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.

Can I take Certified Master Negotiator online?

Yes. Every date can also be joined live online in a virtual classroom with the trainer, for £1,280 per participant. Choose "Live online" in the dates table when you register.

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.

Certified Master Negotiator Training Course

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. Every date can also be joined live online for £1,280.

All dates as PDF

December 2026

14DEC 14 - 18 Dec 2026Mon to Fri · 5 daysNext session

RomeItaly · Classroom

£4,250per delegate2+ people: £3,400 each

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

£3,250per delegate2+ people: £2,600 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

Live online, on the same dates

Join the class in real time from your office or home: live sessions with the trainer, group discussion, course materials and a certificate of completion. Joining details are emailed before the course starts.

December 2026

14DEC 14 - 18 Dec 2026Mon to Fri · 5 daysNext session

Live onlineVirtual classroom · join from anywhere