Course overview
This highly interactive negotiation skills training course will show you how to unlock value whilst reducing risk for commercial success. In today’s competitive environment, strong contracts aren’t just a legal formality - they’re a strategic asset.
This practical, high-impact training course is designed specifically for commercial and contracts professionals who want to sharpen their negotiation skills, minimise risk exposure and deliver greater value through better contract outcomes.
The expert trainer will explore the real-world impact of the ‘battle of the forms’. Showcase how to secure clear, mutually beneficial agreements from the outset - avoiding ambiguity that potentially could lead to disputes or costly litigation down the line.
But this course goes beyond just protecting your position. It shows you how to leverage contracts to build stronger supplier and client relationships, improve project delivery and foster long-term collaboration - the key to achieving better commercial results.
You’ll gain a structured, repeatable methodology to prepare for and conduct negotiations with confidence - with no legal jargon, just actionable, takeaway techniques. Learn how to define your objectives, choose the right approach and handle complexity with clarity and confidence.
Whether you’re renegotiating terms, finalising a supply agreement, or managing a major contract portfolio, this training course equips you with the tools to take control and deliver better commercial outcomes - faster, and with fewer risks.
CPD Hours: 6
Course Content
- Day 1
- Legal objective of the negotiation
- Preparing for the negotiation
- Determining the bargaining position
- Undertaking the negotiation
- Negotiation style
- Negotiation tactics
- Approach and environment to reflect objectives and maximise desired outcome
- Structuring negotiations and good ‘housekeeping’
Speakers
Catherine Hurst
Catherine Hurst BSc(Hons), CIMDip, PgDL, is an independent consultant in the contract and commercial fields. She was formerly a Commercial Manager at BAe Systems, following previous contract/commercial roles with GEC and Siemens. She has extensive practical experience of bid management, contract drafting and negotiation, contract and subcontract management as well as commercial risk management, both with UK and overseas customers and suppliers, in the private and public sectors.
She is a highly experienced trainer, having a style which brings a subject to life, creating interest and stimulating the enthusiasm of delegates. She combines academic best practice with real world experience.
She lecturers Chartered Institute of Procurement and Supply (CIPS) diploma, levels 4, 5 & 6 at Chichester college. As well as being a member of CIPS, Catherine has a degree in Management Studies, a Chartered Institute of Marketing diploma and more recently achieved a distinction in her Common Professional Examination (CPE)/Post-grad diploma in law, winning the prize for the highest achieving student in the contract law module.
Catherine has successfully provided training to organisations across a wide variety of industries, including:
Transport / utilities / energy / construction / engineering / IT / telecons: Network Rail, ScotRail, Balfour Beatty, London Underground, Westinghouse Springfields Fuels, General Dynamics, Siemens, Metronet, Thales, ABB, Hitachi, Jungheinrich, Honeywell, PALL Europe, Senior Aerospace BWT, RES (Renewable Energy Systems), AGI, Silvertown, QinetiQ, Clyde Pumps / Weir Pumps, Scottish Power, NCOC (North Caspian Operating Company), Computacentre, CISCO, BT, United Utilities
Health / pharmaceutical / education: Nuffield Health, Surrey PCT, Bristol Myers-Squibb, Newcastle University, Exeter University
Public: Forensic Science Services, Office for National Statistics, DARA (Defence Aviation Repair Agency), Metropolitan Police
Charity: Phoenix Futures, Homegroup
Retail: Co-op
