1. What is the Negotiating Breakthroughs program?

Negotiating Breakthroughs is a practical, two-day workshop that helps business professionals develop the skills and confidence to negotiate more effectively. It covers negotiation planning, communication, bargaining techniques, managing conflict and achieving mutually successful outcomes.

2. Who should attend Negotiating Breakthroughs?

The program is designed for middle and senior managers, project managers, senior sales professionals and individuals involved in marketing, procurement or outsourcing negotiations. It is suitable for anyone who needs to negotiate agreements, manage business relationships or influence commercial outcomes as part of their role.

3. What are the five stages of negotiation?

The five stages covered in Negotiating Breakthroughs are preparation, discussion, expansion, trading and bargaining, and finalizing. Each stage plays an important role in managing the negotiation process, from establishing objectives and understanding the other party's needs to reaching and confirming an agreement.

4. What is a win-win negotiation?

A win-win negotiation aims to achieve an outcome that provides value and satisfaction for both parties. Rather than focusing solely on getting the best deal for one side, it involves understanding different priorities, exploring alternatives and finding an agreement that supports both parties' interests and the longer-term relationship.

5. What negotiation skills will I develop?

You'll develop skills in negotiation planning, setting objectives, managing discussions, asking questions, exploring alternatives, bargaining and finalizing agreements. You'll also learn how to recognize competitive tactics, handle conflict assertively and manage both the practical and emotional aspects of negotiations.

6. How does the program help with difficult negotiations and conflict?

The workshop explores different negotiation approaches and competitive tactics, helping participants recognize and respond to challenging situations. You'll practise managing disagreements, dealing with bargaining tactics and maintaining a constructive approach while protecting your objectives and interests.

7. Is Negotiating Breakthroughs suitable for sales and procurement professionals?

Yes. The program is relevant to professionals involved in sales, procurement, marketing, outsourcing and other commercial negotiations. Its planning techniques and negotiation process can be applied to a wide range of internal and external business situations.

8. How long is the Negotiating Breakthroughs workshop?

The core program is delivered as a two-day workshop. It also includes pre- and post-workshop assessments, and an optional one-day advanced workshop is available for participants who want to develop their skills further.

9. What tools and resources are included?

Participants receive a Comprehensive Learning Guide and a Negotiating Planner. These resources support the learning process and provide practical guidance for preparing, structuring and managing negotiations. The Learning Guide also includes a glossary of international negotiating terms.

10. How can I apply what I learn after the workshop?

You'll be able to use the negotiation process and planning techniques in a variety of workplace situations, from supplier agreements and customer negotiations to project discussions and internal business decisions. The tools will help you prepare more effectively, manage negotiations with greater confidence and work towards outcomes that build lasting relationships.

NEGOTIATING SKILLS DEVELOPMENT PROGRAM

Negotiating Breakthroughs: Build Confidence and Achieve Better Negotiation Outcomes

ABOUT THIS PROGRAM

Develop the Skills to Negotiate with Confidence

What is Negotiating Breakthroughs?

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Negotiating Breakthroughs is a practical, case study-driven workshop designed to help business professionals become more skilled and confident negotiators.

Whether you're negotiating with customers, suppliers, colleagues or external partners, the ability to prepare effectively, manage discussions and reach agreements is essential to achieving successful outcomes.

Over two days, you'll explore a structured negotiation process, develop essential communication and bargaining skills, and learn how to manage both the practical and emotional aspects of a negotiation.

The program focuses on creating win-win outcomes. Rather than treating negotiations as a competition where one party has to lose for the other to succeed, you'll learn how to turn potential conflict into opportunities for collaboration and lasting partnerships.

Through practical exercises, case studies and negotiation planning tools, you'll develop an approach that helps you achieve better results while maintaining positive working relationships.

Do your leaders have the skills to influence and negotiate successful outcomes?

Move from Competing for Outcomes to Creating Mutual Value

Who is Priority Influencing for?

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This program is designed for:

Middle and senior managers involved in business decisions
Project managers responsible for negotiating resources, timelines and agreements
Senior sales professionals working to secure successful commercial outcomes
Marketing professionals managing business partnerships and agreements
Procurement specialists negotiating with suppliers and service providers
Professionals involved in outsourcing, finance, construction or commercial negotiations
Anyone looking to become more confident and effective in business negotiations

The skills and techniques are applicable to a wide range of situations, including internal negotiations with colleagues and teams, as well as external negotiations with customers, suppliers and business partners.

Negotiation Starts with an Understanding

Successful negotiation isn't about getting everything you want at the expense of someone else. It's about understanding what matters to each party, exploring opportunities and finding an agreement that delivers value for everyone.

