Negotiation Strategy Mastery™
Negotiation Strategy Course Features
SUBJECT
Negotiation Strategy
DURATION
2 Days
CERTIFICATION
ILM-Recognised
TRAINER
Nicholas C. Hill FCMI FIoL FIC
PARTICIPANTS
Leaders and Managers
DELIVERY
Open Scheduled • 1-2-1 • In-House Tailored
FORMAT
Classroom • Virtual Classroom • Hybrid
MATERIALS
Hard Copy Workbooks • Digital Workbooks
Instructor-Led Negotiation Strategy Training
Master Trainer Nicholas Hill
Nicholas C. Hill FCMI FIoL FIC is a seasoned master trainer and the creator of 68 ILM-Recognised courses. His training is high-impact and results-driven, presented in classroom and virtual classroom formats. Since 1996, he has delivered training for over 700 organisations, leading to team improvements of up to 234% in performance, 136% in efficiency, and 104% in productivity.
Negotiation Strategy Course Summary
Module 1
Negotiation Styles
Module 2
Negotiation Types
Module 3
Negotiation Principles
Module 4
Negotiation Psychology
Module 5
Interest Analysis
Module 6
Consensus Development
Module 7
Barrier Resolution
Module 8
Agreement Formation
Participant Challenges
As someone responsible for securing agreements, navigating resistance, or representing your team’s interests, you face rising pressure to negotiate with skill and composure. Yet conversations often stall, become emotionally charged, or slip into power struggles. You sense hidden agendas but struggle to surface them without triggering defensiveness. Misjudging people’s priorities leads to poor compromises, vague outcomes, or unnecessary concessions. Progress slows when positions are unclear, or trust is fragile. Without a reliable strategy, you risk delays, broken agreements, and diminished credibility. Act now to stop miscommunication and emotional reactions from weakening your negotiation outcomes and professional influence.
Course Objectives
Designed and delivered by Nicholas Hill Academy Ltd, this course equips you to negotiate with clarity, confidence, and strategic focus. You learn how to stay composed under pressure, uncover true priorities, and handle objections with professionalism. Your team benefits from better deals, reduced conflict, and stronger relationships with internal and external stakeholders. You communicate persuasively, resolve roadblocks efficiently, and steer conversations toward fair and lasting agreements. Across your organisation, trust increases, delays decrease, and outcomes improve through more consistent negotiation practices. Learn to lead negotiations that build credibility, protect value, and secure results that benefit everyone involved.
Day One
Leading Win-Win Negotiations™
Module 1: Negotiation Styles
Outcomes
• Employ best practices when playing the game of hardball and soft bargaining • Find common ground quickly by suitably compromising and striking a deal • Explore the strategies that result in lose-lose, win-lose, lose-win, and win-win
Syllabus
Introducing Negotiation, Negotiation Style Analysis, The Dual-Concern Model, The Five Styles, Competitive Negotiation Style, Collaborative Negotiation Style, Compromising Negotiation Style, Avoiding Negotiation Style, Accommodating Negotiation Style
Module 2: Negotiation Types
Outcomes
• Learn the fundamentals for successful negotiations and how to implement them • Know how to remain inside the zone of possible agreement to prevent manipulation • Understand the traditional tactics of bartering and haggling and how they have evolved
Syllabus
Negotiation Types, Positional Negotiation, Positional Characteristics, Traditional Tactics, Hardball Negotiation, Soft Bargaining, ZOPA, BATNA, Closure-Orientation, Integrative Negotiations, Internal Negotiations, Negotiation Deadlock, Record Keeping
Module 3: Negotiation Principles
Outcomes
• Separate the people from the problem to be more objective in your situational analysis • Discuss interests instead of demands to maintain a level head and explore solutions • Invent attractive options for mutual gain to reach consistent win-win agreements
Syllabus
Principled Criteria, Negotiation Principles, Behaviour Gauge, Listening to Understand, Uncovering Hidden Agendas, People vs. Problems, Needs vs. Positions, Negotiating Options, Objective vs. Subjective Criteria, Principled Pitches, Researching Other Parties
Module 4: Negotiation Psychology
Outcomes
• Lead people away from conflicting ideas by employing negotiation psychology • Discern the cognitive styles of other parties to direct their thinking and behaviour • Prevent unnecessary digression, avoid misunderstandings, and minimise confusion
Syllabus
Chunking Up, Chunking Down, Chunking Laterally, Structured Thinking, Systematic Thinking, Logical Reasoning, Cognitive Structuring, Analytical Thinking, Shared Mental Model, Cognitive Alignment, Consensus Thinking, Unified Perspective, Collaborative Thinking
Day Two
Negotiating Favourable Solutions™
Module 5: Interest Analysis
