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PD-010

ILM Recognized Win-Win Negotiation Skills

Intensive 5-day course · English, Arabic & European languages

Executives, managers and professionals develop negotiation techniques over 5 days. Delegates compare integrative and distributive approaches, assess personal styles with DiSC and work through the phases of negotiation. Planning, BATNA and sources of power accompany practical tactics, with group exercises and role-play addressing difficult negotiators, conflict, trust and negotiating as a team.

Classroom

Public courses in our cities

  • 26–30 Oct 2026Jeddah£4,200 + VAT
  • 9–13 Nov 2026London£3,360 + VAT
  • 23–27 Nov 2026Muscat£3,080 + VAT
  • 14–18 Dec 2026Munich£3,400 + VAT
  • 28 Dec – 1 Jan 2026Manama£3,080 + VAT
  • 4–8 Jan 2027Rome£3,400 + VAT
Show 23 more dates
  • 18–22 Jan 2027Muscat£3,080 + VAT
  • 1–5 Feb 2027Kuala Lumpur£1,800 + VAT
  • 15–19 Feb 2027Casablanca£2,280 + VAT
  • 8–12 Mar 2027Barcelona£3,080 + VAT
  • 22–26 Mar 2027Manama£3,080 + VAT
  • 12–16 Apr 2027London£3,360 + VAT
  • 26–30 Apr 2027Amman£3,400 + VAT
  • 10–14 May 2027Munich£3,400 + VAT
  • 24–28 May 2027Madrid£3,400 + VAT
  • 7–11 Jun 2027Rome£3,400 + VAT
  • 21–25 Jun 2027Berlin£3,400 + VAT
  • 5–9 Jul 2027Kuala Lumpur£1,800 + VAT
  • 19–23 Jul 2027Milan£3,400 + VAT
  • 9–13 Aug 2027Barcelona£3,080 + VAT
  • 23–27 Aug 2027Malaga£3,080 + VAT
  • 13–17 Sep 2027London£3,360 + VAT
  • 27 Sep – 1 Oct 2027Sarajevo£3,400 + VAT
  • 11–15 Oct 2027Munich£3,400 + VAT
  • 25–29 Oct 2027Dubai£4,200 + VAT
  • 1–5 Nov 2027Rome£3,400 + VAT
  • 15–19 Nov 2027Riyadh£4,200 + VAT
  • 6–10 Dec 2027Kuala Lumpur£1,800 + VAT
  • 20–24 Dec 2027Doha£4,200 + VAT

Group discount: 2 delegates 20% · 3 delegates 35% · 5 or more delegates 50%

Can't make these dates? We can run this course for your team on dates that suit you. Ask for custom dates · In-house options

Online (live)

With a trainer, on dates to suit your team

This course can be taught live online by a trainer, in English, Arabic or any European language, for one person or a whole team.

£1,850 + VAT

Group discount: 2 delegates 20% · 3 delegates 35% · 5 or more delegates 50%

Special requests

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ILM Recognized Win-Win Negotiation Skills

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Course overview

Negotiation occurs with customers, suppliers, colleagues, business associates and family members. It provides a way to settle differences and pursue an agreement, with price forming one consideration in the value available to the parties within a partnership. Delegates examine negotiator habits and personal styles through exercises, including soft, hard and principled bargaining approaches and the distinction between persuasion and negotiation.

Preparation shapes the discussion. The four phases provide a structure for planning, debate, proposals and closure, including decisions to end a negotiation and the Best Alternative to a Negotiated Agreement (BATNA). The material then examines seven negotiation pillars and the power available to the parties. Practical work covers 13 tactics, common mistakes, difficult negotiators and the 10 trust-building behaviours, with attention to conflict resolution, consensus and cooperation in team negotiations.

