Improve Your Negotiating skills

A practical training workshop

Course Overview

A comprehensive training course aimed at improving your negotiating skills.

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Testimonials

Many individuals have benefited a lot from attending the Negotiation Gym day.

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Course Structure

An enjoyable one day session delivered in house, with an emphasis on practical skills. 

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Suitability & Cost

Negotiation happens in all our daily lives, every day, so everyone can benefit.

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Course Overview

A comprehensive training course aimed at improving your negotiation skills.

Fun and practical workout

Negotiation Gym aims to help you find out the strengths and weaknesses of your personal negotiating style, and to make improvements. It contains a set of exercises for you to practise and beef up the full range of negotiating skills – like a workout in the gym building up a range of different muscles.

Gain insights and skills

You will work on all the practical negotiation skills: working out the other side’s underlying interests, asserting your position, valuing and trading concessions, finding creative solutions, claiming value, and maintaining empathy. You will be able to identify tricky tactics and how to deal with them.

Read more about Negotiation Styles.

Testimonials

Many organisations and individuals have benefited from attending Negotiation Gym, including BAT, Thoughtworks, Superdrug, Hitachi, Miller Insurance, Foxtons, Savills, Omnicom, DMGT and Condé Nast.

Good to learn my personal style and where everyone else’s fits in the negotiation circle.

Lindsey Young, Learning & Development manager, Flightcentre

Negotiation Gym
2020-09-18T08:21:51+01:00

Lindsey Young, Learning & Development manager, Flightcentre

Good to learn my personal style and where everyone else’s fits in the negotiation circle.

Great ratio of practice and theory. The live negotiations were excellent.

Salim Barkett, Synthesis Global

Negotiation Gym
2020-09-16T14:08:30+01:00

Salim Barkett, Synthesis Global

Great ratio of practice and theory. The live negotiations were excellent.

Highly relevant to my role, will be able to apply in a work situation.

Simon Marshall, Commercial Director, Countryside Properties

Negotiation Gym
2020-09-18T08:15:56+01:00

Simon Marshall, Commercial Director, Countryside Properties

Highly relevant to my role, will be able to apply in a work situation.

Really enjoyed the session - much more engaging and interactive than I expected.

Tamsin Hyde, L&OD Project Manager, British Red Cross

Negotiation Gym
2020-09-18T08:22:48+01:00

Tamsin Hyde, L&OD Project Manager, British Red Cross

Really enjoyed the session - much more engaging and interactive than I expected.

Negotiation Gym begins by drawing on a really interesting analysis of negotiation styles, which I’d not encountered before, and then leads to plenty of opportunity to practice as we grow in awareness of our strengths and weaknesses.

Jonathan Robbins, Age UK

Negotiation Gym
2020-09-16T14:07:45+01:00

Jonathan Robbins, Age UK

Negotiation Gym begins by drawing on a really interesting analysis of negotiation styles, which I’d not encountered before, and then leads to plenty of opportunity to practice as we grow in awareness of our strengths and weaknesses.

A really good day crammed with useful practical learning.

Sanchia Moraes, Miller Insurance

Negotiation Gym
2020-09-16T14:07:09+01:00

Sanchia Moraes, Miller Insurance

A really good day crammed with useful practical learning.

Really enjoyed the day, and felt we experienced, and could experiment with, different types of negotiations

Nicole Adamides, People Development & Culture Manager, Howard Kennedy LLP

Negotiation Gym
2020-09-18T08:22:20+01:00

Nicole Adamides, People Development & Culture Manager, Howard Kennedy LLP

Really enjoyed the day, and felt we experienced, and could experiment with, different types of negotiations

Very useful session with skills that are transferable across industries and activities. Helpful role plays. The best course I have taken recently.

Barbara Kane, Head of Professionalism, LGT Vestra LLP

Negotiation Gym
2020-09-18T08:15:15+01:00

Barbara Kane, Head of Professionalism, LGT Vestra LLP

Very useful session with skills that are transferable across industries and activities. Helpful role plays. The best course I have taken recently.

Trying out different styles gave me more range and confidence in negotiating.

Hanaa Abdallah, Thoughtworks

Negotiation Gym
2020-09-15T14:01:49+01:00

Hanaa Abdallah, Thoughtworks

Trying out different styles gave me more range and confidence in negotiating.

The course was engaging through its use of practical scenarios and skills practice.

Richard Griffiths, Talent Development, Southern Water

Negotiation Gym
2020-09-18T08:20:46+01:00

Richard Griffiths, Talent Development, Southern Water

The course was engaging through its use of practical scenarios and skills practice.

Excellent. Engaging, solid, practical content delivered with a light touch.

Farah Hussain, Learning & Development manager, Vue Cinemas

Negotiation Gym
2020-09-18T08:07:38+01:00

Farah Hussain, Learning & Development manager, Vue Cinemas

Excellent. Engaging, solid, practical content delivered with a light touch.