Outcomes
• Practise questioning techniques to identify conscious and unconscious requirements • Meet the needs of other parties instead of reacting to unreasonable demands • Identify the hot buttons in your needs-analysis that indicate high-priority needs
Syllabus
Customer-Centricity, Customer Needs Fulfilment, Open-Ended Questioning, Closed-Ended Questioning, Socratic Questioning, Funnel Questioning, Leading Questioning, Reflective Questioning, Formative Assessment, Emotional Triggers, Objection Preemption
Module 6: Consensus Development
Outcomes
• Design your customised solutions that other parties find surprisingly irresistible • Lead and control your tailored negotiations with diligence, credibility, and persuasion • Present your proposals clearly and concisely, without distracting waffle or jargon
Syllabus
Plain English, Problem-to-Solution Framing, Solution Customisation, Value Positioning, Value Quantification, Assumptive Vocabulary, Nonverbal Communication, Payback Period, Agreement Invitations, Trial Closing, Visual Aids, Product Demonstrations
Module 7: Barrier Resolution
Outcomes
• Uncover any spoken and unspoken reservations to reveal the genuine barriers • Develop creative probing skills to clarify and resolve any profound objections • Identify and circumnavigate any false objections quickly to prevent wasting time
Syllabus
Stakeholder Involvement Management, Buyer Resistance, Objections vs. Conditions, Objection Reframing, Socratic Probing, Empathetic Alignment, Reasoned Response Bridging, Evidence-Based Persuasion, Adaptive Rebuttal Design, Empathy-Based Handling
Module 8: Agreement Formation
Outcomes
• Test and lead a variety of innovative and proven methods to reach an agreement • Use trial closes during the negotiation process before finalising the agreement • Ask for commitment at the appropriate time and with absolute self-confidence
Syllabus
Alternative Agreement, Directive Agreement, Process Agreement, Minor Point Agreement, Time-Sensitive Agreement, Emotional Agreement, Summary Agreement, Assumptive Agreement, Sharp Angle Agreement, Takeaway Agreement, Columbo Agreement, Scarcity Agreement
Negotiation Strategy Training Delivery
Open Scheduled Course
Develop Your Skills
Enjoy powerful and cost-effective learning and development from the comfort of your home or office. Benefit from our practical and relevant training content while interacting with our master trainer and like-minded delegates from other industries.
- Leaders and Managers
- 2 Days
- Virtual Classroom
1-2-1 Tailored Course
Master Your Skills
Solve your workplace problems in private and in confidence. Receive undivided personal attention and explore modules tailored to your needs. Schedule the training to suit your pace and calendar, then watch your knowledge and skills go through the roof.
- Management Level Tailored
- 2 Days • 4 Half Days • 8 Quarter Days
- Classroom • Virtual Classroom
In-House Tailored Course
Develop Your Team
Engage in team building and develop unity through shared goals that align your team’s thinking and behaviour. We facilitate your team discussions and tailor our modules, timings, and delivery style to your organisational vision, mission, and culture.
- Management Level Tailored
- 2 Days • 4 Half Days • 8 Quarter Days
- Classroom • Virtual Classroom
Negotiation Strategy Open Courses
Included Materials
- Certificate of Achievement
- Digital Interactive Workbooks
- Professional Leader Subscription
- Pre-Course Diagnostic Consultation
- Post-Course Results Consultation
- Post-Course Email Mentoring
Optional Materials
- ILM-Recognised Certificate
- Hard Copy Workbooks
- Hard Copy Leadership Journal
- Leadership Principles Merchandise
- Leadership Style Mapping
- Post-Course Leadership Coaching
Course Features
- Master Trainer
- 2 Days Training
- 09:00 - 17:00 GMT/BST
- Leaders and Managers
- 5 Delegates Capacity
- Virtual Classroom
Time Remaining
- 00Days
- 00Hrs
- 00Mins
- 00Secs
Start
15 May, 2025
End
22 Sep, 2025
- Negotiation Strategy Mastery
- 04 Places Remaining
£895
+VAT PER DELEGATE
Negotiation Strategy Course Reviews
"Nicholas Hill is a very knowledgeable and passionate coach and trainer!"
M. Sunderland Operations Directo Office of the Immigration Services Commissioner
"This course was too advanced for me, but it helped me to manage my time."
N. Brydon, Food and Beverage Manager The Elvetham Hotel Ltd
"Following your training, we are now turning around our business performance."
A. Panatti Sales Director Finish Creative Ltd
"The results achieved in this training are above and beyond what I was expecting."
S. Baker Managing Director Merritt & Baker Consultancy Ltd
"You positively changed my attitude toward leadership and management."
J. Mears General Manager Integrated Pathology Partnerships Ltd
"Outstanding and excellent feedback from our 42 delegates over four years."
O. Klochkova Chief Operations Officer Playson Ltd