CMS Skills For Future Facing Teams: The negotiator’s toolkit

This immersive learning introduces practical negotiation tools and techniques that can be applied in day-to-day conversations, stakeholder discussions, and supplier or internal negotiations.  Featuring group chat prompts and individual reflection, we’ll draw on core ideas such as preparing for power, clarifying objectives and BATNA, identifying negotiable issues and concessions, separating people from the problem, recognising common ploys and tactics, and using a clear negotiation framework to move from information sharing to agreement.  

We will:  

• Define key stages of an effective negotiation and use a simple framework to structure conversations from preparation to agreement.
• Prepare effectively by clarifying objectives, identify negotiable issues, set a walk-away position, and consider a BATNA.
  Use perspective-taking to build stronger proposals, recognise common negotiation tactics, and respond calmly without damaging the relationship.
• Apply practical language and behaviours that separates people from the problem, break stalemates, and trade concessions more effectively.