14DEC
14 - 18 Dec 2026Mon to Fri · 5 days
RomeItaly · Classroom
£4,250per delegate2+ people: £3,400 each
Professional training course
Certified Master Negotiator
Negotiators tend to concede too much, and focus on price and not enough on exchanging services other than price. The course focuses on these problems and the practical…
- 5 daysClassroom
- 13Upcoming dates
- 6Cities
- £2,840Fees from
Course overview
Why Attend
Negotiators tend to concede too much, and focus on price and not enough on exchanging services other than price. The course focuses on these problems and the practical skills and techniques necessary to achieve win/win agreements. Participants will learn to identify, select, and execute various tactics and to respond to adversarial tactics.
It is an engaging workshop that equips negotiators and sales professionals to find and prove the value of their offering and resolve difficult negotiating challenges in a collaborative manner. The course will also provide you with a set of tools to handle the most demanding negotiation like a master. By working on a carefully chosen array of cases you will learn how to enhance your analytical skills and build your intuition, both of which are prerequisites for successful negotiations.
Course Methodology
The course uses a mix of interactive techniques, such as brief presentations by the consultant and the participants, role plays (rehearsed and impromptu), self-assessment questionnaires, relevant videos, and multiple simulation games.
Course Objectives
By the end of the course, participants will be able to:
- Assess their own negotiating strengths and weaknesses and those of the other side to optimize negotiation outcomes.
- Identify areas of weakness in understanding to prepare a good negotiation plan.
- Master the process of sales negotiation to achieve long-lasting and mutually profitable agreements on timely-basis.
- Use a variety of skills necessary to conduct successful negotiations
- Apply the concessions management process with minimum loss while preserving good relationship with the counter party.
Target Audience
Marketing and sales professionals, corporate executives, advertising managers, business development managers, sales personnel, purchasers, and others who are involved in commercial and negotiation activities at all levels of the organization.
Target Competencies
- Handling rejection
- Gaining commitment
- Negotiation tactics
- Negotiation planning
- Concession management
- Problem solving
Course outline
-
1Day 1: What Negotiation Is Really All About & Setting the Stage: Pre-negotiation Preparation
- What Negotiation Is Really All About
- The many faces of a negotiation
- Some negotiation philosophies
- The urge for being a good negotiator
- Persuasion versus negotiation
- Self-assessment: The “Negotiating Style Profile”
- Setting the Stage: Pre-negotiation Preparation
- Understanding your own personal strengths and weaknesses
- Developing your emotional intelligence
- Characteristics of a good negotiator
- The five stages of the negotiation process
- Barriers to effective negotiation
- Team negotiation: when to use a team
- Exercise: How to negotiate effectively (work template)
-
2Day 2: Mastering commercial negotiation & Strategies for the phases of the buyer's decision process
- Mastering commercial negotiation
- Selling versus negotiating
- The 7 milestones of the sales process
- Identifying the different buyer's roles
- The "Buyer's Decision Process
- Strategies for the phases of the buyer's decision process
- Strategies for the "Recognition of Needs" phase
- Strategies for the "Evaluation of Options" phase
- Strategies for the "Resolution of Concerns" phase
-
3Day 3: The SPIN selling model
- Situation questions
- Problem/Opportunity questions
- Implication questions
- Need-payoff questions
- Simulation game: the "war room"
- Negotiation Tools for Success
- Creativity and problem solving techniques
- The importance of creativity in negotiation
- Creativity tools
- Creativity: self-assessment instrument
- Decision making techniques
-
4Day 4: Communication skills
- Active listening skills
- The outcomes of asking questions
- The art of asking questions
- Conflict management styles
- Workshop: Breaking the negotiation impasse using creativity
-
5Day 5: Concession Management, Tactics and counter-measures
- Different levels of negotiation rules
- Preparing “The Envelope of Negotiation”
- Mastering the “Rule of Halves”
- Setting a concession-making timeline
- Sorting negotiable issues and creating alternatives
- The most common negotiating mistakes
- Advanced negotiation tactics
- Simulation game: one-to-one negotiation using a grade point average
Schedule
Dates and fees
13 upcoming dates in 6 cities. Fees are per delegate; bring colleagues and every seat is discounted.
December 2026
RomeItaly · Classroom
January 2027
18JAN
18 - 22 Jan 2027Mon to Fri · 5 days
ViennaAustria · Classroom
£4,250per delegate2+ people: £3,400 each
February 2027
15FEB
15 - 19 Feb 2027Mon to Fri · 5 days
BarcelonaSpain · Classroom
£3,850per delegate2+ people: £3,080 each
March 2027
15MAR
15 - 19 Mar 2027Mon to Fri · 5 days
Cape TownSouth Africa · Classroom
£2,840per delegate2+ people: £2,272 each
April 2027
19APR
19 - 23 Apr 2027Mon to Fri · 5 days
FrankfurtGermany · Classroom
£3,250per delegate2+ people: £2,600 each
May 2027
17MAY
17 - 21 May 2027Mon to Fri · 5 days
BarcelonaSpain · Classroom
£3,850per delegate2+ people: £3,080 each
June 2027
21JUN
21 - 25 Jun 2027Mon to Fri · 5 days
FrankfurtGermany · Classroom
£3,250per delegate2+ people: £2,600 each
July 2027
19JUL
19 - 23 Jul 2027Mon to Fri · 5 days
RomeItaly · Classroom
£4,250per delegate2+ people: £3,400 each
August 2027
16AUG
16 - 20 Aug 2027Mon to Fri · 5 days
ViennaAustria · Classroom
£4,250per delegate2+ people: £3,400 each
September 2027
20SEP
20 - 24 Sep 2027Mon to Fri · 5 days
BarcelonaSpain · Classroom
£3,850per delegate2+ people: £3,080 each
October 2027
18OCT
18 - 22 Oct 2027Mon to Fri · 5 days
ParisFrance · Classroom
£4,500per delegate2+ people: £3,600 each
November 2027
15NOV
15 - 19 Nov 2027Mon to Fri · 5 days
FrankfurtGermany · Classroom
£3,250per delegate2+ people: £2,600 each
December 2027
20DEC
20 - 24 Dec 2027Mon to Fri · 5 days
BarcelonaSpain · Classroom
£3,850per delegate2+ people: £3,080 each
No dates in this city right now. Request a quotation and we will suggest the nearest date.
Questions
Frequently asked questions
How long is the Certified Master Negotiator course?
The course runs over 5 days of classroom training, usually Monday to Friday.
When is the next Certified Master Negotiator course?
The next public date is 14 - 18 Dec 2026 in Rome. There are 13 upcoming dates in total.
Where is this course held?
Upcoming sessions run in Rome, Vienna, Barcelona, Cape Town, Frankfurt, Paris.
How much does the course cost?
Fees start from £2,840 per delegate, depending on the city. Fees include tuition and course materials.
Do participants receive a certificate?
Yes. Delegates who complete the course receive a London Leadership Management Innovation certificate of completion.
Can this course be delivered in-house for our team?
Yes. LLMI can tailor and deliver this course privately for your organisation at your premises or in one of our training cities.
Course information last updated 14 November 2026.
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