One small step in negotiation, one giant leap in results.
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Why
Negotiation
Matters
Your team negotiates every day, in discussions with customers, agreements with suppliers, and decisions with internal stakeholders. Every commercial conversation is a negotiation. Every negotiation can make a huge difference to your profitability.
The difference between average and skilled negotiators determines how much value your organisation captures. Skilled negotiators create stronger agreements, protect key priorities, and unlock opportunities others miss.
Even a single well-handled negotiation can repay the entire cost of training. Now imagine what a whole team, applying these skills across all their negotiations, can generate. That’s why negotiation training delivers such an exceptionally high return on investment.
And this is not just theory. Studies, including those from Harvard Law School, confirm just how powerful the ROI can be. What makes negotiation effectiveness even more critical is that many of the organisations you negotiate with are already highly trained. http://bit.ly/4hmNKGc
Negotiation is too important to leave to instinct. The ROI is proven. Invest in skill, and the returns will follow.
How
Our Training
Delivers
Results
For negotiation training to make a real difference, it must be practical, memorable, and directly relevant to the deals your team faces. Learning has to move beyond theory and slides, it needs to be experienced, tested, and applied.
We use proven negotiation concepts, but real improvement takes more. Over twenty years, we have refined and introduced frameworks such as Anchoring 7, Persuasion Sandwich, Logic Levers 3, and Fake Walkaway to ensure negotiators do not just learn, they embed and repeat success.
From the start, participants negotiate live scenarios. They practise new tools, receive focused feedback, and each scenario introduces new concepts. They quickly see how these ideas could have transformed the negotiation they just completed. Sessions are fast paced, competitive, and highly engaging. People learn because they are doing, not watching.
The two days are also a lot of fun, and that is by design. Research shows that when people enjoy learning, it embeds more deeply and delivers benefits long after the training ends. https://bit.ly/3JgnKzt
Afterwards, we run structured one to one follow ups to reinforce key tools and ensure they are being applied in real negotiations. This turns learning into habit and habit into measurable performance.
We build teams ready to negotiate with confidence and deliver impact.
Key Programme Summaries
Key Programme Summaries
1. Strategic Negotiation - Module 1
Why This Programme
Strategic Negotiation - Module 1 gives your team the structure, tools, and mindset to achieve stronger financial results from every negotiation.
It builds the foundation for strategic thinking, helping participants prepare smarter, stay in control, and consistently deliver better value and margins.
Designed for professionals at all levels, it introduces practical frameworks that improve performance immediately while still challenging experienced negotiators to refine their approach.
The programme stands alone as a complete course and also serves as the essential pre-requisite for Module 2, where advanced psychological and AI-driven strategies build on these core principles.
What You’ll Learn
Preparation & Planning:
Align stakeholders, define objectives, walkaways, and ZOPA to build strategy and leverage.
Information Control & Insight:
Reveal what helps, protect what matters, and use observation to read tone, body language, and intent.
Persuasion & Influence:
Frame messages with the Persuasion Sandwich, guide movement, and trade concessions for value.
Behaviour & Communication:
Use questioning and listening to gain insight and control; adapt to supplier and personal styles.
Applied Strategy:
Use AI tools to test scenarios, refine approach, and prepare like a pro.
Duration: 2 Days
Price: From US$10,450 per team (~€9,600, up to 12 participants). Preferential rates for partnerships. Trainer travel and reasonable expenses billed at cost. Taxes where applicable.
2. Strategic Negotiation - Module 2
Why This Programme
Strategic Negotiation - Module 2 builds directly on the skills and frameworks from Module 1, which is a mandatory pre-requisite.
Module 1 provides the shared language, structure, and strategic foundation that allows this advanced module to deliver maximum impact.
This programme sharpens strategic judgement and introduces deeper psychological and behavioural tools, supported by AI-powered preparation.
Participants learn to plan smarter, manage complex power dynamics, and lead high-stakes negotiations with greater precision and confidence.
It’s designed to help experienced negotiators create lasting value, strengthen partnerships, and drive measurable business outcomes.
What You’ll Learn
Advanced Preparation:
Use AI to model scenarios, assess power, and plan data-driven strategies.
Power & Psychology:
Recognise dynamics, apply influence tactics, and counter pressure with confidence.
Personality & Engagement:
Use DISC and behavioural frameworks to adapt, connect, and persuade effectively.
Strategic Positioning:
Apply the Kraljic Matrix to manage suppliers, partners, and internal stakeholders strategically.
