2026: Mastering high-stakes negotiation

2026: Mastering high-stakes negotiation

£625.00 + VAT
Available
Virtual
All Locations
Business partnering & personal impact
Jul
10
Fri
-
Dec
31
Thu
09:30
-
PM
16:30BST
Schedule Description: Master negotiation strategy under pressure and build stronger relationships for lasting results.
Sessions: 0
Session Hours: 0.00
CPD hours: 6hrs

Description

Develop the confidence and agility to achieve win-win results in demanding negotiations through this immersive, hands-on workshop.

Please choose from the dates below to view more details.

Virtual classroom - Mastering high-stakes negotiation
Master negotiation strategy under pressure and build stronger relationships for lasting results.
*New for 2026*

Date and time

Location

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WHY TAKE THIS COURSE?
Negotiation sits at the heart of every professional interaction - whether closing deals, managing suppliers, or resolving internal conflicts. This immersive, high-pressure simulation mirrors the complexity of real-world strategic negotiations, challenging you to balance competing interests, limited time, and information overload. You’ll experience first-hand how to define and execute strategies that achieve the right outcome for all parties - while maintaining strong relationships and professional credibility.

WHAT YOU’LL LEARN
By the end of this course, you will be able to:

• Prepare for and conduct complex negotiations with clarity and confidence.
• Define your objectives and understand the motivations of others.
• Apply strategic thinking and long-term perspective to negotiation planning.
• Make informed decisions quickly under pressure.
• Identify and manage stakeholder needs as they evolve.
• Resolve conflict and maintain constructive dialogue in tense situations.
• Communicate persuasively and ask questions that uncover hidden priorities.
• Collaborate effectively within and across teams in competitive environments.
• Balance personal and organisational goals in negotiations.
• Recognise and deploy five key negotiation styles with agility.

WHO IS THIS COURSE FOR?
This course is designed for finance professionals, business partners, and leaders who negotiate as part of their role - whether managing clients, suppliers, budgets, or teams. It’s ideal for those who want to elevate their influence, strengthen relationships, and achieve better outcomes in high-stakes or complex discussions.

WHY CHOOSE ICAEW?
• Trusted heritage: For over 145 years, ICAEW has trained and supported the world’s leading finance professionals, setting the global benchmark for quality.
• Expert-led learning: Our courses are designed and delivered by subject matter experts, combining professional insight with real-world experience.
• Connected and relevant: With close links to government, regulators, and industry, our training reflects the latest challenges and opportunities in business and finance.
• Practical and interactive: Live, small-group learning with peer exchange ensures every programme delivers immediate workplace impact – and counts as verifiable CPD.

CPD HOURS
ICAEW's revised Continuing Professional Development (CPD) Regulations bring in new CPD requirements. This includes a minimum number of hours and an ethics requirement. Attending this course could contribute up to 6hrs of verifiable CPD, providing you can demonstrate that the content is relevant to your role.

A copy of the course booking confirmation email is accepted as evidence of verifiable CPD. You will need to save the email as a JPEG or PDF before uploading it to your record. Click here to use ICAEW’s self-assessment tool to help you work out how much CPD you will need to fulfil each year.

Course Enquiries
Contact: Events information team

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Legal Disclaimer
The Institute of Chartered Accountants in England and Wales (ICAEW) does not endorse or recommend any third-party products, services, or companies mentioned during this event or in related materials. References to any such products, services, or companies are for informational purposes only and do not constitute an endorsement or recommendation by ICAEW.

The views and opinions expressed by third-party speakers are their own and do not necessarily reflect the views, positions, or policies of ICAEW. ICAEW does not assume any responsibility or liability for the accuracy, completeness, or legality of the content presented by third-party speakers.

For further information or clarification, please contact ICAEW directly.

A 6-hour, highly interactive workshop combining expert input, live simulation, and reflective discussion. Through a realistic, high-pressure negotiation scenario, participants experience the complexity of balancing commercial outcomes, relationships, and decision-making under pressure.

The day includes a blend of short briefings, practical exercises, and an immersive negotiation challenge - supported by structured debriefs and guided feedback to deepen insight and build confidence.

Session overview
• Introduction: what drives effective negotiation – the balance between outcome and relationship.
• Preparation and strategy: defining objectives, analysing stakeholders, and planning approaches.
• Influence and communication: persuasion, questioning, listening, and adapting style.
• Immersive simulation: participate in a realistic, time-pressured negotiation scenario.
• Conflict and collaboration: managing tension, building trust, and achieving win-win results.
• Reflection and action planning: debrief key learnings and identify practical next steps for your role.

 

 

Marc Greggains

Marc began his career in software sales. He is a commercial leader with over 25 years’ experience in delivering solutions to a wide range of organisations. He has worked extensively in creating, developing and growing teams to perform at exceptional levels. Skilled in collaborating, understanding and interpreting inputs from a wide range of stakeholders.

He has delivered numerous cross functional consultancy and workshops to a wide variety of audiences in commercial settings. Topics covered have included negotiation skills, leadership & team development, vision & value setting, sales for non-sales staff, go-to-market strategy and sales process management.

Marc also advises clients on the selection of appropriate technology solutions and manages the end-to-end procurement exercise from shortlisting to contact negotiation.

Persuasive, proactive and strategic in providing credible solutions to organisations. Marc has negotiated over £100M in the sale of software and services to a diverse set of clients including AstraZeneca, Rio Tinto, Thomson Reuters, Biffa, British Sky Broadcasting, Jimmy Choo, Metrobank, KP Snacks, Balfour Beatty, Random House, Morgan Sindall, Randstad, The TUC, Hotel Chocolat, City FM, Victim Support, Arsenal FC, The Children’s Society, The Financial Ombudsman, YMCA and The Institute of Civil Engineers.

Marc has significant experience of negotiating capital expense and SaaS commercial contracts in the private, public and third sectors. His past roles include senior positions with Iris, Cascade HR, Ciphr, Natural HR, Totalmobile and DeHavilland.

Marc has worked with start-ups, scales-ups, private equity backed high growth businesses and publicly quoted companies.

 

Rate Cost Early Bird Pricing
ICAEW Member £425 + VAT £361.25 + VAT
Non-member £625 + VAT £531.25 + VAT

Early Bird Pricing
15% discount automatically applied on bookings made up until 6 weeks before the course date

How are the courses delivered?

All Virtual Classrooms are run by live on Zoom. These are interactive and not recorded, interaction and delegate involvement is encouraged.

When will I receive joining instructions?

You will receive a email with joining instructions after enrolling. Materials and any other resources for the course will be sent to you shortly before the course start date.

Are there breaks?

Yes, no fixed timings - will depend on the length of the course.

How do I access the course slide deck?

Depending on the course you will either be sent in the lead up to the course or after.

What if I miss the live date?

The Virtual Classrooms are not recorded so we recommend you attend all sessions.

What if I am going to be 15 minutes late?

This is not a problem, the classroom starts at the start time, but you will be let in if you are delayed for any reason. Trainers do their best to accommodate catch-up, but this is not guaranteed. Where possible please let us know of any delays so we are aware when doing role call the beginning of the session.

Can I have my colleague with me in the live course?

Yes, if you purchase a second place. Each booking is valid for one person only.

Can I record the training?

No, virtual classrooms are not recorded.

Do the courses on this programme count as verifiable CPD?

Yes, these courses contribute verifiable CPD, so long as you can demonstrate that the content is relevant to your role. Additional information about CPD can be found here: Your guide to CPD.

How many people will be on the course?

Virtual Classrooms are designed to resemble a real classroom. Therefore, group sizes vary between 6 – 22 delegates per course.

 

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