Negotiation Skills Training

Protect profit, hold value and negotiate with confidence, naturally.

Programme Overview

Negotiation is where value is either protected or quietly given away.

Many sales and account management teams work hard to build trust, understand needs and create strong proposals, only to lose margin at the final stage. A customer asks for a discount. Procurement applies pressure. A deal gets stuck. The seller wants to keep the relationship positive, so they give ground too quickly.

Natural Negotiator gives your team a clear, practical negotiation process they can use with confidence. The programme helps people prepare properly, understand the other party’s world, create stronger value, trade rather than concede, and close agreements without damaging the relationship.

This is not about hard-nosed tactics or turning your people into someone they are not. It is about helping them negotiate in a calm, commercial and natural way, using their own style with more structure, more confidence and better results.

Your team will work with real negotiation scenarios from your business, so the learning connects directly to live deals, renewals, procurement conversations and account growth opportunities.

Get in touch

Complete this short form and we will arrange a free consultation to understand how we can help you.

Is this programme right for your team?

This programme is ideal if your team:

Discounts too quickly to keep deals moving
Struggles to protect margin against experienced buyers
Needs a clear structure for negotiation conversations
Gets stuck after proposal stage
Finds procurement or commercial buyers difficult to handle
Needs to trade value more confidently rather than giving things away
Wants to close stronger deals while keeping relationships intact

Key Negotiation Skills Your Team Will Develop

Planning Like a Professional Negotiator

Move away from “winging it” and prepare negotiations with clear objectives, fallback positions and negotiation variables.

Protecting Value and Margin

Learn how to defend price confidently and avoid unnecessary discounting.

Trading Instead of Conceding

Use conditional bargaining techniques that ensure every concession receives something in return.

Reading People and Negotiation Styles

Adapt your approach to different buyer personalities, communication styles and negotiation behaviours.

Handling Procurement and Commercial Buyers

Recognise common tactics, respond professionally and maintain control of the conversation.

Closing with Confidence

Create clear agreements, secure commitments and avoid last-minute drift.

The Natural Negotiator Framework

The programme is built around five simple stages:

Prepare

Know your goals, limits, value, stakeholders and alternatives before the negotiation begins.

Discuss

Use questioning and listening to understand the other party’s priorities, pressure points and real decision drivers.

Propose

Frame your offer around value, not just price.

Bargain

Trade carefully, use conditional statements and protect margin without becoming combative.

Close

Nail down the agreement, confirm the detail and keep both parties committed.

I received a practical toolkit to manage each negotiation successfully. And the confidence to negotiate using my own authentic style. Excellent training.

James Owen
Willis Towers Watson

Extremely engaging and tailored the session perfectly for our team and industry.

Paul Heathfield
Head of Legal Media, CAA Eleven

Clearly communicated advice on how to negotiate, with activities and role play that helped cement what we learned.

Abigail Scruby
Editor, Hachette

Programme Benefits

Discover your natural negotiation style, and how to adapt it to meet the other party ‘where they are at’.

Learn how to professionally ask questions, probe, listen forensically and recognise buying signals.

Discover how to create and communicate stronger value, enabling you to charge a premium.

Handle pressure, tactics and unreasonable demands more calmly.

Learn how to close a negotiation, get what you want, with both parties smiling.

Know when to push, when to pause and when to walk away.

Clearly communicated advice on how to negotiate, with activities and role play that helped cement what we learned.

Abigail Scruby
Editor, Hachette

How the training works

Natural Negotiator can be delivered as a focused workshop or as a blended learning journey.

The full pathway is typically delivered across five practical workshops over a 10-week period, with space between sessions for learners to apply the tools to live negotiations. The journey can include manager briefings, coaching support, quick-win assignments, video boosts and real-world simulations.

We customise the programme around your market, your customers and your commercial challenges. That means your people practise on the types of conversations they actually face, not generic role plays.

Case Study

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Why negotiation training matters now

Buyers are under pressure. Budgets are tighter, procurement is more involved, and customers are often trained to ask for more while paying less.

Without a clear negotiation method, sellers can end up reacting emotionally, defending price too late or giving away value that took months to build.

Good negotiation training gives your team the confidence to slow the conversation down, stay calm, protect value and create agreements that work for both sides.

Case Study

How the programme works:

Ready to get started?

Let’s make it yours – naturally..
Please give us a call to arrange an in-depth consultation to work out how we can make the negotiation programme feel and look just right for you, with your stories, your products and your people featuring prominently.

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Negotiation Skills Training