Business Negotiation & Influencing Techniques
Building Confidence, Control, and Commercial Outcomes.
Strengthen negotiation capability, influence effectively, and secure better outcomes for your business with our business negotiation training course.
Duration: 2 day
Format: In-person or virtual
Not everyone negotiates contracts, but almost everyone negotiates outcomes. We’ll help you decide if this course is right for your teams.
Course Overview
Negotiation happens every day, not just when we negotiate new contracts.
This two-day business negotiation training course strengthens the negotiation and influencing capability of both commercial and non-commercial professionals, building a practical understanding of what effective negotiation looks like, why preparation, strategy and structure matter, and how skilled negotiators protect value while unlocking opportunity.
Participants learn how to operate confidently within a negotiation framework, developing the ability to:
- Understand the environment and context
- Adapt to different personalities and behaviours
- Influence stakeholders through clear communication, questioning, listening, and rapport-building
- Through practical exercises, real-world scenarios, and expert guidance, delegates enhance their ability to plan strategically, manage discussions, bargaining effectively, and close negotiations with clarity and confidence.
The course equips teams with the mindset, tools, and behavioural skills needed to participate in negotiations professionally and effectively, supporting the business in reaching strong, sustainable, and mutually beneficial outcomes.
Course Structure & Core Modules
Understand what negotiation is really about and what it isn’t.
Participants explore:
- The purpose and stages of negotiation
- The difference between positional and interest-based approaches
- How negotiation delivers value, manages risk, and shapes long-term relationships
This module establishes a clear, practical negotiation framework.
Learn how people shape negotiation dynamics.
Participants develop:
- Awareness of different personality traits and communication styles
- Strategies for adapting their approach
- Techniques for building trust and credibility
- The ability to work productively with a wide range of stakeholders
Build situational awareness before entering negotiation.
Participants learn to assess:
- Commercial and organisational context
- Power, constraints, and priorities
- External pressures and internal dynamics
This module strengthens judgement and strategic awareness.
Move beyond tactics to structured strategy.
Participants explore:
- Interests, priorities, and alternatives (BATNA)
- Trade-offs and value creation
- Deciding when and how to involve colleagues for insight and support
The focus is on alignment with business objectives.
Preparation is where negotiations are won or lost.
Participants learn a structured approach to:
- Setting clear objectives
- Identifying variables and concessions
- Anticipating challenges
- Planning the negotiation “shape” to stay in control
Develop the skills that influence outcomes early.
Participants practise:
- Rapport-building and trust creation
- Active listening and effective questioning
- Influencing techniques
- Drawing out information without giving away unnecessary value
Shape the direction of the negotiation.
Participants learn how to:
- Construct and deliver compelling proposals
- Frame offers persuasively
- Create clarity for the other party
- Set the tone for the bargaining phase
Handle movement and concessions professionally.
Participants explore:
- Bargaining mechanics and sequencing
- Conditionality and value protection
- Avoiding unnecessary giveaways
- Driving towards mutually beneficial outcomes
Finish well and protect the outcome.
Participants learn how to:
- Bring negotiations to a clear and confident conclusion
- Ensure agreements are understood and documented
- Manage final-stage risks
- Maintain positive relationships post-agreement
Who Should Attend
This course is ideal for:
- Professionals involved in commercial, operational, or stakeholder negotiations
- Managers and leaders who influence outcomes without formal authority
- Teams working with customers, suppliers, or internal stakeholders
- Anyone required to negotiate priorities, resources, scope, or commitments
- No prior negotiation training is required.
What You’ll Learn
Participants will leave the course able to:
- Understand the principles and stages of effective negotiation
- Prepare strategically and negotiate with greater confidence
- Adapt their approach to different personalities and contexts
- Influence outcomes without damaging relationships
- Protect value while enabling mutually beneficial outcomes
Negotiating often, but not always getting the outcomes you want?
This course builds the structure and confidence needed to negotiate more effectively.
How the Course Is Delivered
Think Sigma’s business negotiation training course is:
- Practical and exercise-led
- Grounded in real-world scenarios
- Focused on behaviour, judgement, and application
- Adaptable to your organisation’s context and challenges
- Participants are encouraged to bring live negotiation scenarios into the room.
Business Impact
Organisations typically see:
- More confident and consistent negotiation behaviour
- Better preparation and clearer strategy
- Improved stakeholder relationships
- Stronger outcomes with less friction
- Reduced risk from poorly managed negotiations
- This course helps teams negotiate with confidence, credibility, and control.
Frequently Asked Questions
Talk to Us
About This Course
Negotiate better. Influence with confidence. Protect value.
If your teams are negotiating outcomes that matter, this course gives them the tools and confidence to do it well.
