Course Specific FAQs

The Professional Certificate in Negotiation Skills course is a three-day intensive and practical programme designed to enhance your negotiation capabilities in complex business interactions. It focuses on building professional negotiation skills through interactive learning to deliver superior results and maintain strong business relationships. This professional negotiation workshop is suitable for a wide range of business professionals aiming to improve their negotiation effectiveness.

You will learn essential negotiation strategies including managing emotions and mindset, planning negotiations, focused listening, reading people, and applying principled negotiation tactics. The course teaches the PACE framework – Performance, Attitude, Competence, Execution – to develop your negotiation skills comprehensively. This advanced negotiation training aims to increase confidence and deliver well-managed business negotiations with win-win outcomes.

The course employs an experiential learning methodology centered on the PACE framework, which covers Performance, Attitude, Competence, and Execution. It integrates straightforward theory with practical activities and real-life simulations to ensure concepts are relatable and applicable in your work environment. Participants craft personal action plans and continuing development goals to sustain their negotiation growth post-course.

This business negotiation course is ideal for professionals at all levels including those in Business Development, Procurement, Purchasing, and Sales. It also benefits experienced managers and commercial negotiators seeking to enhance negotiation skills for managers in complex transactions. The course serves those looking for corporate negotiation training to transform how they handle professional negotiations.

After full attendance and successful completion of the assessment, participants receive an Informa Certificate of Completion. This is a CPD-accredited professional negotiation skills certification that demonstrates your learning achievement and development. Delegates who do not meet the full criteria receive a Certificate of Attendance stating hours completed. Negotiation certification online options may be available as part of the course delivery.

There are no formal prerequisites, but the course builds on existing experience and is designed for professionals with some background in business interactions. It is especially useful for those who regularly negotiate with customers, colleagues, partners, or suppliers. Prior negotiation experience will help you maximize the benefits of this executive negotiation programme.

The course covers modules including introduction to the PACE framework, managing attitude and mindset, planning negotiations, reading personalities and behavioural styles, effective conversations, win-win vs. hardball tactics, Agile negotiations, BATNA and redlines, multi-party negotiations, and handling high conflict situations with integrity. Participants engage in simulations and exercises to practice these negotiation strategies.

This is a three-day in-person training course, combining interactive workshops, practical exercises, and simulations without reliance on PowerPoint. Course fees cover documentation, luncheon, and refreshments for in-person attendees. A soft copy of course materials and certificates is available for virtual participants when provided.

Attendees receive practical templates and tools to apply negotiation concepts in their workplace, alongside expert guidance from an experienced course director. The learning environment encourages active participation, and each participant develops a personal continuing development plan. Support includes access to instructional materials and a course assessment based on participation and application.

Senior management will observe increased confidence and improved handling of complex negotiations resulting in effective and balanced outcomes. The course fosters deeper, strategic relationships with customers and suppliers and enhances influential skills and self-motivation. This professional negotiation skills course is a valuable investment for organisations seeking to develop their negotiation leadership and strategic value delivery.

Informa Connect Academy is a global provider of certified professional training, offering expert-led courses in leadership, finance, HR, strategy, and more. As part of the FTSE 100-listed Informa Group, we deliver 1,000+ courses annually across in-person, live online, and digital formats, helping professionals and organisations upskill with confidence.

Informa Connect Academy delivers training across 15+ key sectors, including:

• Finance & Risk

• Human Resources

• Project Management

• Energy & Sustainability

• Maritime & Transport

• Technology & Innovation

• Leadership & Strategy

• Law, Procurement & Supply Chain

Each course is industry-relevant and globally certified, helping professionals upskill with practical tools for career growth.

Explore programmes by sector in our course catalogue or calendar.

Informa Connect Academy offers 1,000+ certified training programmes across in-person, live online, and on-demand formats. Courses cover leadership, finance, HR, strategy, operations, and more with CPD-accredited and university-backed options. Whether you're seeking flexible online learning or immersive classroom sessions in cities like Dubai, London, or Singapore, there’s a format to suit every schedule and career stage.

Our courses are led by senior certified trainers and former C-suite leaders with 15–30+ years of real-world experience. Faculty members are experts in their field, often working across Europe, the Middle East, Asia, and Australia. You’ll find bios and credentials for each trainer on the brochure, so you know exactly who’s leading your session before enrolling.

Most Informa Connect Academy courses are CPD-accredited or delivered in partnership with globally recognised organisations, including CIPD, PMI, NASBA, EFQM, WorldatWork and DMI. These accreditations ensure that our programmes meet international training standards and support your professional development goals. You can view the full list of accreditation and academic partners here.

Effective negotiation skills include preparation and planning, understanding behavioural styles, persuasive communication, managing objections, and reaching win-win outcomes. In modern business environments, negotiators must also handle conflict, navigate multi-party negotiations, and make decisions under pressure while maintaining ethical relationships.

Discover how these core negotiation skills are developed and practised during the Professional Certificate in Negotiation Skills.

Professional negotiation training teaches structured frameworks and psychological techniques that help negotiators uncover shared interests, manage power dynamics, and create value for all parties. By moving beyond positional bargaining and hardball tactics, negotiators can build long-term relationships while still achieving strong commercial outcomes.

Learn practical win-win and tactical negotiation approaches covered in this programme.

BATNA (Best Alternative to a Negotiated Agreement) is a core negotiation concept that defines your strongest alternative if an agreement cannot be reached. Understanding your BATNA helps you set clear red lines, negotiate with confidence, and know when to walk away with integrity, especially in complex or high-conflict negotiations.

See how BATNA, red lines, and decision-making tools are applied through real negotiation simulations on this course.

Handling difficult negotiators requires emotional intelligence, mindset control, and advanced communication strategies. Skilled negotiators learn how to remain fully present, manage emotions, overcome communication blocks, and respond effectively when the other party adopts aggressive or uncooperative behaviour.

Build confidence in managing challenging negotiations through hands-on exercises and expert-led guidance.

Yes. Practical negotiation training focuses on real-world application, providing tools, templates, and action plans that professionals can use immediately. Experiential learning, simulations, and reflection help embed skills so participants can negotiate more effectively with customers, suppliers, colleagues, and stakeholders straight away.

Download the course brochure to explore how this programme supports immediate and long-term negotiation performance.