Most negotiation courses teach tactics. This one teaches people.
Successful negotiators know that outcomes are rarely determined by clever techniques alone. They understand that trust, emotions, preparation, relationships and communication often have a greater impact than the negotiation strategy itself.
Our two-day Behavioural Negotiation Masterclass explores the behavioural science behind negotiation, helping delegates understand how people think, make decisions and respond under pressure.
Rather than relying on outdated negotiation tricks, you’ll develop the confidence, self-awareness and practical skills needed to negotiate more effectively in today’s collaborative business environment.
Traditional negotiation training often focuses on tactics such as anchoring, concessions and bargaining.
While these techniques still have their place, the most successful negotiators recognise that lasting agreements are built on much more than strategy.
Every negotiation is influenced by human behaviour.
Whether you’re negotiating with suppliers, customers, colleagues or stakeholders, emotions, assumptions and unconscious biases influence decisions long before figures are discussed.
Understanding these behavioural factors helps negotiators:
How people make decisions
Behavioural science in negotiation
Common cognitive biases
The impact of first impressions
The science behind trust
Creating psychological safety
Building credibility
Developing long-term relationships
Ethical persuasion techniques
Influencing without manipulation
Understanding motivation
Adapting communication styles
Managing conflict constructively
Handling objections
Responding to challenging behaviours
Maintaining positive relationships
✅ Preparing beyond numbers
✅ Understanding stakeholder motivations
✅ Planning behavioural strategies
✅ Identifying risks and opportunities
✅ Managing conflict constructively
✅ Handling objections
✅ Responding to challenging behaviours
✅ Maintaining positive relationships
This isn’t a course where you’ll simply listen to presentations.
Throughout the two days you’ll take part in:
✔ Interactive workshops
✔ Behavioural exercises
✔ Negotiation planning activities
✔ Group discussions
✔ Video analysis
✔ Real business scenarios
✔ Individual feedback
The course culminates in a comprehensive mock negotiation, allowing delegates to apply everything they’ve learned in a realistic environment before receiving structured feedback to support their continued development.
Our Behavioural Negotiation Masterclass is delivered as a two-day in-house programme for organisations across the UK.
“In my opinion BAO delivered the best training I have ever received, it was pitched at the right level, there was a great balance of theory and audience participation, the activities were relevant and were timed really well which supported with audience engagement.
The content was really relevant and I particularly enjoyed learning about the ‘softer’ side of negotiation skills as this was a very different approach to what I have been taught in the past.”
– OLIVIA BARBER, SEVERN TRENT WATER
Take the first step and send us your enquiry form… click below and we’ll do the rest.
| Exam Series | Module | No. of sessions | Dates |
|---|---|---|---|
|
March 2024
|
M2 & M3
|
6
|
15th Jan, 29th Jan, 5th Feb, 19th Feb, 26th Feb, 4th Mar
|
|
May 2024
|
M4
|
3
|
15th Apr, 22nd Apr, 29th Apr
|
|
July 2024
|
M5
|
3
|
3rd June, 10th June, 24th June
|
|
Nov 2024
|
M1
|
3
|
7th Oct, 21st Oct, 4th November
|
|
Mar 2025
|
M2&M3
|
6
|
13th Jan, 20th Jan, 27th Jan, 10th Feb, 24th Feb, 3rd March
|
|
May 2025
|
M4
|
3
|
7th Apr, 14th Apr, 28th Apr
|
|
July 2025
|
M5
|
3
|
2nd June, 16th June, 30th June
|
| Exam Series | Module | No. of sessions | Dates |
|---|---|---|---|
|
March 2024
|
M2 & M5
|
5
|
25th Jan, 1st Feb, 8th Feb, 22nd Feb, 29th Feb
|
|
May 2024
|
M4 & M7
|
4
|
18th April, 25th April, 2nd May, 9th May
|
|
July 2024
|
M3 & M8
|
5
|
30th May, 20th June, 27th June, 4th July, 11th July
|
|
November 2024
|
M1
|
3
|
10th Oct, 24th Oct, 7th Nov
|
|
Mar 2025
|
M2 & M5
|
5
|
30th Jan, 6th Feb, 13th Feb, 27th Feb, 6th Mar
|
|
May 2025
|
M4 & M7
|
4
|
3rd April, 10th April, 1st May, 8th May
|
|
July 2025
|
M3 & M8
|
5
|
5th June, 12th June, 19th June, 26th June, 3rd July
|
| Exam Series | Module | No. of sessions | Dates |
|---|---|---|---|
|
March 2024
|
M5, M15 &
M9
|
4
|
31st Jan, 7th Feb, 21st Feb, 28th Feb,
6th March
|
|
May 2024
|
M3 & M8
|
4
|
10th April, 17th April, 24th April, 1st May
|
|
July 2024
|
M4
|
3
|
5th June, 11th June, 26th June
|
|
November 2024
|
M1 & M2
|
5
|
9th Oct, 16th Oct, 23rd Oct, 30th Oct, 6th Nov
|
|
Mar 2025
|
M15, M5, M9
|
5
|
29th Jan, 5th Feb, 12th Feb, 26th Feb, 5th March
|
|
May 2025
|
M3 & M8
|
4
|
9th April, 16th April, 30th April, 7th June
|
|
July 2025
|
M4
|
3
|
4th June, 18th June, 2nd July
|
| Exam Series | Module | No. of sessions | Dates |
|---|---|---|---|
|
March 2024
|
M3, M5, M7
|
6
|
23rd Jan, 30th Jan, 6th Feb, 20th Feb, 27th Feb, 5th March
|
|
May 2024
|
M4 & M6
|
4
|
9th April, 16th April, 23rd April, 30th April
|
|
July 2024
|
M8
|
3
|
4th June, 18th June, 3rd July
|
|
November 2024
|
M1 & M2
|
5
|
8th Oct, 15th Oct, 22nd Oct, 29th Oct, 5th Nov
|
|
March 2025
|
M3, M5, M7
|
5
|
29th Jan, 5th Feb, 12th Feb, 26th Feb, 5th March
|
|
May 2025
|
M4 & M6
|
4
|
8th April, 15th April, 29th April, 6th June
|
|
July 2025
|
M8
|
3
|
10th June, 24th June, 8th July
|