Negotiation Skills for Client Service Teams

Most of us are not natural-born negotiators but we can learn how to be. This course teaches the unique combination of hard and soft skills that are required to achieve winning outcomes and long-lasting and profitable relationships.

Who is this course for?

Account Directors, Project Managers and Producers who conduct negotiations with Clients and external suppliers.


Becoming a great negotiator requires a unique combination of skills; the ‘hard’ commercial ones that can be learned and practiced (what is said and how to say it). And the soft skills, the paralinguistic and non-verbal techniques, the subtle nuances that can help you read the person across the table and gain a real edge.

This one-day workshop teaches both sets of skills, and how to blend them, to create winning negotiations and to build long-lasting and profitable relationships. It combines theory with practice and role-plays, so that you can practice what you’re learning in real time with individual coaching to help improve performance. 

You’ll learn:

•    The importance of preparation
•    Setting goals and objectives
•    Preparing yourself
•    The value of the relationship
•    Defining the bargaining arena
•    Understanding their needs
•    Knowing when to walk away
•    Casting and roles for the team
•    Asking the right questions
•    Signalling and proposing
•    Re-framing, bargaining and closing

Course Tutor

Graham Singleton

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Last updated 21 January 2022