Negotiation Skills for the Reluctant Negotiator

Nice people can negotiate effectively! This course shows you practical, collaborative ways to reach great solutions.

Tue 20 Feb 2018 9:30am - 4:30pm Birmingham
The Studio

The Studio


  7 Cannon Street, Birmingham, West Midlands B2 5EP


  0800 028 6694

The Studio is two minutes walk from Birmingham New Street train station.

Directions from New Street:

If you're walking from New Street train station, exit  via the escalators leading to the Palisades Shopping Centre.  Turn left at the top of the escalators and follow the signs to the exit. Turn left at the bottom of the ramp and take the first turning on the right (Cannon Street) after the glass tourist information box.  You'll see The Studio internet cafe on the ground floor, 50 yards up Cannon Street. Please visit The Studio website for more detailed directions and parking information.


There are several NCP car parks within walking distance of thestudio. We recommend Albert Street, around a five minutes walk away. The postcode of this NCP car park for satnav is B4 7LN. 

To obtain discounted parking at the Albert Street car park simply ask for an NCP validation ticket at thestudio reception. When you are ready to exit the car park, simply insert your original parking ticket into the payment machines along with the validation ticket to activate the discount. The maximum day rate will be then be reduced to £5.

Walking from Albert Street NCP Car Park

Exit the car park, turn left and walk down Dale End. Turn right opposite Marks & Spencers and head up Union Street, continue until you cross Corporation Street. Cannon Street is the first on the left, thestudio is halfway down Cannon Street on the left hand side.


*Two delegates £460.00 per delegate.

Rated by 39 delegates


A lot of us hate negotiating. Do you have to be pushy, aggressive or manipulative to be a successful negotiator?

No!  You can be yourself and negotiate with integrity and still get a great result.

Many people see negotiation like a battle and the aim of the negotiator, to WIN.  The aim of a good negotiation isn't to fight, nor to win, but collaborative problem solving. 

You have an issue – I have an issue – how can we work together to resolve it in a way that is mutually beneficial?  

Adopting this mindset, you can be both a nice person and an effective negotiator.  This intensive, highly interactive and practical one-day course is designed for managers and others who want to improve their negotiation techniques and maintain their professionalism and integrity in doing so.

The course will build your skills in negotiating, give you simple and easily applied negotiating frameworks and help you to feel confident about how and when to negotiate.

What you'll learn

  • How to apply a simple, practical framework for ethical negotiation
  • How good negotiation can yield results quickly whilst improving relationships
  • How to prepare for a negotiation even when time is against you
  • To apply a range of skills, techniques and tactics which will help you in any negotiation
  • The art of reading ‘tells' which give you advantage in any negotiation
  • To use methods which will help you further your own goals, while building stronger, more trusting relationships with colleagues, suppliers or customers
  • To think on your feet
  • To enjoy the process and art of negotiation 
  • How to avoid others taking advantage of you
  • to deal confidently and effectively with a wide range of negotiating situations (e.g. negotiating a service level agreement, a trade discount, and other common negotiating situations)

Who is it for?

The course will suit managers at various levels who:

  • are new to negotiating
  • just don't feel comfortable or confident when negotiating
  • would like to refresh their skills and get a chance to practise with some expert input.
Don't want to book right now?  Remind me about this event

Your facilitator

David Cotton

David has worked in training and development for over 20 years, working in four continents and nearly 40 countries.  His work ranges from one to one coaching to managing multinational training programmes and his clients range from small family businesses to the European Commission, United Nations and Middle Eastern petrochemical companies. He is the author of around a dozen books and many journal articles. He is also a qualified and practising hypnotherapist and NLP practitioner.  He spent 21 years with the major professional services firms, Arthur Andersen and PricewaterhouseCoopers, before becoming an independent trainer, coach, facilitator and speaker in 2002.  A former professional musician, David still occasionally performs and he collects instruments from around the world on his travels.  He is the author of several books including 'Managing Difficult People At Work' and 'The Business Strategy Toolkit'.

Here's what our delegates are saying about this event…

Very well presented course. Well worth going on. Very valuable. Excellent venue.

