Our Courses

Situational Negotiation

Focusing on the behavioural skills needed to negotiate in the toughest commercial environments.

Situational Procurement Negotiation

Sentinel’s Situational Negotiation workshop focuses on the behaviours in negotiation rather than the relationship they represent, and allows delegates to confidently handle any type of negotiation, depending upon the situation they find themselves in. The workshop is intensively trained by senior ex-buyers and sellers from top blue-chip retailers and supplier organisations utilising the real-life case studies of delegates to maximise recall.

The Sentinel Situational Model

Behaviours in negotiation break down into four groups and can be predicted in given situations. The groups define style and behaviour type, not relationship. In today’s commercial environment the best trained negotiators will mix the behaviours to exert control and extract money.

Powerful organisations actively seek to exploit the weakness in those who seek a ‘good’ relationship at any cost. For each of these behaviour groups we provide the competencies and techniques to handle all of the commonly seen tactics. Our approach enables better trading environments by encouraging more genuine behaviours more of the time, whilst instilling a confidence to recognise and handle the different types of behaviours and thereby maintain control


  • Driving confidence and ambition in negotiation
  • Understanding and controlling behavioural styles
  • Disarming power-play behaviours
  • Trading variables to maximise commercial benefit
  • Team roles in negotiation
  • Creativity and collaborative working
  • Control of soft signals
  • Preparation and planning

Individual feedback reports allow a post-course focus and benchmarking within a team and across your industry.

Advanced level

  • 2 days
  • Face-to-Face
  • 4 delegates to 1 consultant
  • Essential for: sales leaders, account managers, procurement leaders & buyers

Interested in this course?

Sentinel Management Consultants deliver sales, negotiation, planning and finance training courses for our clients worldwide.