Negotiation skills training teaches professionals to prepare for and conduct negotiations that reach good agreements while protecting relationships. It covers interests over positions, BATNA, ZOPA, anchoring, trading concessions and handling pressure tactics, with internal, client and cross-cultural role-plays. Bodhih runs it as a two-day workshop or four 3-hour live virtual sessions, with 90-day follow-up.
- Recommended: 2 days in person, or 4 × 3-hour live virtual sessions
- Level: Intermediate · In person · Live virtual · Blended
- Designed with the ADDIE model and customised to your context
- Offered by Bodhih since 2008 to 2,000+ organisations across 7 regions
Also known as: negotiation skills workshop, negotiation training for employees, negotiation course for managers, business negotiation training
Where and how: negotiation skills training as an in-person workshop in Bengaluru, Mumbai, Delhi NCR, Gurugram, Hyderabad, Chennai, Pune, Kolkata, Ahmedabad and Jaipur; as a live online course; or delivered overseas in Dubai, Singapore and across the Middle East, Asia and Africa.
Last reviewed by Siddharthan VGJ, Founder · Bodhih Training, Bengaluru
Why negotiation is part of everyone's job
Most professionals negotiate every week over deadlines, budgets, resources, scope and priorities, even if negotiation is not in their job title. In matrix structures and global teams, those negotiations cross functions, time zones and cultures, often without formal authority.
Many people either avoid these conversations or treat them as contests to win. General negotiation skills training gives them a principled, structured approach, so they prepare better, ask for what they need and keep working relationships intact.
What participants will be able to do
Prepare with a plan
Use a one-page negotiation planner covering interests, BATNA, target, walk-away point and tradeable items.
Separate interests from positions
Ask questions that uncover what the other side really needs behind their stated demands.
Create value before claiming it
Expand options and package trade-offs so both sides gain more than a simple split would give.
Anchor and concede strategically
Open credibly, trade concessions rather than give them away and track movement on both sides.
Handle pressure and tactics
Recognise tactics such as false deadlines, good cop bad cop and nibbling, and respond calmly.
Negotiate across cultures and hierarchy
Adapt your approach for direct and indirect communicators, senior stakeholders and virtual settings.
Who should attend
- Managers and team leads negotiating resources, priorities and deadlines
- Project, program and delivery managers handling scope and change requests
- Specialists in IT, finance, operations and legal who negotiate internally and externally
- GCC professionals negotiating with global stakeholders
- Professionals preparing for role, salary or career conversations
Program outline
Recommended design, customised to your context after a short needs analysis.
01Negotiation foundationsModule 1 · 90 min+
- Distributive versus integrative negotiation
- Principled negotiation: people, interests, options and objective criteria
- Your negotiation style across five ways of handling conflict
02Preparation that gives you powerModule 2 · 2 hours+
- BATNA, walk-away point, target and ZOPA
- Mapping interests, priorities and tradeables for both sides
- One-page planner applied to a real upcoming negotiation
03Creating and claiming valueModule 3 · 2 hours+
- Questioning and listening to uncover interests
- Packaging options and if-then trading
- Anchoring, first offers and concession patterns
- Role-play: a multi-issue negotiation
04Handling difficult tactics and emotionsModule 4 · 90 min+
- Common pressure tactics and effective counters
- Staying composed and helping the other side save face
- When to pause, escalate or walk away
05Internal and stakeholder negotiationsModule 5 · 90 min+
- Negotiating without authority: priorities, resources and deadlines
- Saying no and negotiating scope with seniors and clients
- Role-play: a cross-functional resourcing conflict
06Cross-cultural and virtual negotiationModule 6 · 90 min+
- High-context and low-context communication styles
- Working with US, UK, European, Middle Eastern and Asian counterparts
- Negotiating over video calls and email
07Capstone negotiation and action planModule 7 · 2 hours+
- Full-length negotiation simulation with observers
- Structured debrief against the planner
- Personal plan for your next three real negotiations
Sample training plan: 2-day hands-on design
This two-day workshop builds negotiators who prepare, create value and hold their ground calmly. Each participant brings a real negotiation coming up and plans it on a one-page planner. They play a quick split-the-money game, a multi-issue supplier deal, a cross-functional resourcing conflict and a tactics gauntlet, then rehearse their own negotiation with a peer playing the other side. The capstone is a full-length, observed simulation with a structured debrief. Everyone leaves with a plan for their next three real negotiations.
Participants can prepare a real negotiation on a planner, uncover interests and create value in a multi-issue deal.
- 09:30–10:00Split the ₹1,000Business game
- 10:00–11:00My conflict and negotiation styleDiagnostic
- 11:15–11:45The one-page plannerConcept burst
- 11:45–13:00Plan my real negotiationBuild sprint
- 13:45–14:30Positions to interestsSkill drill
- 14:30–15:30The multi-issue supplier dealSimulation
- 15:45–16:45Anchors and concessionsSkill drill
- 16:45–17:30Planner reviewReflection
Participants can handle tactics calmly, negotiate internally without authority, adapt across cultures and complete a full negotiation under observation.
