Overview

With over 25 years of experience in negotiation, selling, and running a business, Chris Croft has distilled what truly works. He is a world class instructor and is known for his practical and engaging style. Negotiation Applied is a practical course for anyone who wants to negotiate more confidently and effectively at work. You’ll learn how to handle salary discussions, pay rises, buying, selling, procurement, contracts, suppliers, customers and difficult workplace conversations. The course turns negotiation theory into simple, usable techniques through seven real-life work scenarios, giving you a step-by-step process you can apply in almost any situation. You’ll build a negotiation toolkit, set your walk-away point, make strong opening offers, use tradeables, and create win-win outcomes without unnecessary stress or confrontation. You’ll also learn how to recognise common tactics used against you, overcome worries and excuses, and use practical phrases that help secure better results. This course is ideal for professionals at any level, including employees seeking pay rises, managers handling contracts or teams, sales and procurement staff, and anyone who feels they could be more confident in negotiations. It’s also valuable for those wanting practical skills they can use outside work, such as buying or selling. This engaging course combines clear explanations, humour and real-world examples to help you strengthen your confidence, know your worth and negotiate successfully at work and beyond.

Syllabus

Welcome - Decide to Negotiate

In this first module we examine the first step of a negotiation process - deciding to go for it! When should you avoid it, how much impact can it really have on your business, and how to use it at home vs at work.

Overview of the Process

There is a clear process to follow for every negotiation (whether it's at home or at work) and this module lays out that step by step process.

Situation 1: Asking for a Raise

These next few modules will be practical guides based around specific situations where you might need to negotiate (and how AI can help you be even better at it!). So first let's explore how to ask for a raise - this could be life changing!

Situation 2: Procurement When Buying From a Supplier

For the second practical guide we are going to look at procurement - if you're the buyer you have a lot of power and you can massively increase your profit margins if you can get a better cost price. So, challenge yourself and boost your department's finances by just asking a few simple questions.

Situation 3: When Selling to a Customer

Next we'll look at negotiating as a seller. It can be a tricker position because you are likely to feel motivated to close the deal. But here is how (and why!) to stay firm...

Situation 4: Being Interviewed For a Job

Changing jobs is a huge opportunity to increase your pay and it can be a much easier way to jump ahead than getting a pay rise in your existing role. Let's learn the practical tools you'll need to maximise your salary.

Situation 5: When Being Asked to Take on a Difficult Project

For our fifth example we will look at when you accept a new project at work. What power do you have to reject or minimise how difficult a challenge will prove to be? Can you make life simpler for your future self? Or get more out of the transaction? Let's explore!

Situation 6: Problem With Colleague

Who you work with can make or break how happy your weekday life is - so let's look at how to improve colleague relationships and boundaries by using negotiation.

Situation 7: When Asking a Favour From Your Boss

Finally, let's explore how to ask for a favour from you boss. This is an inevitable situation but your chances of getting what you want can be hugely increased if you come well prepared and confident.