Negotiation Skills Training

Course Outline

In the challenging world of UK Grocery Retailing, the demand on a supplier’s sales & marketing teams to achieve profitable growth has never been greater. The bottom line is always under threat. This CPD accredited Negotiation Skills Training course goes beyond basic negotiation skills. It helps Learners to improve their confidence, achieve win:win outcomes. Allowing them to build long-term mutually profitable relationships.

Negotiation Skills Training

This is a Negotiation Skills training Course of 1+1+1 classroom days, spaced over 4 months. Specifically designed for suppliers to the UK Grocery Industry, it includes support in between training days designed to make the learning stick. You will experience our unique training method Sticky Learning ®.
The course will be delivered by a world class tutor that has worked in the UK Grocery Industry. In addition, like all of our training courses, it includes our ROI guarantee.
This training course will change the way Learners think about negotiation. It will develop their approach to feel more equal when confronting powerful supermarket buyers.

Create Your Negotiation Playbook

In American football they have a playbook. A way of preparing for the game by identifying different plays in advance. They then they manage the game against the playbook.
In our Negotiation Skills training course we have something similar. We call it the ‘Your Negotiation Playbook’. It’s your very own negotiation plan of action. A way of preparing and then managing the negotiation using your playbook.
We encourage Learners to fill out their playbook in advance of the negotiation. This ensures they are fully prepared for the different scenarios the negotiation could take. They can then react, by simply following their pre-planned strategies or ‘plays’.

Learning Objectives

By the end of this Negotiation Skills training, the Learner will be able to:

Understand their strengths and weaknesses and how to reduce their weaknesses and improve their strengths.
Recognise a good and bad negotiation and be able to thoroughly explain why it was good or bad.
Prepare for every negotiation using a structured approach.
Identify which stage of the negotiation they are in, at any time during a negotiation.
Have improved confidence when negotiating.
Use a variety of tools to reduce deadlock, solve problems, and get their points across more effectively.
Hopefully, the term ‘Sticky Learning ®’ has intrigued you. Whilst you probably also guessed a sense of what it is about.
In short, Sticky Learning ® is our own unique learning method. A method that we have developed to help Learners Realise more of what they have learnt. To help them be able to Recall more of what they have learnt. And Retain more of what they have learnt. Furthermore, in 2016 we upgraded this unique training method to include habits formation. We feel this has become a big part of helping Learners to use more of what they have learnt.
This is good for our clients. It means that the money they spend with us is better invested than with other training providers. This is because, by following our methods, the learning is put to use for longer.

Making the Learning Stick

Your tutor for the Negotiation Skills training course will be Andrew Grant

Andrew Grant:

Andrew has extensive Commercial Buying and Marketing experience gained at a senior level with a number of the UK’s largest and most respected retailers. A graduate trainee at Sainsbury’s, 13 years at Tesco UK and Internationally -responsible for numerous product categories including Fresh Foods, Impulse and Non-Foods.
Andrew has experience of Entertainment categories at WH Smith and Beers, Wines, Spirits and Tobacco experience with both Thresher Group and Somerfield Stores. He combines this comprehensive category knowledge with highly developed negotiation skills and an in-depth experience of category management and business development planning gained trading with major blue chip FMCG suppliers.
Andrew has a BA(Hons) Degree in Human Geography from University of Reading. His favourite film is Die Hard.

Negotiation skills challenged me to examine my existing negotiation belief and turned it on its head. I am now prepared, confident and listen going into a negotiation. I now honestly believe in win/win and am thrilled to have been given the opportunity to do the course.”

Emma KeatingAccount Manager, O’Brien Fine Foods

Ideal Learners

Our Negotiation Skills training course is for everyone that negotiates. However, the investment in this negotiation training course means that this is ideal for Account Managers, Category Managers, and some Marketers. Primarily because of their accountability for high sales values. Live negotiations with case studies are an essential part of this programme. It is not for the faint hearted!
10 Learners because this drives enough discussion between the learners to explore the skill well, whilst not too many that any single Learner gets ‘lost’ in the debate.
If you do not have up to 10 people please check out our 121 Executive Coaching, which can help just you to learn this skill.
Alternatively, contact us and we will do our best to tailor to your specific needs.

Learners Per Course

10 Learners

Training Topics Covered

Negotiation Skills training is over 3 (1+1+1) days, spaced over 4 months.

These 3 days, spaced over 4 months, will help the Learner to save/increase their profitability. Moreover, they will achieve more win-win outcomes, and improve their confidence.
We adapt our courses to the individual needs of our clients. However, our Negotiation Skills training typically covers the following:
1. Refresh on ‘Learning To Learn’.
2. The map that makes a negotiation.
3. How to manage conflict.
4. Building confidence.
5. Handling deadlock.
7. An effective negotiator.
8. Negotiation signals.
9. People roles in a negotiation.

Interested in This Negotiation Skills Training Course?

Let us help you to sell it to your boss, because two heads are better than one!


£225 per Learner per day.

The total cost for up to 10 Learners for the 3-day Negotiation Skills training course is £6,750 plus vat. This includes sticky pieces, and the 5 level evaluation ‘Chain of Evidence’.
The training is held on-site at the client’s premises. Alternatively, we can organise an off-site venue and charge it back to the client.
There are many evaluation methods for training. Each tries to find the holy grail of return on investment. We use Donald Kirkpatrick’s four level training evaluation model as a base. Why? Because it has stood the test of time, since 1953.
1: Reaction: How did the Learners react to the training?
2: Learning: How much learning did the Learners get?
3: Behaviour: How much have the Learners used the learning?
4: Results: How much effect did the Learner’s learning have on performance?
Few training providers measure the return on investment beyond the level 1 reaction. We have added one further level:
5: Sponsor: How much did we achieve the sponsor’s objectives?

Measuring Return on Investment

Training Course Duration

At MBM we no longer offer 1-day courses due to their limited effect.
This Negotiation Skills training course benefits from our Sticky Learning ® unique training method. This enables Learners to learn more, learn more quickly, and learn more easily.
Sticky Learning ® is a key part of the 4 month training course. It consists of pre-work, Learning To Learn 1/2 day training course, a Foundation day training course, an embedding day, and an Advanced 1 day training course (4 months after the Foundation training course).
In between the Foundation training course and the Advanced training course, the Learner will be challenged to complete ‘Sticky Pieces’. This appeals to the 70:20:10 learning model. These are desk-based activities that help the Learner to change their long term behaviour by identifying a habit that they wish to adopt to embed the new skill.
The Learner is also given:
1. Access to our skill specific and learning objective specific ‘Knowledge Vault’.
2. Email and telephone support throughout the 4-month training course.
3. An option to bolt on ‘Individual Coaching’ to support the Learner further.
4. An option to bolt on a 1/2 day ‘Annual Refresh’ to further enhance the learning in the future.
5. A free book – ‘Bare Knuckle Negotiating‘.

Book Now

Contact us to learn more about how Negotiation Skills training can help you.