Timing & Execution:
Control flow, manage momentum, and close deals decisively using AI-supported insight.
Duration: 2 Days
Price: From US$10,450 per team (~€9,600, up to 12 participants). Preferential rates for partnerships. Trainer travel and reasonable expenses billed at cost. Taxes where applicable.
3. Negotiating with Procurement (for Sales)
Why This Programme
Negotiating with Procurement gives sales professionals the structure, tools, and mindset to win more deals, secure higher margins, push through price increases, and build stronger customer relationships.
It develops practical skill in strategy, persuasion, and control while revealing how procurement teams plan, measure, and pressure suppliers.
Participants learn to anticipate buyer tactics, handle cost and pricing challenges, and adapt their approach using real procurement insight.
By combining disciplined negotiation technique with a deep understanding of the buyer’s playbook, they’ll close stronger deals and create long-term, value-based partnerships.
What You’ll Learn
Strategic Preparation:
Define objectives, align internal priorities, and plan leverage to stay in control before the first meeting.
Information & Insight:
Manage what to share, what to protect, and read procurement’s questioning and data-gathering strategies.
Persuasion & Movement:
Apply the Persuasion Sandwich, Logic Levers, and structured concession tactics to shift positions, justify and push through price increases, and protect margin.
Decoding Procurement Strategy:
Understand the Kraljic Matrix, recognise how buyers categorise suppliers, and predict their negotiation approach.
Flipping the Matrix:
Use insight to decide where to attack or defend, create value lock-in, and turn procurement’s own structure to your advantage.
Duration: 2 Days
Price: From US$10,450 per team (~€9,600, up to 12 participants). Preferential rates for partnerships. Trainer travel and reasonable expenses billed at cost. Taxes where applicable.
4. Strategic Sourcing
Why This Programme
Strategic Sourcing equips professionals to move beyond operational buying and become proactive value creators.
It develops the mindset, tools, and models needed to position sourcing as a strategic business driver aligned with organisational goals.
Participants learn to analyse markets, manage supplier portfolios, and design sourcing strategies that strengthen long-term resilience and competitive advantage.
The programme builds the confidence to lead change, drive cost efficiency, and deliver measurable value across the business.
What You’ll Learn
Strategic Perspective:
Understand how sourcing influences business performance and long-term competitiveness.
Sourcing Mastery:
Manage the full sourcing cycle, from needs analysis to supplier selection and evaluation.
Alignment & Impact:
Connect procurement decisions to wider business goals and strategic priorities.
Supplier Optimisation:
Use segmentation and the Dutch Windmill model to balance risk, cost, and innovation.
Future Strategy:
Apply structured tools and insights to develop robust, forward-looking sourcing plans.
Duration: 2 Days
Price: From US$10,450 per team (~€9,600, up to 12 participants). Preferential rates for partnerships. Trainer travel and reasonable expenses billed at cost. Taxes where applicable.
5. Category Strategy Development
Why This Programme
Category Strategy Development gives professionals the structure and confidence to turn category management into a genuine source of competitive advantage.
It focuses on building strategies that are insight-led, stakeholder-backed, and directly aligned with business goals.
Participants learn to analyse data, assess markets, and translate findings into bold, actionable category strategies that deliver long-term impact.
By the end, they’ll be able to lead with clarity, secure alignment, and drive measurable results across their category portfolios.
What You’ll Learn
Strategic Frameworks:
Apply a proven, step-by-step approach to build high-impact category strategies.
Business Alignment:
Link category objectives to wider corporate priorities and growth drivers.
Stakeholder Collaboration:
Engage cross-functional teams to ensure buy-in and shared ownership.
Insight & Analysis:
Turn data into meaningful insights for smarter decision-making and prioritisation.
Execution & Delivery:
Translate strategy into clear actions and performance outcomes.
Duration: 2 Days
Price: From US$10,450 per team (~€9,600, up to 12 participants). Preferential rates for partnerships. Trainer travel and reasonable expenses billed at cost. Taxes where applicable.
6. Business Stakeholder Management
Why This Programme
Business Stakeholder Management strengthens your ability to influence, collaborate, and deliver impact across the organisation.
It helps procurement and commercial professionals move from transactional roles to trusted business partners who shape strategy and drive measurable results.
Participants learn how to build credibility, communicate persuasively, and navigate complex internal dynamics to align stakeholders behind shared goals.
The outcome is stronger influence, greater visibility, and a clear reputation as a valued strategic partner.
