Leading the business

Negotiation skills

We have designed this programme for you to learn new tools and techniques to negotiate in a variety of internal and external scenarios.

2 days

Next available:

Members: £995 + VAT
Non-members: £1,215 + VAT
Bring a colleague for free

Bring a colleague for FREE

Course Location & Date
Negotiation skills
£995.00 Plus vat
Non Members:
£1,215.00 Plus vat


We have designed this programme for you to learn new tools and techniques to negotiate in a variety of internal and external scenarios.

We all negotiate as part of everyday life – whether on the price of a car, a pay rise or an extension to a deadline.

In order to adapt to any situation you need a range of tools and techniques so you can flex your style. The key to any negotiation is to avoid selling, and to ensure that all parties are in agreement when the negotiation concludes.

The course provides an opportunity for delegates to practise the new skills and receive feedback on their negotiation style and preferences. We use engineering case studies in one-to-one and group based negotiation scenarios in order to increase the relevance to course participants.

Delegates will leave the programme with a renewed confidence in seeking win-win outcomes in all negotiations.

Who should attend?

This programme is suitable for engineers and non-engineers at all levels.

How will I benefit?

After the course you will be able to: 

• Define the goals of your negotiation. 
• Plan and prepare for the delivery of a successful negotiation. 
• Understand the need for developing Best Alternative To a Negotiated Agreement (BATNA). 
• Use variables to achieve your goals.
• Understand the importance of a win-win approach for future business. 
• Appreciate the human factors in play during negotiation.
• Identify and adapt your "natural" style. 
• Recognise common negotiation tactics and how to deal with them. 
• Recognise the differences and similarities in planning for Business-to-Business. negotiations and internal negotiations with colleagues.
Contributes 14 CPD hours

A really useful course with roleplay, which adds value to the learning process. I would recommend IMechE members to attend this course.

David Beevers Xiros

Key topics

• The concept of negotiating. 
• Negotiation in a win-win environment. 
• Difference between negotiating and selling. 
• Individual behaviours, their effects and the situations in which they are most relevant and powerful. 
• The generic negotiation process. 
• The concept of power in a negotiation. 
• The importance of emotional intelligence in the negotiation process. 
• Verbal behaviour, its role and to be able to differentiate good from bad. 
• Hostile negotiation strategies and how to defend against them. 
• Different styles in negotiating and be able to relate to one’s own style.

Mapped against UK- SPEC competencies: C, D and E

  1. Responsibility, management or leadership - For Incorporated and Chartered Engineers: 'Provide Technical and commercial leadership’
  2. Communication and inter-personal skills - For Incorporated and Chartered Engineers: 'Demonstrate effective interpersonal skills’
  3. Professional commitment - For Incorporated and Chartered Engineers: ‘Demonstrate a personal commitment to professional standards, recognising obligations to society, the profession and the environment’

Meet our trainers

These trainers regularly teach Negotiation skills.

  • Andy Webber

    Andy Webber

    Andy is a professional facilitator with over 15 years of experience in coaching, mentoring, consulting and delivering training.
  • John Hattam

    John Hattam

    John has built a successful consulting business in both the private and public sectors, specialising in sales and marketing, product and customer development, and business planning.

We offer in house training

Tell us your team's CPD needs and we'll come to you with a specialised training programme, customised for your engineering sector.
Contact our advisors if you need help finding the most appropriate training for your team.


At a glance

  • Duration:
    2 days
  • Location:
  • CPD Hours:
  • Accredited:
  • UK-Spec:
    C, D, E

Need some help?

Contact us if you have any questions about our training courses.

Terms & conditions of booking IMechE training

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Available dates for Negotiation skills

2 day course

4-5 Dec 2019
11-12 Mar 2020 10% discount available until 11 January
3-4 Dec 2020 10% discount available until 3 October

Require a different date or location? Or want to train a group in house?

We can customise any of our courses and deliver them in-house, for your entire team. It could also save you money, especially as you would save travel time.

More about In-house and bespoke training

Register your interest

Members: £995 + VAT

Non-members: £1,215 +VAT

Bring a colleague for free

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