Negotiation Skills For Recruiters


This program has been designed for HR personnel who need to be involved in Negotiations for Salaries and benefits, contract conditions and starting times


By the end of this programme, the participants will be able to:

  • Conduct successful negotiations with selected candidates, without making excessive concessions
  • Have a clear understanding of the concept of variables and how they can be traded to create value in a negotiation
  • Enhance their techniques and interpersonal skills required to be an effective negotiator
  • Understand their own negotiating style , strengths and weaknesses
  • Evaluate success of the negotiation and set new learning outcomes for the future


The workshop is designed to ensure that:

  • Agreements are achieved faster, and with higher value outcomes
  • There is less stalemate, conflict and strain in the context of negotiations, disputes and deal-making
  • Agreements are more enduring and easier to implement, with greater levels of stakeholder buy-in.


The ability to negotiate skilfully – to craft an agreement, resolve differences and influence stakeholders – is fundamental to success. Negotiation effectiveness directly impacts the real value on business deals; it also shapes your longer term relationships with important stakeholders. 

Experience five opportunities to learn:

  1. From the facilitator
  2. By preparing to negotiate
  3. By watching others negotiate
  4. By negotiating
  5. From video analysis and expert coaching

The majority of the course consists of actual negotiation role plays that increase in complexity as the three days progress.


Day one will explore the core theory and practice of negotiation. It will focus on your individual negotiation style and provide you with an understanding of how negotiations work both structurally and chronologically.

  • Defining And Understanding Negotiation
  • The Two Primary Approaches
  • Negotiation Simulation – One-On-One
  • The Principal Tensions Of Negotiation And How To Manage Them
  • Biases Affecting Judgment
  • Slow Thinking Vs Fast Thinking – Systems 1 And 2 (Kahneman's Dual Process Theory)
  • Techniques For Exercising Sound Judgment
  • Ethical Styles Of Negotiation
  • Identify Your Individual Style Of Negotiation
  • Adjusting Your Negotiating Style To Suit The Situation
  • Characteristics Of An Effective Negotiator
  • Identify Your Strengths And Weaknesses Self-Managed Outcomes
  • Bargaining – The Contrast Between Distributive And Integrative Methods
  • Strategies And Tactics Of Integrative Bargaining


Day two will show you how to do it. It will teach you how to make strategic decisions and position yourself in negotiations using highly practical and usable skills. It offers unique insights into why negotiation can be a counter-intuitive discipline and how your instincts can be unreliable.

  • Negotiation Simulation
  • Common Mistakes Made By Negotiators
  • Checklists Before Closure
  • How To Plan For Negotiation Through A Process Of Disciplined And Methodical Preparation – Negotiation Worksheet
  • Diagnostic Checklist – A Crucial Discipline For Closing A Negotiation
  • An Unconditionally Constructive Strategy For Dealing With Difficult People
  • Negotiating About Negotiation
  • Re-Booting – A Unique Process Which Negates Your Counter Party's Starting Point
  • Slow Forward Controlled Momentum – Impasse Vs Uncontrolled Escalation
  • Listening – What To Do And How To Do It
  • How To Close.


Day three will focus exclusively on continuing levels of complexity in both exercises and role plays. Participants will watch each other negotiate as well as themselves through reviewing videos.

Please note that the topics listed above will be covered, over the three days however much of the program involves delegates preparing for, and participating in, role play negotiations which will be specifically tailored to meet the needs of the HR Participants.


  • Group Discussions
  • Group & Individual Exercises
  • Presentations
  • Role Plays
  • Self-Assessments
  • Variety Of Games
  • Action Plan


Find A Course


"The empathy and know your customer behind the design of the training is great!"

HR Manager, Strategic Thinking & Planning Course


"I am amazed by the quality of course"

Mr Michael, Supervisory Essentials Course


"Thank you for arranging for me to have this one-on-one class.  I think it was really the best option.  I was very happy with the day."

Ms Helen Redekopp, King Faisal Specialist Hospital & Research Centre - Business Succession Planning Course


Special Offers

SPECIAL OFFER: Book today for Customer Care for Customers With Special Needs Programme and save 30% for in-house programme.

click here

SPECIAL OFFERBook two places and get the third booking on the same course free of charge.

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