1. Introduction to Negotiation

Gain a foundational understanding of negotiation principles, types, and contexts across industries.
Explore the role of negotiation in sales, relationship management, and long-term value creation.

2. Preparation for Negotiation

Learn how to plan effectively by identifying objectives, understanding the buyer, and mapping stakeholder interests.
Build a solid foundation through research, scenario planning, and anticipating potential barriers.

3. Negotiation Techniques

Explore proven methods such as anchoring, framing, and concession strategies used by successful negotiators.

BATNA (Best Alternative to a Negotiated Agreement) is your fallback option if negotiations fail, providing leverage and clarity during the negotiation process.
Master the balance between assertiveness and empathy to drive constructive dialogue and influence outcomes.

4. Handling Objections in Negotiation

Understand the psychology behind objections and how to respond without losing momentum.
Develop techniques to reframe resistance into opportunity and maintain trust during tense discussions.

5. Closing the Negotiation

Learn how to guide discussions toward a decisive, value-based agreement that satisfies both parties.
Use structured closing techniques to ensure clarity, commitment, and the groundwork for future collaboration.

What Professionals Will Gain from This Course:

1. Introduction to Negotiation – Understand the fundamentals, types, and stages of negotiation in a sales context.
2. Preparation for Negotiation – Learn how to plan strategically, define objectives, and analyze the buyer’s position.
3. Negotiation Techniques – Master proven techniques to build influence, manage discussions, and create win-win outcomes.
4. Handling Objections in Negotiation—Develop skills for responding to resistance with empathy, logic, and persuasiveness.
5. Closing the Negotiation – Gain the confidence to finalize deals with clarity, alignment, and long-term commitment.