Introduction to Negotiation


Negotiation is a process, and this course explains when negotiation is appropriate, different types of negotiation, some common negotiation tools and tactics, and how to be successful.

Target Audience

This course is suitable for Development and Regeneration staff  within Registered Providers and others with responsibility for delivering projects, as negotiation is a key skill in many scenarios, whether purchasing land, seeking a planning permission, managing consultants or contractors or obtaining internal approval.

Entry or Pre-course Requirements

None, although it is helpful if delegates have a good understanding of professional project management tools and techniques, such as provided by Introductory Certificate in Project Management.

Recommended Reading


Related Courses

Introductory Certificate in Project Management

Course Plan

This course covers the following subject areas:

  • Welcome
  • The basics, icluding when to negotiate
  • The negotiation process.
  • The importance of preparation incl variables and BATNAs.
  • Choosing the right strategy.
  • Positional bargaining (distributive) & win/win (integrative) negotiation.
  • Managing the meetings.
  • Closing the deal.
  • Tips, tricks and tactics.
  • Finish


Intensive interactive classroom-based learning with exercises


Andrew Drury


½ day


CPD accreditation can be obtained for this course if required.


On completion of this course you will be provided with an HATC certificate.


To book a place on this course email us by clicking here

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Course Details

We are in the process of publishing all course details on our website. In the mean time please contact us for further information.

Conditions Of Application

All prospective students must read the following conditions before submitting the application form.

  1. Once a student is accepted onto the course, fees are not refundable in part or in total unless the course is cancelled by HATC in which case a full refund will be provided.
  2. HATC reserves the right to make minor change lecture times, venue or other arrangements but will advise students in advance of the course date.
  3. The course fee includes the examination fee for one attempt at the APM IC exam. If the student wishes to re-take the exam there will be an additional charge. Such charges will be reasonable, and will be set on the basis of HATC’s cost-recovery only.
  4. The above conditions will be subject to interpretation in English law courts.