Business Communication & Digital Workplace · Intermediate level

Intermediate level · Module 2: Negotiation Skills · Lesson 3 of 3

Conducting and Closing a Negotiation

Run the conversation and reach a clear agreement.

In this lesson you will

  • Use questions and listening in negotiation
  • Close and record agreements

Key concepts

openingquestions and listeningtrading concessionswritten agreement

The lesson

Open positively, ask questions to understand interests and listen more than you speak.

Trade concessions rather than giving them away: 'If you can deliver by Friday, we can pay half upfront.'

Summarise the agreement and confirm it in writing.

Step by step

  1. Open the role-play.
  2. Ask questions.
  3. Trade concessions.
  4. Summarise and record.

Practice activity

Conduct the supplier negotiation role-play.

Expected result: A fair agreement recorded in writing.

Check your understanding

  1. How should concessions be made?

    Show answer

    Traded for something in return.

  2. How should a negotiation end?

    Show answer

    With a summary confirmed in writing.

Taught live by an instructor — online or in person. Free course lessons are for self-study and do not lead to a certificate — see registration options.