- 09:30–10:00Name that tacticEnergiser
- 10:00–11:00The tactics gauntletRole-play
- 11:15–12:15Negotiating without authoritySimulation
- 12:15–13:00Across cultures and screensConcept burst
- 13:45–14:45Rehearse my real negotiationReal-play
- 14:45–15:45Capstone negotiationSimulation
- 16:00–16:45Structured debriefFeedback round
- 16:45–17:30My next three negotiationsAction planning
Every session’s activity, timings, outputs and materials, plus pre-work, a 90-day reinforcement plan and how impact is measured. Free, emailed to you instantly.
Recommended: 2 days in person (09:30–17:30), or 4 × 3-hour live virtual sessions over two weeks, plus follow-up on three real negotiations over 90 days. A sample design: every Bodhih program is customised after a short needs analysis.
How long is negotiation skills training?
The recommended design is two days in person, from 09:30 to 17:30, followed by 90 days of applying the planner to three real negotiations. It also runs as four live virtual sessions of three hours each over two weeks, with confidential role sheets shared privately.
What activities are included in negotiation skills training?
Participants play a split-the-money game, a five-issue supplier contract simulation, a cross-functional resourcing conflict and a tactics gauntlet. They plan and rehearse their own real negotiation and finish with an observed capstone between a global headquarters and an Indian delivery centre.
How we deliver it
Simulation-heavy
More than half the time is spent negotiating in role-plays and simulations, with observers using a feedback checklist.
Real negotiations, prepared live
Participants bring an upcoming negotiation from their work and prepare it with the planner during the program.
Cases from your context
In the ADDIE Analyse phase we collect typical negotiation situations across functions, so the negotiation skills training simulations reflect your organisation.
Debriefs that build judgement
Each simulation is debriefed on outcome, process and relationship, comparing different groups' deals to show what drove value.
Tailored versions
For project and delivery managers
Focuses on scope changes, timelines, resources and change requests with clients and internal teams.
For GCC and global teams
Emphasises negotiating with headquarters and global stakeholders across cultures, seniority and time zones, including over video and email.
For specialist functions
Tailored to functions such as finance, legal or IT, with links to Bodhih's dedicated sales, HR and vendor negotiation programs where deeper focus is needed.
How we measure impact
Evaluation follows the ADDIE model: participants complete a negotiation skills assessment before and after the program on AssessAll, and observers score the capstone simulation against a structured checklist. Each participant tracks their next three real negotiations using the planner and reviews them with their manager at 30, 60 and 90 days. We also help you capture results such as agreements reached, time saved or scope and budget protected.
Pair this program with AssessAll, Bodhih’s AI assessment platform, for pre- and post-program skill measurement.
Frequently asked questions
What is negotiation skills training?
Negotiation skills training teaches people how to prepare for, conduct and close negotiations that reach good outcomes while protecting relationships. It covers concepts such as interests versus positions, BATNA, anchoring and concession strategy, plus handling difficult tactics. Effective programs include plenty of role-play and simulation, because negotiation improves most through practice and structured feedback.
What is BATNA in negotiation?
BATNA stands for best alternative to a negotiated agreement: what you will do if the current negotiation fails, such as using another supplier, delaying a project or escalating a decision. A strong BATNA gives you confidence and a clear walk-away point. Good preparation also includes estimating the other side's BATNA, which shapes how much flexibility they have.
What are the key negotiation skills?
Key negotiation skills include thorough preparation, asking questions and listening to uncover interests, creating options that work for both sides, making credible offers, trading concessions rather than giving them away, managing emotions under pressure and adapting to different cultures. Knowing when to walk away matters just as much. The program builds each of these through practice.
How is this different from Bodhih's sales, HR and vendor negotiation programs?
This is the general, cross-functional program for anyone who negotiates at work, covering internal, client and cross-cultural situations. Bodhih also runs specialist programs: negotiation skills for sales professionals, influencing and negotiation skills for HR, and influencing and negotiation skills for vendor management. Choose those when a team's negotiations are mainly commercial, people-related or procurement-focused.
How do you negotiate with internal stakeholders?
Internal negotiations work best when you understand the other team's goals and pressures, frame requests around shared organisational objectives and bring options rather than demands. Be clear about trade-offs, for example what will slip if a new priority is added, and agree criteria for decisions. The program includes a dedicated module and role-plays on negotiating without authority.
Does the program cover cross-cultural negotiation?
Yes. Indian professionals often negotiate with counterparts in the US, UK, Europe, the Middle East and Asia, where expectations about directness, relationships, hierarchy and time differ. The program covers these differences, how to read indirect signals and how to negotiate effectively over video calls and email, with examples adapted to the regions your teams work with.
What is the recommended duration of negotiation skills training?
We recommend two days in person or four live virtual sessions of three hours, because skills develop through repeated simulation and feedback. A shorter version is possible for experienced managers who want a refresher. The design, cases and simulations are customised after a needs analysis with your HR or L&D team.