Head of Forestry

Excellent! Thorough explanation and demonstration of the concepts of negotiation. Very good indeed. I understand this was a course for a general audience, would have like it to be more relevant to working in the NHS.

Consultant, NHS

Useful and full of energy. Pick and mix of interesting ideas and techniques. Good to reinforce key areas.


Excellent. A very good thought provoking approach and introduction to negotiating.


Very well presented course. Well worth going on. Very valuable. Excellent venue.

Head of Forestry

Excellent! Thorough explanation and demonstration of the concepts of negotiation. Very good indeed. I understand this was a course for a general audience, would have like it to be more relevant to working in the NHS.

Consultant, NHS

Useful and full of energy. Pick and mix of interesting ideas and techniques. Good to reinforce key areas.


Excellent. A very good thought provoking approach and introduction to negotiating.


Brilliant, interesting.

Equipped me with some useful techniques and tools.

Head of School

Really interesting. Good mix of theory, examples and discussion. Worth attending for anyone who needs to negotiate at any level.

Programme Manager

Excellent. Very interesting.

NHS Consultant

Very insightful into the behaviours and preparation needed to go into negotiation. Very worthwhile and beneficial to those who need to negotiate important transactions.

D & B Contract Manager

I like the fact that there was no role play. I enjoyed the theory side of the material. Interactive and engaging.

D&B Contract Manager

Engaging facilitator

IT Business Partner

Excellent, different with fresh insights and very interesting.

Head of Finance

This was excellent. A real change to have non medics on a course very useful in my roles as chairman, would recommend it to the rest of our management board.

Consultant Physician

Good, but unevenly paced, a bit rushed at the end. Generalist but informative.


Useful practical tools and techniques. Very insightful.

Operations Manager

Quite engaging. Interesting.

Design and Build Contract Manager, Quadrant Construction

Interesting. Some techniques to take away and decent amount of further reading/resources. Very good.

, Arsenal FC

Very interesting, useful and applicable.


Relaxed and informative, pitched for a broad audience. Good foundation for more than just negotiating.

Head of Safety

I really enjoyed the course, all the activities were engaging and relevant to the topic. I though the examples, stories and case studies all help emphasise points, making the understanding of "why" easier. Highly recommend the course, useful in day to day activities.

Account Manager

Good helpful material provided. Helpful refresher when a negotiation is pending.

Customer Account Manager

The training was very interesting and useful. Some great examples.

Professional Practice Supervisor

It was really good and I will practice what I have learned. A mix of practical and theory. Really enjoyed the day.

, Stirling Council

Enjoyable, relevant and interesting.

Tackling Poverty Manager

Excellent, very practical and useful.


Interesting, provided a different perspective. Worthwhile, useful.

Project Assistant

Very useful, goo ideas and tools to use. Also engaging and fun.

Team Leader

Training was very good Blend of examples and exercises worked well. Very useful.

Customer Development Manager

It was very informative and fun. Delivery was excellent. Useful insight into negotiating skills and bargaining.

Manager, Stirling Council

Really enjoyed the course and it made me aware of unconscious language, body language and negotiation skills.

Communications Manager

Excellent, very interesting. Very useful.

Project Analyst

Interesting, very useful. Just right.

Safer Communities Team Leader

Enjoyable and interesting. Well presented. Good balance of listening and doing. Useful techniques learned.

Programme Manager, Stirling Council

Very informative and interesting. Just right, goo information with some fun.

Customer Service Team Lead

Excellent, enthusiastic presentation. Lots of stories to illustrate the techniques. David avoided role play but I think that would have been useful for me. The I.R.B work was the best bit for me.

Head of Strategy, Global Radio

Well run and planned, varied and kept interesting.

PA, Chelsea and Westminster Hospital

Clear, concise, fun and participative. Will need to read through booklet again. Some really useful learning points. Insightful and very knowledgeable trainer.

Financial Accounting Manager, City Council

Very useful strategies and skills.


Engaging speaker. A lot to get through in a short time. Business based examples a bit hard to relate to public sector.

, Scottish Government

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