Founder member of FECMA

Advancing the credit profession

CICM Training - Credit Management and Collections Training

Return to training

Successful Negotiation

Be part of the negotiation revolution! Replace outdated negotiation techniques with modern, best practice approaches by joining this interactive training session. With focus on stakeholder relationships and collaborative outcomes, this workshop will make sure your negotiation is truly successful.


What will you gain?

· More win-win outcomes with your stakeholders

· Useable 4-step approach to modern negotiation

· Greater customer compliance with agreements

· Improved empathetic relationships with stakeholders

· Opportunity for personal reflection of skills.


Who is it for?

This workshop is suitable for people at all levels who want to improve their negotiation skills. The training is placed in a credit and collections setting and is transferrable across other business areas.


What will it cover?

1. What modern negotiation is – and what it is not

2. The mutual gains approach

3. How to use true empathy and emotional quotient

4. Setting outcomes and BATNA

5. Creating the win-win.



This training session is aligned to the following CICM Professional Standards:

BS 3 Know your customer/client

PS 1 Communication and relationship-building

PS 2 Problem-solving and decision-making

PS 3 Support and influencing

PS 5 Team-working and leadership

B1 Inquiring; B3 Resolute; B4 Resilient; B5 Ethical