This module can be taken as a Short Course for Credit or a Standalone Short Course.

Please go to the 'Upgrade to a professional qualification' section for more information.

A practical and applied course where participants will focus on behaviours, suggest the evaluation of these, and play out the negotiations in a context close-to-reality. It aims to provide participants with an understanding of how to manage business relationships throughout their lifecycle, from negotiation through to contract termination.

At a glance

  • Dates
    • Please enquire for course dates
  • DurationThree days
  • LocationCranfield campus
  • Cost£1,155 - Standalone Short Course fee  

    £2,022 - Short Course for Credit fee

Course structure

During this three day course participants will undertake role-play actives, receive lectures and be asked to read relevant materials and reflect on the application of the principles of negotiation and contract management. Additional optional readings and information resources will be made available at the end of the module

What you will learn

On successful completion of this module you should be able to:

  • Identify and evaluate the process and approaches to negotiation in a defence business setting
  • Undertake effective negotiation simulations
  • Analyse the different strategic approaches to the negotiation, determining when to apply each in the commercial defence arena
  • Evaluate the impact of interpersonal relationships on negotiation and relationship management in defence-related businesses.

Core content

The course covers the following topics: 

  • Principles of negotiation
  • Process and structure of negotiation
  • Negotiation practice sessions (Role-play and presentations)
  • Negotiation Strategies
  • Negotiating and managing contracts

Upgrade to a professional qualification

When taken as a Short Course for Credit, 10 credit points can be put towards the Defence and Security Export PgCert.

Find out more about short course credit points.

Who should attend

Students must have successfully completed Introductory Studies and Legal, Ethical and Political Frameworks for Defence in order to take this as a Short Course for Credit. There are no prerequisites if taken as a Standalone Short Course.

It is suitable for those seeking employment or career progression in the sales and marketing arena of defence, aerospace and security organisations. Skills such as negotiations, offsets and trade compliance will prove attractive to employers seeking personnel in wider managerial fields, including contracts, commercial management as well strategic management.


 Dr Robby Allen

Accommodation options and prices

Please contact us for information regarding accommodation.

Location and travel

Situated close to Milton Keynes and Bedford, the Cranfield campus is situated in Wharley End, very close to Cranfield village, and is about 10 minutes from the M1 motorway.  There is rail and road access to most major airports as well as coach and train stations. Cranfield campus also has its own airport for private executive business travel.

Download a visitor guide including map, directions and health and safety information.

Campus address

College Road
MK43 0AL

How to apply

To apply for this course please use the online application form.

Read our Professional development (CPD) booking conditions.