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Professional Skills Course

PSC Elective - Negotiation skills


An introduction to planning and handling successful negotiations.

Trainees learn to be competent (and even sophisticated) negotiators, able to use effective strategies and tactics, and able to respond to those used by others.


As a result of attending the course, you will:

  • plan more effectively
  • choose negotiation strategies and techniques that work
  • identify and use negotiation levers to get the best results
  • respond successfully to the techniques used by others



1. What is negotiation Defining the term and understanding your aims

2. What do skilled negotiators do? Identifying the behaviours that work, and those that don’t

3. Competitive or Co-operative Negotiation?  Characteristics, advantages and disadvantages

4. Breaking deadlocks Techniques for making progress

5. Identifying Personal Styles How to develop a range of approaches Controlling your emotions Behaviours that build trust

6. Preparation Why you should identify gaps in your knowledge How to set objectives, identify the important issues, and select the right strategy

7. The Negotiating Process When and how to open a negotiation Making proposals, making concessions, and using deadlines Techniques for making progress Deciding when to stop negotiating


This is a very practical course, including games as well as commercial and legal negotiations.

The tutor will give feedback on the delegates’ work during and after the negotiation exercises.

This course requires two adjacent rooms.


6 hours


Trainee solicitors

Maximum 20 per course


Doug Robinson
Peter Kinch
Roxanne Frantzis
Tanya Gass

To discuss how we can help call Linda Moran on 0114 273 8300.