What You’ll Learn
Strategic Partnering:
Position procurement as a credible advisor and strategic contributor.
Stakeholder Analysis:
Segment and prioritise internal relationships for maximum impact.
Consultative Influence:
Build business cases, communicate persuasively, and handle resistance effectively.
Relationship Management:
Strengthen trust and engagement across functions and leadership levels.
Execution & Follow-Through:
Maintain alignment, manage expectations, and turn plans into results.
Duration: 2 Days
Price: From US$10,450 per team (~€9,600, up to 12 participants). Preferential rates for partnerships. Trainer travel and reasonable expenses billed at cost. Taxes where applicable.
7. Supplier Relationship Management
Why This Programme
Advanced Supplier Relationship Management (SRM) equips professionals to move beyond contracts and cost focus, building partnerships that drive long-term business value.
It’s designed for those managing key or strategic suppliers, where success depends on collaboration, influence, and cross-functional leadership.
Participants learn how to strengthen engagement, align internal stakeholders, and apply best practices from leading organisations to turn supplier relationships into a lasting competitive advantage.
What You’ll Learn
Strategic SRM Foundations:
Understand the principles, challenges, and success factors that shape world-class SRM.
Supplier Segmentation:
Identify strategic supplier types and tailor your engagement approach for maximum value.
Cross-Functional Leadership:
Lead effectively across teams, balancing commercial, technical, and relationship goals.
Value Creation:
Apply proven SRM models and practices to generate innovation, performance, and shared benefit.
Practical Application:
Translate theory into real-world results through guided reflection and case-based exercises.
Duration: 2 Days
Price: From US$10,450 per team (~€9,600, up to 12 participants). Preferential rates for partnerships. Trainer travel and reasonable expenses billed at cost. Taxes where applicable.
8. Developing Procurement Expertise
Why This Programme
Developing Procurement Expertise helps professionals strengthen strategic capability across the full sourcing cycle.
It blends structured tools with commercial insight, equipping participants to move beyond day-to-day execution and deliver sustainable business value.
Centred on the University of Tennessee’s Sourcing Model, the programme builds the confidence to make smarter sourcing decisions, manage supplier performance, and align procurement strategy with wider organisational goals.
By the end, participants are ready to lead change, influence stakeholders, and drive measurable results across their categories and functions.
What You’ll Learn
Delivered in two modules (2 days each), DPE provides a complete, practical view of how sourcing drives long-term value.
Module 1: Strategy & Planning
Understand global trends and procurement’s strategic role.
Master the sourcing process from needs analysis to supplier selection.
Align sourcing strategies with business priorities and market insights.
Apply portfolio tools to optimise categories and identify opportunities.
Build strong, future-ready sourcing strategies that deliver measurable results.
Module 2: Execution & Improvement
Select suppliers for long-term value, performance, and partnership potential.
Manage risk through effective contracting and proactive mitigation.
Drive supplier improvement and innovation through collaboration.
Integrate sustainability and responsible sourcing into everyday decisions.
Duration: 4 days
Price: From US$16,720 per team (~€15,360, up to 12 participants).Preferential rates for partnerships. Trainer travel and reasonable expenses billed at cost. Taxes where applicable.
Lead Trainer
Lead Trainer
Sean Sidney | Negotiation Trainer & Creator of the Negotiation Hero System
Sean Sidney | Negotiation Trainer & Creator of the Negotiation Hero System
Sean Sidney helps teams negotiate with more confidence, clarity, and commercial impact. His high-energy workshops are hands-on, built around live simulations, real supplier scenarios, and tools teams can use immediately.
With over 20 years of experience, Sean has trained more than 8,000 professionals worldwide. Before becoming a full-time trainer, he spent a decade in procurement at three global companies. That lived experience keeps his sessions sharp, grounded, and focused on results that matter.
What makes Sean’s training different is the system behind it. The Negotiation Hero method combines practical structure with original tools like the Persuasion Sandwich, Anchoring 7, Logic Levers 3, and others. These are not just concepts. They are frameworks people remember, use, and apply under pressure.
His sessions are fully interactive. No lectures. No fluff. Just proven methods that build real, repeatable skill.
Sean is also the author of Become a Negotiation Hero, a comic-style guide that uses the same system to help teams reinforce and apply what they’ve learned long after the training ends.
Whether you are building confidence in new team members or sharpening your top dealmakers, Sean delivers negotiation training that sticks and drives performance.
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