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Intermediate programme

Negotiation and Commercial Influence

Prepare and run a negotiation from a considered position rather than reacting across the table.

Duration
3 days
Level
Intermediate
Next date
2 to 4 November 2026
Fee from
US$795live online
Register nowRequest information

Read the programme brochure

ClassroomLive onlineIn houseExecutive workshop

Overview

Most negotiations are decided in preparation. This programme covers interest analysis, alternatives, concession planning and the conduct of the negotiation itself, including the tactics used against you and how to respond without escalating.

It runs 7 times over the published calendar, in 6 cities and live online. Every date is the same programme with the same content and the same certificate.

What you will be able to do

  • Identify interests behind stated positions on both sides.
  • Establish your alternative and understand theirs.
  • Plan concessions in advance with defined limits.
  • Recognise common tactics and respond without escalating.

Who should attend

Commercial, procurement and sales professionals, and managers who negotiate internally or with suppliers.

Is the level right for you?

This is an intermediate level programme. It assumes you are working in or moving into the area it covers, and it is built around your own material rather than a case study. If you are unsure, ask an advisor before registering rather than after.

Ask an advisor

How it is taught

Short input, then work. Across 3 days of roughly 6 teaching hours each, the balance sits deliberately with the second: a programme where the trainer talks for six hours produces notes rather than capability.

  • Your own material

    Exercises run on situations delegates bring, not on a case study written for a different organisation in a different decade.

  • A capped cohort

    Small enough that everybody is asked something. Executive programmes are capped tighter still.

  • Practice under scrutiny

    The difficult conversation, the challenged assumption, the decision defended out loud. Judgement is not built by watching.

  • Something to take back

    Each day ends with a thing you can use on Monday rather than a slide deck you will not reopen.

The programme, day by day

Day 1Preparation

Preparation

  • Interests behind positions
  • Your alternative and theirs
  • Setting an opening and a limit
  • Who is actually deciding
Day 2At the table

At the table

  • Opening and anchoring
  • Trading rather than conceding
  • Creating value before dividing it
  • Managing deadlock
Day 3Tactics and close

Tactics and close

  • Common tactics and responses
  • Escalation and how to avoid it
  • Closing and recording agreement
  • The relationship afterwards

What you leave with

  • A preparation template completed for a live negotiation.
  • An alternatives assessment for both sides.
  • A concession plan with walk away defined.
  • A tactic response set.

The certificate

A GATI certificate recording what you attended, issued after the programme has run and attendance has been taken. Attending at least 80 per cent of the days earns a certificate of completion; attending less earns a certificate of attendance stating exactly what was attended.

Every certificate carries a code that anybody can check against GATI's own record, which is what makes it worth holding. It records participation. This site will not imply one it does not have.

Check a certificate

Questions

Who is Negotiation and Commercial Influence for?
Commercial, procurement and sales professionals, and managers who negotiate internally or with suppliers. It runs at intermediate level within Management, Leadership and HR, so it assumes you are working in or moving into that area rather than meeting it for the first time. If you are unsure whether the level fits, ask an advisor before registering rather than after.
How long is it, and what does a day look like?
3 days, running to roughly 6 teaching hours a day. Sessions are built around your own material rather than a case study, so a day alternates between short input and working on something you brought. The full outline is on this page, day by day.
What does it cost, and what is included?
The next published date is Live online at US$795 per delegate. The fee covers tuition, all programme materials and the certificate. Travel, accommodation and visas are arranged by the delegate. Fees vary by city, and every published date shows its own.
Can it be delivered for my organisation only?
Yes. Any published programme can run as a private cohort, on dates that suit you, in your city or online, built around your own material. That is a different conversation from registering an individual, and it starts with what capability you are trying to build rather than with a course title.
What certificate do I get?
A GATI certificate recording what you attended, issued after the programme has run and attendance has been taken. Attending at least 80 per cent of the days earns a certificate of completion; attending less earns a certificate of attendance stating exactly what was attended. Every certificate carries a code that anybody can check against GATI's own record.
Is the online version the same programme?
Yes. The same faculty, the same material, the same cohort cap and the same certificate. It is not a recording and it is not a reduced version. It exists because travel budgets and visa timelines rule people out of a room they should be in. The classroom version runs in Nairobi, Windhoek, Dubai, Lagos.

Want to take this further?

Register on a published date, or tell an advisor what you need and they will come back with something specific rather than a brochure.

Register nowRequest more detailRun it in houseAsk about an online cohort

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