Advanced Negotiation Skills

• IMI is in the top 2% of executive education providers worldwide.
• We have been empowering business leaders to build their capabilities for over 70 years.
• We are ranked #1 in Ireland for the quality of our teaching staff on Custom programmes.
• As a not-for-profit organisation, our full focus is on you, the participant. Through continuous reinvestment, we engage world class faculty to enhance the learning experience and deliver highly contextualised and outcome-lead programmes. This provides you with the best opportunity possible to grow your career.

IMI Dublin Campus

Workshop 1: 8 September 2025

Workshop 2: 9 September 2025

Workshop 3: 10 September 2025

The fundamentals of negotiation:

• Understand how a goal focus positively impacts negotiation.
• Explore negotiation – the concept.
• Common mistakes in negotiation.
• Distinguish distributive and integrative negotiation concepts.
• Start to Develop your diagnostic tools.

Putting it into practice:

• Display your skills.
• Distributive Negotiation.
• Splitting the difference.

Understand the process of negotiation:

• Understand the four-step process of negotiation: preparation, opening, bargaining and closing.
• Harness the power of preparation.
• Conquer the three elements of opening: building rapport, anchoring and setting the scene.
• Conduct an effective bargaining process: learn and practice practical strategies, tools and tactics.
• Research on more effective negotiators
• Make an effective close

Your personal negotiation style:

• Adapt your style to the situation.
• Ten nightmare tactics employed in negotiations and how to countermand them.
• Action planning for strategic success in mutual gains negotiations with clients.
• Harness the six principles of effective persuasion

This programme is for anyone who wants to master the art of negotiations.

Upon programme completion, you will receive an e-certificate specifying the learning hours undertaken. Many industry bodies have different criteria for accepted courses, eligible CPD hours, and required documentation. Please check the criteria and, if appropriate, submit the e-certificate as evidence of your participation. Please keep the e-certificate secure as you may need it for verification purposes at a later date.

Micro-credentials are bite-sized, credit-bearing programmes, which allow professionals to control their own development. Each micro-credential completed will award you 5 ECTs, or occasionally 10 ECTs, which you can use towards the parent Professional Diploma from which it is drawn. Alternatively, your micro-credential can stand alone as a valuable qualification by itself. Read more about micro-credentials here.

If you want to take this programme as a micro-credential, the following terms apply:
A candidate’s eligibility for each micro-credential will be determined by a combination of their academic qualifications and/or relevant professional experience.
A primary degree from a recognised third level institution (NFQ level 8), with a minimum classification of Second Class Honours, will typically be required with five years relevant work experience, at least 3 of which must be at managerial level, however, prior workplace learning will be recognised where applicants do not meet the academic requirement.
This experience may come from a general business or organisational background, or experience working at a management level or in the area specifically related to the micro-credential. The candidate may be interviewed by the Programme Director. The IMI Office of the Registrar will oversee all applications, and the final decision on any application shall remain with the IMI Registrar.
All applicants whose first language is not English will be required to show evidence of the successful completion of an IELTS or TOEFL test or equivalent as specified within the application form. The English language requirement when using IELTS is a score of 6.5 with a minimum of 6.0 in each individual section or equivalent.

Read our campus information page for details.