Negotiation Training

Does your company suffer from any of the following issues?

  • Anxiety from wondering if you could have closed a better deal?
  • Concern at staff not being confident in taking a firm line in negotiations?
  • Difficulty with moving negotiations away from price?
  • Frustration at being forced to react to another party’s strategy?

This negotiation course has been designed to provide an easy framework within which to negotiate for those working in the print and publishing industries. It ensures that attendees gain confidence in negotiation, are able to take the lead in discussions and understand negotiation opportunities fully. It also encourages them to ensure that they have clear goals and that these are obtained and ratified from within your company if necessary.

In the experience of Print & Procurement, few people in the print and publishing industries are skilled negotiators and this course will enable participants to have a clear advantage in the majority of situations where they negotiate.

Print & Procurement’s widespread experience within the print and print buying areas means that participants will be able to discuss real-life situations with a trainer who can understand the specific details and offer relevant advice.  This course is aimed at all staff who have a negotiation role, be they buyers, sales teams or customer services staff.

It will be found particularly useful by participants who have not had previous negotiation training or who wish to improve their negotiation skills/confidence.

This is a full day course. Attendance is limited to a maximum of eight participants. This ensures that all candidates receive suitable personal attention and feedback throughout the course.

Here’s the workshop agenda:

What is negotiation?

  • Creating a definition of negotiation
  • Understanding scenarios where negotiation is not appropriate
  • Reasons for negotiation breakdown

The structure of negotiation

  • Creating a negotiation framework
  • Using adjournments
  • The power of the team

The six separate phases of negotiation

  • A detailed overview of the phases of negotiation
  • Taking control of discussions
  • Maintaining initiative

Goal setting

  • Setting markers
  • Making a proposal
  • Creating flexibility
  • Valuing the trading elements
  • The value of your company


  • Setting markers
  • Using language
  • Negotiation styles
  • Trading strategies

Prior to the course candidates will be asked to send information giving an overview of when they negotiate and on what they hope to achieve from the course. This can be fed back to management if requested.

Advice on specific negotiation issues can be given to participants upon request.

The course is punctuated by live negotiation scenarios. Feedback is given to participants at the end of each scenario. Print & Procurement has a number of scenarios based on different themes, reflecting common issues within the print industry.

The scenarios used are chosen on the day according to the skills of the group so that most participants should end the day feeling that they have succeeded in a challenging negotiation. Scenarios relevant to specific printer situations can be written on request: there is an extra charge for this.

At the end of the course participants will be asked to fill in an action plan of how they intend to change their negotiation as a result of the course and this can be fed back to management if requested.

For further information
Please contact Matthew Parker at Print & Procurement on 0845 6521572

Client Testimonial

The training you provided proved was very valuable in my position as Key Account Manager. The training was relative and applied to real world situations making it easy to integrate my new skills in to my everyday

Read the full testimonial from Andy Dowen

Client Testimonial

I have worked with Matthew for just over a year now and he has delivered a number of highly successful training events for the IPIA during that time. He is very organised and produces seminars which are full of

Read the testimonial from Andrew Pearce

Client Testimonial

Matthew provided an excellent “Print Processes” training session for myself and some of my colleagues.  The feature that I liked most about the training, was that the day itself was very interactive – which not only

Read the testimonial from Rhoda Day

Client Testimonial

If you think you are on top of your print buying you might be in for a surprise! We asked Print & Procurement to undertake a print audit. Matthew said ‘’If we do not find savings sufficient to earn back our fee

Read the testimonial from Rod Fletcher

Client Testimonial

Matthew ran three in-house training courses for me in the Winter 2009-10. He was extremely patient and helpful over selecting which courses to run.
Matthew’s course offering was very comprehensive and he was able to

Read the full testimonial from Jo Simon

Client Testimonial

Matthew is a consultant who is totally committed to his clients and to delivering on his promises.  He has an excellent understanding of both the challenges of the print channel and the opportunities it presents. As a

Read the full testimonial from Jacky Morgan

Client Testimonials

Matthew has now taken two groups at ESP for negotiation training. The groups included sales, customer service, purchasing, production control and logistics. Some were a little wary of the role playing but once the

Read the full testimonial from Pete Lucas

Client Testimonial

Apart from being a thoroughly decent chap Matthew is scrupulously professional, ruthlessly efficient and always delivers excellent results.
I genuinely have no hesitation whatever in recommending Matthew. He

Read the full testimonial from Simon Lewis

Client Testimonial

Matthew is a consultant that we hired because of his client side experience and to give us an insight to client side dynamics through a training programme that he deliver tailored to our needs and in-company. He is very

Read the full testimonial from Jude Whitford

Client Testimonial

In an industry renowned for its pressure, Matthew Parker delivers a very gentle but insightful intelligence about the ways of print. Somewhere between art and science there is a place that defines the balance of what

Read the full testimonial from Andy Dowen