UK's first-ever negotiation course
Kennedys Advancing Negotiation Skills (KANS) Programme distills over five decades of behavioral insight into one powerful, field-tested experience.
Legacy to Future
Evidence-based
Billions of pounds
Flagship negotiation training
Kennedys Advancing Negotiation Skills (KANS)
Protecting margin by managing price pressure while building stronger, value-led customer agreements.
Mastering Strategic Negotiations
(MSN)
Protecting margin by managing price pressure while building stronger, value-led customer agreements.
Strategic Negotiating
Protecting margin by managing price pressure while building stronger, value-led customer agreements.
No matter whom you negotiate with, what’s at stake, or which cultures your counterparts come from whether interests align or conflict your edge lies in situational awareness, readiness, and negotiation acumen. It comes from understanding how people negotiate across the world, recognizing the common phases that underpin all negotiations, and applying strategic behaviors proven to work most effectively when used in the right phase.
Who Is This For?
It’s for those accountable for what happens when it counts. when terms are on the table, stakeholders are watching, and the outcome defines value, trust, or risk.
What Does KANS Teach?
- There is a behavioural process underpinning every negotiation. We call it the 8 Step/Four Phase Approach®
- Recognise the structure behind all negotiations and manage them as a phased process
- Our negotek® preparation method defines clear tradables, negotiable ranges, and priority-led outcomes, so you never enter a deal without leverage
- Develop strategic control by managing movement, holding discipline, and trading only on condition
- Kennedy’s 8 Step/Four Phase helps you identify which phase you are in and everyone one in the room and apply behaviours appropriate for the effective and successful execution of that phase
The result: faster, more profitable, and more resilient relationships, deals, and outcomes with customers, suppliers, and internal stakeholders.
50 years of experience
Grounded in behavioural science. Proven in real-world outcomes.
Kennedys Advancing Negotiation Skills (KANS) Programme distills over five decades of behavioural research into one integrated, field-tested system.
It has delivered billions in negotiated value across sectors, industries, and deal types, shaping negotiators to secure the best deal, every time.
Extensive portfolio
Direct, strategic, and scalable
Build a deep, practical, and commercially proven negotiation methodology to plan and execute complex deals, influence key stakeholders, and deliver measurable outcomes across pricing, M&A, strategic change, dealmaking, and organisational alignment.
Practice to Performance
Great Negotiators Aren’t Born.
They’re Built. This programme drives a continuous improvement journey—recalibrating behaviours through simulation, feedback, and reinforcement.
Until composure under pressure, phase control, and conditional trade become instinct.
Key Elements of the Kennedys Advancing Negotiation Skills Programme
The programme is built around three core disciplines: Situational awareness, disciplined movement management, and execution under pressure.
Together, these sharpen how negotiators read the room, govern the deal, and deliver outcomes when the stakes are high
Recognise which phase they’re in—and which one you’re in. Negotiation is never linear
Manage the right movement for each phase
Adapt skillfully—balancing flexibility, conditionality, and control
Negotiation Masterclass
Build negotiation acumen to prepare, position, and execute your strategic imperatives
JVs & M&A Alliance Success
Ensuring that the negotiation of joint ventures, and strategic alliances deliver optimal outcomes and profitable financial results.
Sales-Focused Negotiation Performance
Protecting margin by managing price pressure while building stronger, value-led customer agreements.
Sales-Focused Negotiation Performance
Protecting margin by managing price pressure while building stronger, value-led customer agreements.
Channel
Protecting margin by managing price pressure while building stronger, value-led customer agreements.
Supplier Relationship Profitability
Building profitability by managing costs while improving the quality of supplier relationships.
JVs & M&A Alliance Success
Ensuring that the negotiation of joint ventures, and strategic alliances deliver optimal outcomes and profitable financial results.
JVs & M&A Alliance Success
Ensuring that the negotiation of joint ventures, and strategic alliances deliver optimal outcomes and profitable financial results.
Negotiation in Policy Development
Policy Development & Stakeholder Alignment Negotiation Strategic Negotiation in Policy Design
Negotiating Women Workshop
Protecting margin by managing price pressure while building stronger, value-led customer agreements.
In complex B2B sales, negotiation doesn’t happen at the end—it’s threaded through every phase of the deal. From first scope conversations to final signature, what your team says—and doesn’t say—shapes margin, momentum, and trust.
