills training to small firms and partnerships all the way up to global giants. As an accomplished global trainer, he has delivered extensive programmes in the UK, USA, South America, Europe, Africa, Asia and the Middle East.

Negotiation skills training requires a 'hands on', highly adaptive & sought-after facilitator who consistently receives excellent feedback. Redcliffe's course provides this with a highly competent individual, comfortable training all seniority levels. This trainer's expertise includes (but is not limited to) Soft Skills, Risk Management, Trade Finance, Regulatory Compliance, FCC & AML and all aspects of Corporate, Private & Retail Banking.

This trainer also teaches Presentation Skills Courses for Finance and other Professionals and Business Development and Marketing Skills For Financial Services Professionals.

Redcliffe’s negotiation skills training course covers the following: 

  • Learn the objectives of negotiation skills and understand we all negotiate competently; the challenge we face is to develop both self-confidence and self-belief.
  • Learn some “tricks of the trade” and how to avoid using a “caveman brain” instead of a “logical brain” by knowing where the “hot buttons” are.
  • Understand what negotiation means in business and/or commercial contexts and how existing skills needed for negotiation can be either honed or improved.
  • Learn how to hone/improve/acquire better negotiation skills through practice and technique and by watching more experienced colleagues in action.
  • Recognise that for important negotiations, there is no substitute for detailed planning and thorough preparation.
  • Understand some of the science and why it matters; “interests” and their impact on the outcome, options, BATNA and WATNA in negotiation, giving and receiving concessions, win-win and other similar elements.
  • Learn how to construct and deliver proposals confidently.
  • Determine how best to deal with challenging negotiations and to recognise that for some this is merely a high-stakes “game”.
  • Master the psychological elements of negotiations with negotiation methods.
  • Learn the power of an effectively communicated “No” and when to stand your ground generally.
  • Learn when it’s time to walk away but with dignity and keep relations cordial.
  • Understand and learn negotiation skills whilst accepting that you can’t “win them all”. Deal with “defeat” gracefully and preserve relationships where possible.

  • At Redcliffe we have successfully delivered negotiation skills training over many years. This experience means we are fully aware of the nuances and requirements of different financial institutions. Whatever your background, we can help. 
  • As a Soft Skills market leader, we have delivered many workshops both publicly and on a private client basis. Delegate feedback is always excellent. 
  • All trainers at Redcliffe have reached very senior positions in their former careers and are acknowledged subject matter experts with real-world experience. We don’t use academics for hands-on training.
  • This negotiation skills training course is designed to be non-hostile , non-threatening and uses group exercises where more than one delegate participates as part of a hypothetical negotiation and negotiating team. Nobody is forced to work alone, but there is the option to do so. All delegates report that this flexibility is a key differentiator.
  • Effective negotiation skills training uses case studies based on real-life examples and are designed to be challenging as well as good fun. All delegates report these are a high point.
  • Redcliffe has been in business for over 20 years and is an established market leader.
  • We are always judged by our results, which speak for themselves and we thrive on recommendations and repeat business.

Communication and negotiation skills are both learned as children and are in fact, inherent talents. This highly interactive negotiation skills course begins with the assumption delegates have a certain degree of negotiation knowledge and wish to expand this further. The only difference between a hardened negotiator and everyone else is merely a combination of practice and learned/acquired techniques.

Is there such a thing as a 'natural negotiator'? Probably not; even the best negotiators spend time refining their skills and planning important meetings carefully beforehand. There is no doubt, the more prepared you are ahead of a meeting or negotiation, the better the outcome and the quicker your skills will improve. It is as simple as that.

Negotiation skills training at Redcliffe helps delegates master the art of negotiating the “win-win” outcome. For example, you'll acquire the win-win negotiation skills so often mentioned in selling textbooks. In addition this course examines best ways of dealing with all customer types, remaining mindful of fairness principles, seeking mutual benefits and ultimately longer-term relationships.

Number of places:
Part 1

£ 595.00

Number of places:
Part 2

£ 595.00

Discounts available:

  • 2 places at 30% less
  • 3 places at 40% less
  • 4 places at 50% less
  • 5 places at 55% less
  • 6+ places at 60% less
  • Select the number of course places and dates to automatically calculate the discount
    *T&Cs apply,
    click here
    to read
    Trusted By:

    We use cookies

    In order to show you courses tailored to your profession we use cookies.

    To enjoy all the features of this website please accept.