Bored of stale negotiation training? It’s time to take a behavioural approach

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The fundamental rule of business is that people will do business with those they know and like.  Yet traditional negotiation training is very much focused on a more adversarial approach, with tactics and power play.

I’ve attended more negotiation courses than I can remember, and the focus is on how to win, which seems more short-term, and doesn’t consider that the most complex negotiations are usually for long-term contracts where relationships and collaboration are important.

Behavioural Procurement is the study of the effects of psychological, social, and emotional factors on commercial decisions and how this impacts competitive advantage.  We believe this is the number one skill for procurement professionals to master in any sector or organisation.  It seemed a necessary step to bring this knowledge to negotiation.

Taking this course enables you to read non-verbal behaviour, understand the elements of trust, learn advanced communication methods to build relationships and master your emotional triggers to maximise your chances of success in your negotiation.

Our unique, innovative blended negotiation masterclass focuses on behavioural factors which can create damage to a negotiation agreement. Designed to be as flexible as possible, virtual modules are completed with an optional add-on of a face-to-face mock negotiation at the end of the training.

This training contains access to seven foundational modules and optional advanced modules for the more experienced negotiator.

Foundational modules include:

  • Pre-negotiation planning
  • Active Listening & effective questioning
  • The science behind trust
  • Emotional triggers
  • Non-verbal analysis
  • Persuasion & Ploys
  • Power & closure

Advanced optional modules include:

  • Heuristics & biases
  • Advanced Behavioural analysis
  • Resilience
  • Mindfulness for the negotiator

Enrol now at or contact us at or 0800 009 6207


Level 5 Diamond Timetable

Exam Series Module No. of sessions Dates
May 2023
M3 & M8
29th Mar, 5th April, 19th April, 26th April
July 2023
25th May, 14th June, 21st June, 5th July
November 2023
M1 & M2
4th Oct, 11th Oct, 18th Oct, 1st Nov
March 2024
M5, M15 & M9
7th Feb, 21st Feb, 28th Feb, 6th March

Level 4 Diamond Timetable

Exam Series Module No. of sessions Dates
March 2023
M3, M5, M7
10th Jan, 24th Jan, 31st Jan, 7th Feb, 21st Feb, 28th Feb
May 2023
M4 & M6
28th March, 4th April, 25th April, 2nd May.
July 2023
6th June, 20th June, 4th July.
November 2023
M1 & M2
10th Oct, 17th Oct, 24th Oct, 31st Oct, 7th Nov