Aims & Objectives

Sales people can often make the worst negotiators; they are fine tuned to the customers’ needs and are hard wired with the goal of making the customer happy. This can significantly impact the success of achieving an optimum commercial agreement. As C. Page puts it- ‘If you are not getting a reaction from your buyer, you are not asking for enough’.

This programme works through the 6 essential stages of negotiation, focusing in depth on the critical preparation stage. Using live examples and role play case studies, you will increase your power base and move away from offering without return. You’ll learn how to plan for and manage a structured negotiation to secure clearly defined objectives.

On the second day of the course, there will be a negotiation scenario that the group will have to prepare for, negotiate and receive feedback on.

What will I learn?

The differences between Selling and Negotiating

  • Selling, negotiating and offering
  • The 6 steps of structured negotiation

Preparation and Planning

  • Power analysis; situational power and sources
  • Setting objectives, BATNA and concessions
  • Identifying variables to map out areas of negotiation
  • Planning Tool

Discuss and Agree

  • Understanding the needs

Signal and Proposal

  • Identifying signals to proceed
  • How to structure a proposal


  • How to navigate bargaining without offering
  • Defining out of bounds
  • Handling deadlock


  • The key steps

Securing the Result

  • Recognising buying signals
  • Closing methods
  • Tactics and dirty tricks – how to handle

How We Deliver

We currently deliver all training online to comply with the Government's guidelines.

Online training works well for businesses whose staff are mainly working from home.

It allows us to train all of your staff with the same training needs at the same time. Your people simply log on from home, using details provided in advance by our team.

Choose from Watch and Learn sessions for larger groups or interactive hands on sessions for smaller groups.

When permitted we also offer face to face training at your offices.

All sessions can be customised to a half day or 90 minute sprint session and tailored to fit your needs, covering the topic(s) within a course that are most important to your business.

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