Deal Moment
Qualification
Behavioral Failure
Seller commits too early, misreads phase
Business Impact
Forecast quality erodes
Deal Moment
Qualification
Behavioral Failure
Seller commits too early, misreads phase
Business Impact
Forecast quality erodes
Deal Moment
Qualification
Behavioral Failure
Seller commits too early, misreads phase
Business Impact
Forecast quality erodes
Deal Moment
Qualification
Behavioral Failure
Seller commits too early, misreads phase
Business Impact
Forecast quality erodes
Deal Moment
Qualification
Behavioral Failure
Seller commits too early, misreads phase
Business Impact
Forecast quality erodes
Deal Moment
Qualification
Behavioral Failure
Seller commits too early, misreads phase
Business Impact
Forecast quality erodes
Govern the Buying Cycle and the Value Equation
Seller commits too early, misreads phase
Forecast quality erodes
Seller commits too early, misreads phase
Forecast quality erodes
Seller commits too early, misreads phase
Forecast quality erodes
Seller commits too early, misreads phase
Forecast quality erodes
Verified Benefits
Scaled Partner Enablement
Deal Strategy & Profitable Sales
Equips executives, dealmakers, and sellers to lead the full negotiation arc—from pre-deal positioning to closing—raising strategic win rates by 10–12%, improving fallback posture in 50–60% of high-stakes negotiations, and driving top-line and sales profitability through behavioral precision
Internal Alignment & Operational Clarity
Enhanced Boardroom & Stakeholder Trust
Accelerated Decision Velocity
HERE WE GO
Before a single session begins, we calibrate the experience using the NegoTek ® Assessment—our proprietary diagnostic tool designed to uncover negotiation readiness at both the individual and team level.
Why? Because the data is clear:
- 45% of negotiators default to reactive behaviours under pressure
- 3 in 4 teams show internal misalignment across negotiation phases
- 20–30% margin leakage is directly linked to poor fallback discipline
Each participant receives a personalized profile assessing four critical domains that directly affect both deal outcomes and enterprise value:
1. Behavioural style under pressure
How you behave when the stakes shift—whether you hold posture or retreat to comfort.
2. Fallback discipline and escalation control
Do you hold the line or give it away? We assess how you govern concessions, terms, and when (or if) you escalate.
3. Negotiation phase fluency
How precisely you track and apply behaviours in each of the Kennedy 8-Step / Four-Phase Model—Preparation, Debate, Proposal, Bargain.
4. Strategic alignment with team posture
Where gaps exist between individual intent and team execution—and what that costs in trust, clarity, and margin.
This is not a personality test. It’s a behavioural calibration so we know where to intervene, and you know where to sharpen
There is a behavioural process underpinning every negotiation. We call it the 8 Step/Four Phase Approach ®
It is not a theory. It emerged from four decades of real-world application, tested across industries, cultures, and negotiation tables.
It does not matter where you are or who you face—friend or rival, novice or veteran—the sequence of behaviour remains constant. What changes is how you behave within it.
Knowing the process does not make you clever. Applying it when under pressure does. It gives you clarity about which phase you’re in, what behaviour fits, and when to switch. It stops you from improvising deals in the hope they’ll work, and instead helps you structure behaviour that does.
Control in negotiation doesn’t mean dominating the other party. It means not giving your power away by acting out of habit, fear, or misplaced goodwill. It means ma
naging your own behaviour—step by step—so that you negotiate, rather than concede.
Skills Based Workshop
Negotiation is not theory. It is a live, adaptive process that only improves with practice. That’s why our approach places participants in the thick of it—negotiating, testing, adjusting, and learning by doing.
More than 70% of course time is dedicated to structured, practical work. Not role-play for its own sake, but focused exercises that mirror real negotiation challenges what we call Case Plays.
Each exercise is led by an expert coach who doesn’t just observe, they intervene, correct, and prompt new behaviour on the spot. Participants are expected to try, reflect, and try again. This is not training to feel better. It’s training to perform better.
The workshop ends with 360˚ and one-to-one feedback, followed by a structured development report grounded in live behavioural data.
Each participant then works with their coach to translate this into a Personal Development Plan—not a wish list, but a clear set of priorities based on how they actually performed under pressure.
The aim is simple: correct what weakens outcomes, reinforce what drives results.
Each participant receives up to 120 minutes of expert coaching per year—typically delivered as two focused sessions. This is not generic advice. It’s direct access to the same coach who led their training and observed their behaviour live.
Whether preparing for a complex deal, pressure-testing strategy, or reviewing post-negotiation outcomes, this support ensures the skill is not just learned—but applied.
It’s included in the fee. No add-ons. No gatekeeping. Just real-time input when it matters most.
The learning doesn’t end when the workshop does. Negotiation is a skill that sharpens with pressure, repetition, and coaching—not just theory.
- Each participant leaves with a personal performance report and development plan—grounded in live observation.
- One month later, they receive a targeted call to reinforce key behaviours and correct early drift.
- At the three month mark, we run a focused one-day follow-up—built to pressure-test application, embed high-performance behaviours, and translate learning into measurable business outcomes.
After three months, participants return for a Negotiation Immersion Day—a high-intensity session built to simulate real pressure, reinforce behavioural control, and embed Kennedy-phase fluency.
The day is hands-on. Every activity is designed to expose gaps in discipline, test escalation posture, and push negotiators to apply what they’ve learned—under stress, not theory.
Think of it as a strategic stress test: part rehearsal, part refinement—delivered to hardwire negotiation skill into performance.
Training is only complete when it shows up in results.
Florence Kennedy Rolland
