Advanced Negotiation Skills
This one-day Advanced Negotiation Skills course is designed to equip participants with the tools, techniques and confidence needed to excel in any negotiation setting. Through a blend of engaging discussions, real-life scenarios and practical exercises, attendees will deepen their understanding of negotiation principles, learn to create value through effective trading, and refine their skills to achieve successful outcomes.
It follows on from the course, Negotiating for a Win-Win Outcome, and is designed for more senior or experienced negotiators who have several years’ experience.
Who is it for?
- Line managers, team leaders and project leaders in publishing
- Those working in editorial, production, rights, sales and other functions where negotiating forms a key part of the role
- Those who have taken the PTC course, Negotiating for a Win-Win Outcome and require a refresher or more detailed exploration of how to negotiate effectively
- Those who negotiate with confident negotiators, who may themselves have done their own negotiating training
What will you achieve?
On completing this course you’ll be able to:
- Recap the fundamental principles of negotiation and recognise your personal negotiation style.
- Define and leverage your BATNA (Best Alternative to a Negotiated Agreement) to strengthen your position
- Understand and identify the ZOPA (Zone of Potential Agreement) to find common ground
- Use trading variables creatively to maximise value and achieve mutually beneficial agreements
- Overcome late objections and close negotiations effectively, with confidence
Programme
Day 1
Session 1: Welcome and setting the scene
- Live negotiation: your negotiation dream team
- De-brief: negotiation style
- Key challenges in more advanced negotiations
Session 2: The BATNA and the ZOPA
- Knowing your walk-away point: defining and understanding BATNA
- Defining your own BATNA
- Strengthening your BATNA
- Assessing the other party’s BATNA
- Understanding overlap of interests
- Identifying where a deal can be made: Finding common ground with the ZOPA
- Real-life negotiation planning
Day 2
Session 3: Using trading variables in negotiations
- What is a trading variable?
- Understanding what you can offer
- Considering value and cost
- Creating your wish list of what you’d expect in return
- Real-life negotiation planning
Session 4: Reaching agreement and overcoming late objections
- Closing the deal
- Overcoming objections from the other party
- Live negotiation
About the tutor
Neil Shorney spent two years as an Energy Broker followed by a stint in IT Sales before joining ESI International, part of Informa, the world’s largest project management training and consulting company. He created an international team selling project-management solutions across EMEA. A love of developing others prompted Neil to set up his own training and coaching business in 2011, which he ran part-time until 2017 when he left ESI to pursue a career as a full-time trainer.
Neil has a passion for sharing the natural skills of salespeople with others in business, in a style which is at the same time practical, approachable and entertaining.
For more information about any of this course, or any of our other courses, please email . Or you can sign up to receive our newsletter for updates on this and our other offerings.
Please read our Terms & ConditionsDates
Tuesday, 23 September 2025
Date information for future sessions
September 2025
- Dates: 23 & 30 September
- Times: Each session will run from 9.00am to 12.30pm
Course format
- Virtual classroom
- 9am to 12.30pm (BST)
- Four x 1.5 hour sessions plus breaks, comprising two half-day sessions on two days, one week apart
A number of discounts are available
What you will need
To join the course, you will need access to a computer, tablet or laptop with a camera and microphone. You will need to activate a free Zoom account to join the course. This takes two minutes and does not require any payment. It is purely for administrative purposes.