Selling to the Public Sector

Negotiation Skills

Negotiation Skills

Negotiation Skills Questas face to face classroom training icon Live virtual classroom

Everything is negotiable. Whether or not the negotiation is easy is another matter, but the first step is always communication.

Course overview

This course is designed to take you through the theory and practice of ‘Principled Negotiation’. It provides the tools and tips to allow you to separate people from the problem, evaluate options and find a position of mutual acceptance to achieve the win/win with your clients (and colleagues!)

Who’s it for?

Anyone who is involved in internal or external negotiations, particularly in final stages of securing bids and contracts. It is also very useful for those situations where clients are trying to push the boundaries of the contract – commonly known as ‘scope creep’.

Course format

Questas face to face classroom training iconFace to face: A one-day workshop for up to 12 people. This course includes hands-on techniques, working through theory and practical exercises.

Live virtual classroomLive Virtual Classroom: A 2 hour workshop designed to teach participants the fundamentals of negotiating, The difference between Positions & Interests, where the ZOPA (zone of potential agreement) is and how to ensure a win/win outcome.


This course will leave the participant equipped with:

  • a variety of negotiation styles and the know-how of when to use them
  • the methodology to frame your negotiation
  • the skill to identify your acceptance zone
  • the ability to manage conflict through to resolution.

Couple with this the ability to think creatively to provide options that focus on the interests of all parties. Finally, delegates will be able to find a mutually satisfactory outcome that helps the client relationship remain strong.

Content Outline

  • Defining negotiation – what is ‘Principled Negotiation’
  • Negotiation styles – qualities of a great negotiator
  • Know your BATNA (best alternative to a negotiated agreement) and understand your ‘walk-away’ before you start
  • Preparing and structuring a negotiation
  • Creative thinking for optimum solutions
  • The LADDER of Assertiveness

Interested in this course?

Email or click the button below to get in touch.

Questas is based in London, and travels internationally to deliver training.

If desired we can help you design and/or organise your own training courses tailored to your team.

Drop us a line

Two experts engineers in protective helmets and fluorescent vests showing the construction site and building activities after the successful project phase.

Cross-Selling e-learning

Our free e-Learning module for Cross-Selling (no selling required) is an interactive introduction to best practice.

This informative and well-presented 30-minute course is certified for Continuous Professional Development (CPD).

Start now

Disagree without being disgreeable

How do you handle the ‘bad news’ conversations with your clients? Could you do better? We all have to deal with tricky topics such as ‘scope creep’, project delays or unexpected costs. The course ‘Difficult Client Conversations‘ is designed to equip project managers, directors and other staff who need to handle awkard situations with valued clients.

Take what you’ve learnt and use it!

Research suggests that 80% of sales training is lost within 180 days. We also know that it takes at least six weeks to start embedding new behaviours as habits. So how do you maximise your training investment? One great way is one-to-one coaching.

“One-to-one coaching helped me overcome some of the barriers I faced as a technically minded person. I am now much more confident with clients.” Technical Director, RPS.

Free consultation

Have questions for us? Get your team started today and gain a new competitive advantage.


Selling to the public sector

Selling to the public sector

Selling to the public sector

The challenge

Not winning enough of the framework “pie”


Our approach

Just being on the service procurement framework for a major organisation doesn’t guarantee a flow of new business – you still need to be proactive. We’ll show you how to get in there and mine these frameworks. To build the relationships, position yourself and develop your reputation.

Price is important, particularly in the public sector or if it’s a real commodity service, but price isn’t everything. If you were the cheapest every time, would you win every time? People still matter. And we never lose sight of that.

Recognise this challenge? Get in touch

questas steaming coffee cupGetting to the ‘table’ of target clients

Getting to the Table of Target Clients - Questas Espresso Shot Webinars
Are you targeting the right clients and speaking to them regularly? Don’t lose out to your competitors, develop your own action driven BD Plan.

Try our Espresso Shot Learning – Our 30 min live webinar to give your team the key points and latest thinking in Business Development and Client Relationship Management.


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Questas Quote Marks Circle

Questas’s Gary Williams says:

“Frameworks are the mainstay of work for many of our clients. But all too often, after putting massive effort into securing their place, they then sit back and wait for the phone to ring.”


The challenge

Doing too many tenders / poor win rate on tenders


Our approach

Doing too many tenders, or having a poor win rate on tenders, is expensive and damages your reputation.

We give our clients a set of criteria for when they should tender. We make sure the criteria are right for their business, and that they are committed to them.

The three most important criteria are:

  1. Did we know it was coming? Were we expecting this?
  2. Do we know the authors of it? Do we have relationships with them?
  3. Have we got the resource? Can we do it?

If we cannot get a good firm yes on those three then the chances of winning it are slim.

Recognise this challenge? Get in touch

person compiling list of contacts for cross selling

Bid & Tender Training

Discover the art of persuasion and how to write a compelling bid

Yes, We need this >

Questas Quote Marks CircleQuestas’s Sarah Amery says:

“Selling to the public sector presents some different challenges such as procurement rules and success criteria. However, they are still people buying from people and we need to recognise that relationship management is essential.”