Very thought provoking. Useful to have so many practical role plays.

Jane Osgood, Head of Learning and Development, Superdrug

Negotiation Gym
2020-09-18T08:18:00+01:00

Jane Osgood, Head of Learning and Development, Superdrug

Very thought provoking. Useful to have so many practical role plays.

Excellent workshop. Learned fascinating insights into negotiation and certainly my own styles and areas for improvement.

Steve Clark, Senior Account Director, Taxi Media

Negotiation Gym
2020-09-18T08:12:48+01:00

Steve Clark, Senior Account Director, Taxi Media

Excellent workshop. Learned fascinating insights into negotiation and certainly my own styles and areas for improvement.

Really good learning experience, useful techniques and good pace to the session.

Sam Hatton, Account Director, Mail Metro Media

Negotiation Gym
2020-09-18T08:12:06+01:00

Sam Hatton, Account Director, Mail Metro Media

Really good learning experience, useful techniques and good pace to the session.

Really enjoyed the content and delivery, they gave valuable lessons that can be practically employed.

James Ingles, Associate Director, Savills

Negotiation Gym
2020-09-18T08:19:50+01:00

James Ingles, Associate Director, Savills

Really enjoyed the content and delivery, they gave valuable lessons that can be practically employed.

The role plays enabled valuable insight and helped me develop confidence.

Nicola Manuel, Learning and Development Manager, New Homes Group

Negotiation Gym
2020-09-18T08:16:28+01:00

Nicola Manuel, Learning and Development Manager, New Homes Group

The role plays enabled valuable insight and helped me develop confidence.

Great tools, very useful and eye opening. Exceeded my expectations.

Tomas Ferge, BAT

Negotiation Gym
2020-09-16T14:06:00+01:00

Tomas Ferge, BAT

Great tools, very useful and eye opening. Exceeded my expectations.

A really good balance between theory and practice. Very useful day.

John Gillie, COO, Envision Pharma

Negotiation Gym
2020-09-18T08:17:27+01:00

John Gillie, COO, Envision Pharma

A really good balance between theory and practice. Very useful day.

Very engaging and practical course. Enjoyable and informative.

George Sykes, Quantity Surveyor, Countryside Properties

Negotiation Gym
2020-09-18T08:16:58+01:00

George Sykes, Quantity Surveyor, Countryside Properties

Very engaging and practical course. Enjoyable and informative.

An immersive learning experience packed with interesting scenarios and role plays which really tested my negotiation style and taught me to approach negotiations in a whole new manner.

Laura Kuth, Foxtons

Negotiation Gym
2020-09-15T14:05:43+01:00

Laura Kuth, Foxtons

An immersive learning experience packed with interesting scenarios and role plays which really tested my negotiation style and taught me to approach negotiations in a whole new manner.

A very good session from which I benefitted personally and was able to scope out future sessions inhouse.

Verity Stroud, Head of Learning & Development, Miller Insurance

Negotiation Gym
2020-09-18T08:14:07+01:00

Verity Stroud, Head of Learning & Development, Miller Insurance

A very good session from which I benefitted personally and was able to scope out future sessions inhouse.

Thoroughly enjoyable day, lots to learn.

Guy Evans, Sales Director, Foxtons

Negotiation Gym
2020-09-18T08:19:21+01:00

Guy Evans, Sales Director, Foxtons

Thoroughly enjoyable day, lots to learn.

Really enjoyed the day. Role plays were fantastic to put the concepts into practice. Good level of content – enough to really improve without overloading.

Christabel Roberts, Learning & Development Manager, Lipsy

Negotiation Gym
2020-09-18T08:18:32+01:00

Christabel Roberts, Learning & Development Manager, Lipsy

Really enjoyed the day. Role plays were fantastic to put the concepts into practice. Good level of content – enough to really improve without overloading.

Very useful session providing update on negotiations using different styles.

Sharon Webster, Head of Learning and Development, Omnicom

Negotiation Gym
2020-09-18T08:09:18+01:00

Sharon Webster, Head of Learning and Development, Omnicom

Very useful session providing update on negotiations using different styles.

The day was really well structured – a very interesting day of training. It was very engaging, and lots to learn about different negotiation styles.

Becky Hawkins, Finance Business Partner, Condé Nast

Negotiation Gym
2020-09-18T08:13:24+01:00

Becky Hawkins, Finance Business Partner, Condé Nast

The day was really well structured – a very interesting day of training. It was very engaging, and lots to learn about different negotiation styles.

Mike came across as very knowledgeable and encouraging throughout the session.

Laura Kuth, Foxtons

Negotiation Gym
2020-09-16T14:09:08+01:00

Laura Kuth, Foxtons

Mike came across as very knowledgeable and encouraging throughout the session.

Great session. Trainer’s feedback was on point without being threatening. Good exercises and good balance with theory.

