Advanced Business Negotiation

London Stock Exchange Group Academy
Course summary
1 day
790 GBP excl. VAT
Next available date: www.lseg.com/academy - London

Course description

A Presentation Masterclass

Advanced Business Negotiation - One-day Course

The interactive course is run by a lawyer, a former partner of KPMGLegal, company director, a visiting professor and experienced corporate educator It will cover people, problems and preparation by addressing the objectives and strategy of a negotiation, diagnosing your natural negotiating style and how to adapt it for maximum flexibility, interests and positions, preparation and scoring for key issues, power, trust and rapport in negotiations, ‘haggling”, making offers and counter offers, dealing with objections, and key communication and behavioural skills for successful value based negotiations for sustainable transactions. The content and activities (including case studies) are based on his own experience and the latest research. The trainer teaches negotiations around the world most recently in Shanghai, Singapore, Dubai, Kenya and various European countries, to multinationals, corporate finance and private equity professional banks, sovereign wealth funds and government organisations.

The trainer has a facilitative style incorporating short presentations, simulations, role play, activities and DVD clips.

Suitability - Who should attend?

This one-day course has been designed to appeal to those wishing to reflect upon and further develop their negotiation skills. It is suitable for both lawyers and other professionals with some experience of negotiation.

Outcome / Qualification etc.

This course is worth 6 CPD points

Training Course Content

The workshop directly addresses the issues at the core of business negotiation by asking delegates to consider 3 central questions:

Who are the people involved?

  • Understanding human dynamics in negotiation
  • Essential communication skills
  • Assessing your own effectiveness as a negotiator
  • How to get to the heart of your counterpart’s motivations
  • Tactics
  • Difficult people
  • Difficult subject matter
  • Recognising challenges in different negotiation settings (email/ telephone/ face-to-face)

What are the problems and how can I solve them?

  • Positional and principled theories
  • How to create persuasive arguments
  • Finding mutually satisfactory solutions
  • Strategies for deadlock resolution

What is the most effective way to prepare for a negotiation?

  • Identifying ZoPAs, BATNAs
  • Walkaways and underlying interests
  • Developing strategies
  • Preparing to be adaptable

A variety of course exercises explore these themes and delegates take part in a case study based on a real-life business purchase. In addition, the above-mentioned interviewee’s insights are woven into the exercises. Delegates are provided with a comprehensive pack of material to use during and after the course comprising:

  • An overview of negotiation theories and strategies
  • A list of the top 10 tips and pitfalls
  • Exercises
  • A full copy of the interviews with the experienced negotiators
  • A bibliography
  • The case study and a set of prioritisation, preparation and evaluation sheets to continue professional development of these skill in practice.


The cost of this course is 790 + VAT per participant

LSEG Academy can work with corporate clients to:

  • Tailor an open enrolment course to meet specific needs
  • Design courses completely from scratch to cover agreed topics

About provider

London Stock Exchange Group (LSEG) Academy

LSEG Academy - Financial training from the London Stock Exchange Group

As the training arm of the world-renowned London Stock Exchange Group, LSEG Academy works to help professionals develop the practical skills they need to navigate today's rapidly evolving financial markets. Academy designs, develops and delivers courses for clients across the...

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London Stock Exchange Group Academy

10 Paternoster Square
EC4M 7LS London

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