Organisational Negotiation™

Course Summary

  • 1 day workshop based on handling complex, multi-level negotiations to build on the skills and tools covered in our Situational Negotiation™ Workshop
  • Account team based workshop to prepare and execute a real-life, upcoming, complex negotiation challenge
  • Understand the needs of the other party, decision making process & criteria; and how to react depending on whether this works for us or against us
  • Map the gate & pathways of the anticipated negotiation approach
  • Assess the balance of power and Action SWOT
  • Construct a ‘game plan’ with opening offer, subsequent moves to break deadlock and closing trades
  • Gain alignment for an organisational approach
  • Countering common tactics
  • Action plan to drive change and execute an agreement
  • Delivered by ex-senior sales and buying leaders this workshop will prepare you and your team to enter into a complex negotiation issue


  • An aligned approach to complex negotiations that enables you to play the negotiation chess game several moves ahead rather than reacting 1 move at a time
  • A consolidated set of preparation tools to guide you through the anticipated negotiation process
  • A plan that boosts your real and perceived power in the negotiation and deals with any weaknesses or competitive gaps (again, real and perceived)
  • Options and contingency for every step of the process

In The News

How suppliers can navigate the thorny issue of cost price increases with demanding retailers

Nothing brings out the nervousness of suppliers like taking a...

U.K. Food Retailers Now Need To Slow Shoppers Down Or Lose Share

Bricks & mortar retailers in the U.K. will soon see...

Retailers now need to slow shoppers down after months of hurrying them in and out

Bricks & mortar will soon see a surge of shoppers...

Supplier sales teams lack the expertise to thrive in an omnichannel world

The concept of omnichannel has grown like a weed over...

How Mark White’s legal background will influence his work with GSCOP

We’ve had a period of good behaviour as record returns...

Why Morrisons, Iceland and Lidl led the way in a Christmas like no other

Nothing normal about this Christmas, was there? Given the impact...