Ronja Torspecken, People Development Manager, CLIC Sargent

Negotiation Gym
2020-09-18T08:23:16+01:00

Ronja Torspecken, People Development Manager, CLIC Sargent

Great session. Trainer’s feedback was on point without being threatening. Good exercises and good balance with theory.

The concepts and principles that Mike deftly teaches regarding negotiation skills, introduced through real life scenarios, simple and complex use cases, and direct interaction with counterparts and colleagues, will have an immediate and positive impact to any organization.

Pat Eldridge, Principal, Alpha Financial Markets Consulting, New York

Negotiation Gym
2020-09-16T14:09:48+01:00

Pat Eldridge, Principal, Alpha Financial Markets Consulting, New York

The concepts and principles that Mike deftly teaches regarding negotiation skills, introduced through real life scenarios, simple and complex use cases, and direct interaction with counterparts and colleagues, will have an immediate and positive impact to any organization.

A great insight into the complexity of negotiation plus some great approaches, knowledge and skills to become a better negotiator.

Kieren Puffett, Bauer Academy

Negotiation Gym
2020-09-18T08:11:33+01:00

Kieren Puffett, Bauer Academy

A great insight into the complexity of negotiation plus some great approaches, knowledge and skills to become a better negotiator.

Great tools, very useful and eye opening. Exceeded my expectations.

Tomas Ferge, Commercial team, BAT, Germany

Negotiation Gym
2020-09-18T08:21:17+01:00

Tomas Ferge, Commercial team, BAT, Germany

Great tools, very useful and eye opening. Exceeded my expectations.
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Negotiation Gym

Course Structure

An enjoyable one day session delivered in house or by Zoom, with an emphasis on practical skills. We also run regular sampler days for L&D professionals to try out the day for themselves at a much reduced rate.  Please enquire for more details.


One Day Course

This one day course contains an introduction to Harvard negotiation theory, analysis of the participants’ natural negotiating styles, numerous short exercises and four full-length observed case studies.

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Learning Materials

All course materials are taken from the Harvard Law School/Harvard Business School negotiating course. We have special dispensation to use Harvard’s own case studies and to teach the Harvard method.

Suitability 

Negotiation happens in all our daily lives, every day, so everyone can benefit. Our recommendation would be a minimum of four and maximum of ten participants. Between six and eight works especially well, as it means pairing up with a full range of “opponents”. However, it may be better not to mix very senior and very junior levels of staff in the same course.

Cost

The course fee is £1,850+VAT per day plus travel and materials, irrespective of attendee numbers.

Course Facilitator

Mike Baker, a Cambridge graduate, has spent twenty-five years in the media and advertising business. He has completed three courses at the Program on Negotiation (PON) at Harvard Law School/Harvard Business School. He is also an alumnus of negotiation courses at Ashridge, TKI and Scotwork. 

Mike Baker

Course Leader

The Five Conflict Modes

According to the Thomas-Kilmann Instrument, there are five prevailing conflict modes, or styles. We each reflect a preference for one style above others, but there’s a place for each one and with practice we can learn to use them all at the appropriate time.

Competing

This very assertive style puts more emphasis on winning than on nurturing a caring long-term relationship. You steamroll your way to victory. It is suitable when we are convinced we are right, or in a very strong bargaining position, when there’s a lot to gain, when success is vital, or there’s little time for niceties. The downside of competing aggressively is that it can leave the other side feeling hard done by, resentful and uncommitted.

Accommodating

Accommodating puts the relationship ahead of our short term interests, and accepts a less than ideal outcome in the interests of peace. We’ll live to fight another day by giving ground now. This highly non-assertive behaviour is useful when we realise our position is weak, or when we are building emotional credit with our counter-party. The risk is that they take their gains for granted and expect us to be a pushover next time.

Avoiding

This is a classic non-engage strategy. We’d rather put off confrontation or avoid it altogether. It is suitable when we just don’t care to argue, or when the conflict is trivial and not worth the dispute. Right now perhaps may be the wrong time, or we may be lacking authority to act immediately, or missing vital information which would help us to negotiate. The style can be effective in buying some time, but is frustrating to deal with.

Compromising

This “split the difference” approach sees the combatants meeting in the middle. When both parties give up equal portions of our objectives, neither gets exactly what we want, but it seems a fair way to settle our differences. Compromising doesn’t exactly optimise our relationship, but doesn’t harm it much either. It’s the knee-jerk solution: easy to grasp and pragmatic when time is short. But it may miss some valuable nuances and gains.

Collaborating

Collaborating, or working together, is the win-win solution. It involves really understanding the other side’s interests. It disregards a quick solution in favour of more creative and constructive ways to solve problems. Yes, it takes effort and active listening skills, but if the game is worth the candle, this is the solution which serves both parties’ best interests and builds our relationships in the longer term. Reserve it for when the outcomes justify the investment.

Contact

 
If you would like more information on how you and your team can improve their negotiation skills complete the form below or contact us by email or phone.