Introduction to Negotiation Skills

  • Level: Intermediate
  • E-learning: 1.5 hours
  • Modules: 4
  • Quiz: Multiple choice
  • Certificate: Digital
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Course overview

This online course will give retail buyers the core negotiation skills that they need. The eLearning provides useful tips, skills and techniques to enable retail buyers to plan, prepare and conduct negotiations with suppliers more effectively.

The eLearning includes a personal TKI conflict report, which details preferred negotiation styles and anticipated responses to conflict, along with suggestions on how to be more agile in using different negotiating styles for more successful outcomes.

In this course, you will learn:
  • How to establish the business objectives of a negotiation and what a negotiation is
  • Why conflict in negotiation occurs, how to respond to it and how to deal with it
  • How to use a six-step negotiation framework to plan, conduct and conclude negotiations
  • Actions to become more effective and efficient in negotiations

Modules in more detail

  1. Introduction to negotiating – the art of negotiation, different types of negotiation and its importance within business strategy and success
  2. Business objectives of a negotiation – what a business needs and wants from a negotiation and how to set goals to achieve specific outcomes
  3. Conflict within negotiations – understanding conflict within negotiations to manage it, respond effectively and shape outcomes
  4. The six-step negotiation framework – explore a six-step negotiation framework for effective negotiation, covering all aspects from planning to conclusion

Who is this course for?

  • All intermediate-level retail buying roles
  • Those with little or no previous formal training who now hold senior retail buying positions or have responsibility for supplier contracts
  • Merchandisers/merchandise planners who have an involvement in negotiations

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