Course objectives

By the end of the course, delegates will be able to:

  1. Distinguish integrative and distributive negotiation types
  2. Assess soft, hard and principled negotiation styles
  3. Identify and evaluate personality styles in negotiation
  4. Explain the four phases of negotiation
  5. Select and apply negotiation tactics
  6. Choose approaches for resolving conflict and building trust
  7. Plan and conduct negotiations within a negotiating team

Target competencies

  • Influence
  • Rapport building
  • Trust building
  • Consensus and cooperation
  • Verbal and non-verbal communication
  • Conflict management

Who should attend

This course suits:

  • Executives
  • Managers
  • Professionals
  • Salespeople
  • Entrepreneurs
  • Customer service representatives
  • People developing negotiation skills for their work

Training methodology

  • Lectures and presentations combine with interactive and cooperative learning.
  • Exercises, games, group activities and role-play provide practical negotiation work.

Daily agenda

  1. Day 1

    Approaches to negotiation

    • Forms that negotiation can take
    • Reasons for negotiating
    • Philosophies of negotiation
    • Distributive bargaining methods
    • Integrative bargaining methods
    • Comparing integrative and distributive bargaining
    • Possible outcomes of negotiation
    • Behaviours used in negotiation
    • Soft and hard approaches to bargaining
    • Tit-for-tat bargaining methods
    • Principled negotiation methods
    • Distinguishing persuasion from negotiation
  2. Day 2

    Personality and negotiating style

    • Qualities of effective negotiators
    • Different negotiation styles
    • Assessing personality through the DiSC profile
    • Reasons for using DiSC
    • Characteristics of D, i, S and C styles
    • Communication with D, i, S and C styles
    • Summary of behavioural styles
  3. Day 3

    Planning and negotiation phases

    • The four phases in negotiation
    • Planning and preparation
    • Discussion and debate
    • Proposals and bargaining
    • Closure with an agreement or no agreement
    • Checklists and recommended or discouraged negotiation practices
    • Deciding when to walk away
    • Using BATNA
    • Preparation, planning and negotiating power
  4. Day 4

    The seven negotiation pillars

    • Interests in negotiation
    • Available options
    • Alternatives to agreement
    • Legitimacy of proposals
    • Communication between parties
    • Commitments made
    • Relationships between parties
    • Assessing sources of negotiating power
    • Changing the balance of power
  5. Day 5

    Tactics, strategies and trust

    • The 13 basic negotiation tactics
    • Avoiding common negotiating mistakes
    • Handling difficult negotiators
    • Methods of building trust
    • Ranking the 10 behaviours that build trust in negotiations

Certificate

Every delegate who completes the course receives an ARUK Training Certificate of Attendance.

Frequently asked questions

How do I register?

Choose a date and city in the schedule and press Register, or send us an enquiry. Our team confirms your place and sends an invoice.

Are fees shown with VAT?

Fees are shown per delegate and exclude VAT, which is added to the invoice where applicable.

Can this course be delivered for our team only?

Yes. Any ARUK course can be delivered in-house at your premises, in a meeting room we book for you, or 1-to-1.

Is this course available online?

Yes. We run it live online with a trainer, on dates that suit your team, for £1,850 + VAT per delegate.

Is there a group discount?

Yes. 20% for 2 delegates, 35% for 3 delegates and 50% for 5 or more delegates on the same course.

Can the course be delivered in Arabic or another language?

Yes. Our courses can be delivered in English, Arabic or any European language, by a trainer who teaches in that language. Mention your preferred language when you register or enquire.

What certificate will I receive?

An ARUK Training Certificate of Attendance.

Related courses

Register

ILM Recognized Win-Win Negotiation Skills

Key booking terms (read before you register)
  • The full fee is paid in advance, before the course starts.
  • Cancel in writing 30 or more days before the start date (45 for in-house) for a refund. Later than that, the full fee is payable.
  • No refund for non-attendance or partial attendance.
  • Places are for the named delegate only; another person cannot attend instead.
  • Moving to another date or city is only possible if ARUK agrees in writing.
  • Travel, accommodation and visas are your responsibility. A refused visa does not change the cancellation terms.

booking terms and conditions

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ILM Recognized Win-Win Negotiation Skills