Negotiation Skills Workshop Toolkit for Trainers and Facilitators
For consultants and corporate trainers who want a full, ready-to-run programme with zero guesswork.
Who it’s for
Training providers, L&D teams, and independent consultants who run in‑company or open workshops and need a proven, practical format participants can use right away. The toolkit gives you structure, activities, and tools that land with senior stakeholders and frontline teams alike
What’s inside
Editable 60‑slide deck
A complete PowerPoint that takes you from welcome to close. Sessions include expert negotiator habits, preparation frameworks, mapping parties, opening and rapport, offers and anchoring, pricing and the Give‑Get method, communication and influence, negotiation styles, challenging scenarios, and a live simulation with action planning. Slides are grouped by session and align with the agenda and handouts.
The deck highlights research on what experts do differently and includes prompts you can use on the spot.
Trainer’s Notes workbook (29 pages)
Slide‑by‑slide guidance with suggested wording, coaching notes, and debrief prompts. Each note maps directly to a slide number, so you always know what to say, ask, and watch for. You also get tips to flex for entry‑level or advanced groups.
Participant Worksheets (print‑ready, 13 pages)
Delegates get simple, robust tools they’ll keep using:
- Goals and definitions.
- Planning framework and stakeholder map.
- Give‑Get Log and “Three Packages, One Trade” role‑play.
- Style self‑assessment, scoring, and profiles.
- One‑Page Deal Plan, simulation notes, and personal action plan.
Trainer’s “At‑a‑Glance” agenda
A two‑page schedule with exact timings, slide ranges, activities, and materials for each block. Keep it by your laptop and stay perfectly on pace.
Materials checklist
One page that lists every session, the slides you’ll use, and the handouts and room kit to have ready (flipcharts, markers, sticky notes). It removes on‑the‑day guesswork.
Learning outcomes (clear, practical, measurable)
Prepare with clarity
Set goals and priorities, define BATNA, decide reservation and aspiration points, and map the other side before you meet.
Trade with control
Use credible anchors, bundle issues, and log every give‑get so value doesn’t leak during concessions.
Communicate to influence
Frame your message in their terms, listen actively, and ask high‑gain questions that uncover interests and move deals forward.
Adapt your style
Spot common negotiation styles and adjust your approach without losing your essentials.
Perform under pressure
Keep a cool head, handle tactics ethically, and push for clarity and commitment when stakes are high.
Customise with confidence
Trainer guidance shows where to flex for new negotiators (more time on prep and confidence) and for experienced groups (pricing, contract terms, multi‑party). Run the full day or pick modules.
Course outline at a glance: sample agenda
09:30–09:45 — Welcome & setup (Slides 1–5). Goals, ground rules, and group objectives.
09:45–10:00 — What expert negotiators do differently (Slides 6–8). Habits you can copy straight away.
10:00–10:30 — Prepare well (Slides 9–11). Four‑step prep framework.
10:30–10:50 — Breakout: Planning your negotiation (Slide 12). Apply the framework.
10:50–11:15 — Mapping parties, interests, and power (Slides 13–16). Make hidden influence visible.
11:15–11:30 — Opening and rapport (Slide 17). Set a constructive tone fast.
11:30–12:00 — Offers, anchors, sequencing (Slides 18–20). Build momentum and shape outcomes.
12:00–12:30 — Pricing & Give‑Get (Slides 21–27). Trade, don’t give.
12:30–13:15 — Lunch.
13:15–14:00 — Communication & influence (Slides 29–34). Framing, listening, questions.
14:00–14:45 — Negotiation styles (Slides 35–42). Quiz, scoring, profiles, and adaptation.
14:45–15:00 — Break.
15:00–15:45 — Challenging scenarios (Slides 43–56). Tactics, cross‑cultural, multi‑party, impasse.
15:45–16:30 — Practice & action (Slides 57–58). Simulation and action planning.
16:30–16:45 — Review & wrap‑up (Slides 59-60). Capture takeaways and next steps, close.
Flagship activities
Planning your negotiation
Teams apply the four‑step framework to one of their live or realistic cases, then share insights.
Mapping parties, interests, and power
Use the Party A/B grid to identify stakeholders, incentives, and decision routes. Stop surprises later.
Give‑Get discipline drill
Run a fast pairs exercise to build the habit of conditional trading. The log keeps value balanced.
“Three Packages, One Trade” role‑play
Sellers present 12/24/36‑month options. Buyers push for discount and terms. Sellers must trade, not give. Clear, simple briefs included.
Negotiation styles self‑assessment
Delegates score their default style, review strengths and risks, then plan one behaviour shift.
Live simulation + One‑Page Deal Plan
Participants design tiered offers, list tradeables, track give‑gets, and lock key terms. They leave with a plan they can use straightaway.
What makes delivery easy
Everything lines up
Slides, trainer’s notes, agenda, and handouts reference the same slide numbers and activities. You always know what’s next.
Print‑ready and editable
Handouts are ready to print. The deck is fully editable for your brand and examples.
Room and materials in one checklist
Know exactly what to bring and when to use it: flipcharts, markers, sticky notes, and which handouts go with each session.
Key content you’ll train
Expert habits you can copy
Ask more questions, state goals clearly, emphasise common ground, and summarise progress—practical behaviours backed by research notes in the deck.
Offers, anchors, sequencing
Set credible anchors, bundle issues, and tackle quick wins first to build momentum.
Pricing and contract essentials
Use value‑based pricing and strategic concessions. Lock value in five contract pillars: payment terms, change management, service promise, liability cap, and endings.
Communication and influence
Frame proposals in their terms, listen hard, use silence well, and ask for specifics that surface real drivers.
Handling pressure and tactics
Stay calm under fire, use buffers and breaks, and ask direct, specific questions to get to the truth. Question banks are included.
Cross‑cultural, multi‑party, and impasse skills
Avoid idioms, check understanding, set ground rules, and reframe or pause to break deadlocks.
Formats and licence
You receive: PowerPoint deck (PPTX), Trainer’s Notes (PDF), Participant Worksheets (PDF), At‑a‑Glance agenda (PDF), and Materials Checklist (PDF). Single‑facilitator licence. Not for resale or redistribution.
Fast start guide
Before the day
Print the worksheets pack (one per person), plus extra Give‑Get Logs. Prep flipcharts for goals and “what success looks like.”
On the day
Keep the agenda and checklist beside your laptop. Use slide numbers to sync notes and handouts. Capture group goals at the start and return to them in the wrap‑up.
Why trainers choose this toolkit
Clear structure. Practical tools people remember. Activities that build muscle, not just knowledge. Everything aligns, so you can focus on facilitation, not admin.
Direct Contact with Toolkit Author Dr. Jo North
If you have any questions or would like any support planning your day, you can contact toolkit author and leading facilitator Dr. Jo North by email, or for a Teams / Zoom call. Jo’s contact details are included in the materials. Jo usually responds within 48 business hours.
About the Author
Founder and CEO of The Big Bang Partnership Ltd & Idea Time. Innovator. Author. Business Coach. International Keynote Speaker & Facilitator. Director Technology & Transformation at Port of Tyne. Leader of the UK’s Maritime 2050 Innovation Hub. Non-Executive Director. Associate in Business Innovation and Creativity at University of York and Lancaster University.
