Financial Negotiation Fundamentals
A focused programme on the practical mechanics of financial negotiation — structured for those who want to understand how terms, leverage, and timing actually interact in real conversations.
Course Outline
- Week 1: How financial negotiations differ from general negotiation — stakes, documentation, and precedent
- Week 2: Structuring your position — anchoring, ranges, and walk-away points
- Week 3: Reading counteroffers and identifying flexibility in the other party
- Week 4: Salary and compensation negotiations in practice
- Week 5: Vendor and supplier contract terms — where negotiation is expected
- Week 6: Loan and credit negotiations with banks and lenders
- Week 7: Handling pressure tactics and deadlines
- Week 8: Full simulation exercise with written debrief
Each week includes one live session, one self-paced exercise, and one peer review task.
About this programme
Most people leave money on the table not because they lack confidence, but because they do not know what to ask for or when.
This course covers the mechanics of financial negotiation: how to read the other party's position, how to structure your opening offer, and how to handle counteroffers without losing ground. We look at real scenarios including salary reviews, supplier pricing, and personal loan terms. Each session uses worked examples with actual numbers so you can see how small shifts in framing affect outcomes.
The course is built around practice, not theory.
You will work through role-play exercises, analyse transcripts of real negotiations, and get structured feedback on your approach. Instructor Orla Feeney has spent twelve years advising SMEs on contract negotiations and brings that direct experience into every session. This is not a motivational programme. It is a skills course, and progress depends on the work you put in.
Participants regularly report that the biggest shift is learning to stay quiet after making an offer — something most people find genuinely difficult at first.