NEG – Improving negotiation skills using effective communication techniques

Training course introduction

This course is aimed at people who wish to improve communication techniques for effectively managing any kind of negotiation process.


To present to participants basic techniques and tools able to support communication in the negotiation process, improving self-confidence and achieving the expected  results.


Buyers, salespeople, manager and professional who make large use of negotiation techniques.

Training languages

English, Italian


  • The structure of the negotiation process
  • Communication: technical aspects
  • Perception: how it affects communication
  • Needs and motivation of the counterparty
  • Improving listening skills  to better understand people and situations
  • Empathic listening: inside the emotions
  • Question-asking techniques: means for “extracting” information and knowledge
  • Clarification, verification, reformulation: checking facts and improving listening
  • Non-verbal communication: key point to manage with care
  • Focusing on listening skills: simple techniques to improve the quality of communication

Training method

  • Learning by experience
  • The trainer helps participants to “discover” the various topics and to face situations that are technically similar to those they are used to deal with or they are expected to


Two days or more, according to the Client’s needs


Arduino Mancini

Le definizioni presentate nel glossario non hanno la pretesa di essere esaustive o rigorose: esse sono riportate nella forma impiegata nei contesti in cui mi sono trovato a operare e intendono rappresentare un semplice aiuto per quanti vogliano sapere di più circa il significato di alcuni termini incontrati sul blog.