Negotiation for Success
Growing businesses face constant negotiation pressure - with customers, suppliers, partners, investors and internal teams.
Negotiation for Success gives leaders a clear, disciplined approach that improves outcomes while protecting relationships, reputation and long‑term value.
This programme is built for the realities of SMBs: lean teams, limited time, resource constraints and the need for commercially confident leadership at every level.
What we will cover:
• Negotiation as a Leadership Capability: Positioning negotiation as a core leadership skill that shapes commercial performance, team alignment and customer relationships - not just formal deal making.
• Strategic Preparation and Interests: Helping leaders clarify objectives, constraints and walkaway points while identifying underlying interests and leverage on both sides.
• Discovery, Leverage and Influence: Using disciplined questioning timing and alternatives to influence outcomes without escalation - especially when negotiation with larger or more powerful counterparties.
• Human and Organisational Dynamics: Understanding how behaviour, assumptions, incentives and emotion affect negotiations in founder-led or fast-growing teams.
• Value Creation and Stalled Negotiations: Moving beyond concessions through structured value trades and practical techniques to unlock progess in complex, price-sensitive or politically delicate discussions.
Benefits
• Prepare strategically and negotiate with confidence
• Protect value without damaging relationships
• Navigate difficult conversations with clarity and composure
• Create value even when positions appear fixed
• Build a negotiation culture that scales with the business
Facilitated by:
Keith Burgess
Duration:
One and a half day
Who’s the course for:
• Owners, founders and senior managers
• Commercial, operations, finance and customer‑facing leaders
• Teams who negotiate with larger suppliers or customers
• Organisations scaling and needing a consistent, repeatable negotiation approach
Course delivery:
Face to face