A good idea not communicated well is like having no idea at all

Negotiation Skills Programme

1-2 Day Programme


The Telfer & Associates Negotiation Skills Programme is designed for both internal and external negotiations.  The programme focuses on face-to-face negotiations where the stakes are high and the relationship needs to be protected.


Two core areas are covered:

Planning for the Negotiation

  • Preparing persuasive messages that strengthen your case
  • Agreeing the negotiation approach/philosophy
  • Mapping out your position on individual issues in the negotiation
  • Preparing strategies on each issue in the negotiation
  • Using a negotiation planning tool


Communication Skills during the negotiation

  • Adapting to different communication styles during a negotiation
  • Managing co-operative and competitive tactics under pressure
  • Building rapport and maintaining the relationship
  • Using questions to gain agreement and defuse tension
  • Listening for clues that an agreement can be reached


What does it feel like when attending the programme?
The programme is highly interactive, with a focus on participants practicing the skills in exercises and role-plays.  Generic negotiation role plays are used in order to focus on the skill of negotiating.  Each concept is then related back to a discussion on specific negotiations participants have brought to the programme. 
Media such as video clips and music are used to create a positive learning environment and a DVD camera is used to record participant role-plays.



Participants who attend the programme say that they feel more confident about managing the tension in a negotiation.  They are able to think strategically and are more likely to remain in control during the

negotiation and achieve the outcomes they need while maintaining the relationship with the other party.

Training Programmes

Presentation Skills

Pitching Skills

Negotiation Skills

Consultative Selling Skills


Developing New Business

Advanced Presentation Skills


Pitch Consulting

1-1 Coaching

Client Testimonials

QuoteElissa has worked with the sales teams across the BBC Advertising Group for two years now. Specifically she has helped us reach our goals in pitching and presenting big ideas of high value. She has given us the techniques to sell the value we deliver!

Additionally she has done great work with our key salespeople helping them negotiate tough deals by providing them with the insights and techiques to get the deal we want and keep the relationship in place.

Totally professional she has winning
ways that help her quickly gain the respect and admiration of people in our boardrooms.Quote

Tim Baynes

Learning and Development Director
BBC Advertising