Negotiating Breakthroughs helps participants shift from:

Competing → Collaborating
- Move away from treating the other party as an opponent. Focus on understanding their needs and identifying opportunities for mutually beneficial outcomes.
Reacting → Preparing
- Replace last-minute decisions with structured negotiation planning. Set clear objectives, understand the issues and identify the variables that can influence the outcome.
Focusing on Price → Exploring Value
- Look beyond the immediate numbers. Understand the benefits, priorities and trade-offs that matter to each party, and explore ways to create more value.
Avoiding Conflict → Managing Differences
- Develop the confidence to address disagreements, respond to competitive tactics and manage difficult conversations assertively and constructively.
Closing Deals → Building Partnerships
- Look beyond the immediate agreement. Aim for outcomes that strengthen trust, improve satisfaction and create lasting business relationships.

By making these shifts, you'll approach negotiations with greater confidence, manage the process more effectively and achieve outcomes that benefit both parties.

WHAT WE COVER

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What Will You Learn?

01. Understanding the Negotiation Process

Explore the five stages of an effective negotiation and develop the skills needed to manage each stage with confidence.

Preparation: Learn how to establish clear objectives, understand the people involved and analyze the issues, variables and potential areas of agreement. You'll assess the value and cost of different variables to each party, identify potential gaps and prepare realistic settlement objectives.

Discussion: Develop the skills to manage the opening of a negotiation, establish expectations and maintain control of the process. Learn how to ask the right questions, understand the other party's priorities and obtain their list of requirements.

Expansion: Discover how to move beyond initial positions and explore opportunities for greater value. Learn to develop proposals, generate alternatives and expand the range of possible outcomes.

Trading and Bargaining: Understand how to exchange variables effectively, using your objectives, priorities and the value of each issue to guide your decisions. Develop bargaining techniques that help you work towards your preferred settlement.

Finalizing: Learn how to move negotiations towards a positive conclusion, confirm decisions, summarize agreements and ensure both parties understand what has been agreed.

02. Developing Essential Negotiation Skills

Build on the five-stage process by learning how to handle different negotiation styles, competitive tactics and challenging situations.

Managing Competitive Tactics: Recognize and respond to opening gambits, competitive approaches and tactics designed to influence the negotiation. Learn how to maintain a constructive, win-win approach while protecting your interests.

Creating Material and Emotional Wins: Understand why successful negotiations need to address more than financial or practical outcomes. Learn how to recognize the other party's needs and create agreements that provide value while maintaining a positive relationship.

Negotiating on Value and Benefits: Develop confidence in handling price discussions and move beyond cost alone. Learn how to communicate value, explore benefits and respond effectively to different priorities.

Handling Conflict and Bargaining Techniques: Explore common bargaining techniques and develop the confidence to respond assertively to competitive tactics, disagreements and conflict.

Managing the Final Stages: Learn how to recognize and handle last-minute tactics, including nibbling and escalation. Explore six possible negotiation outcomes and understand the potential consequences each can have on the relationship.

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Frequently Asked Questions

Negotiating Breakthroughs

From Negotiation Planning to Better Business Outcomes

Negotiating Breakthroughs is designed to help you put negotiation theory into practice.

The two-day workshop is built around case studies, practical exercises and opportunities to develop your skills in realistic negotiation situations.

You'll use the Negotiating Planner to prepare for negotiations, establish clear objectives, assess different variables and develop strategies to guide your approach. You'll also practise managing discussions, responding to competitive tactics, exploring alternatives and working towards mutually successful agreements.

A pre- and post-workshop assessment provides an opportunity to assess your development and reflect on your progress.

By the end of the program, you'll be better equipped to take both strategic and tactical approaches to negotiations, manage the process with confidence and balance practical outcomes with the relationship between the parties.

You'll develop the ability to establish credibility, build trust, manage conflict constructively and create agreements that support longer-term business relationships.

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What Does the Program Include?

Facilitated Leadership Program

Choose your journey to learn in a format that suits you.

Pre- and Post-Workshop Assessments

Assessments before and after the workshop provide an opportunity to reflect on your negotiation skills and review your development.

Practical Learning
Tools

Participants receive comprehensive resources to support reflection, application and continued development.

Continuous
Learning

Participants are enrolled in Priority Management's monthly LearningLink e-newsletter to support ongoing learning beyond the program.

Ready to Achieve Better Negotiation Outcomes?

Every negotiation has the potential to create value, strengthen relationships and deliver better results.

Give your managers, project leaders and business professionals the skills and tools they need to prepare effectively, manage challenging discussions and reach mutually successful agreements.

Whether you're looking to strengthen your own negotiation skills or improve how your organization manages business relationships, Priority Management can help you get started.

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