Negotiation Development Programme
A development programme gives you something that neither an open course nor an in‑company variant can deliver: A course can lift competencies. A development programme can change behaviour.
Impact
Achieve measurably better and more sustainable results through research-based tools and proven negotiation methods.
Clarity
Gain greater confidence in choosing the right strategy for any situation: Grow, Plant, or Harvest.
Awareness
Develop a stronger understanding of your own negotiation profile and targeted behavioural development.
Mastery
Hands-on training that enables participants to perform effectively throughout the entire negotiation process.
Why a development programme?
When an organisation wants to strengthen its negotiation capability across roles and functions, a single course is rarely enough.
Negotiation is a discipline that develops over time — through training, reflection, feedback, and a shared practice that becomes part of everyday work. That is why we offer a full negotiation development programme, where we work with your team across several modules and connect the learning directly to your reality. →
Programme focus:
As‑is assessment: Where are you today?
The programme begins with a mapping of your current approach to negotiation: strengths, blind spots, collaboration patterns, and organisational practices. This provides a shared starting point and a clear direction for the programme.
Progression and behavioural anchoring
Competencies are built over time. Participants work with concrete negotiations between modules, and we follow up with sparring, feedback, and adjustments. This is where behaviour changes.
Individual coaching and team coaching
We work both with each negotiator’s strengths and challenges — and with the team’s collective way of preparing, analysing, and executing. This creates a stronger shared practice.
Adaptation of tools to your context
The models are the same as in the course, but we adapt them to your reality and expand them as needed: your categories, your supplier landscape, your internal processes. This makes the tools far more applicable.
Real cases from your daily work
We work with your own negotiations — not generic exercises. This creates relevance, ownership, and direct impact at both the individual and group level.
How is the programme structured?
A typical development programme consists of 4–6 modules over 2–4 months. Between modules, participants work on concrete negotiations, which we follow up on in the next module. The structure may look like this:
- Module 1: As‑is assessment, shared language, core models
- Module 2: Strategy, analysis, preparation, case work
- Module 3: On‑stage/off‑stage training, tactics, counter‑moves
- Module 4: Individual coaching, team coaching, anchoring
The development programme is designed for organisations looking to:
Strengthen team negotiations through shared standards, sharper supplier dialogue, and stronger commercial decision-making.
Develop negotiation capabilities across teams in ways that create meaningful behavioural change and stronger business outcomes.
Professionalise negotiations across teams within Procurement, Sales, Supply Chain, Category Management, and contract management functions.
The impact - when a team completes a development programme together, you gain:
- Stronger negotiation results
- More consistent decisions
- Better cross‑functional collaboration
- Higher quality in preparation and analysis
- Greater confidence in pressured situations
- A shared professional standard
- An entire organisation equipped to negotiate
Practicalities
The programme can be delivered physically or as a blended learning programme where in‑person learning modules are combined with online lessons. Length, content, and structure are tailored to your needs — but the method, progression, and behavioural anchoring remain the same.
Our courses
B2B Negotiation offers both standard courses and tailored negotiation and relationship management programmes designed to meet specific organisational needs.
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