Skills You Will Learn
Objection HandlingConflict ResolutionSales CommunicationDeal ClosingNegotiation Strategies
What You Will Learn
- Protect margins and credit terms without damaging the relationship
- Close a negotiation in a way that leaves both sides satisfied
- Handle pressure, pushback, and difficult counterparts without losing ground
- Use listening and questioning to uncover what the other person needs
- Understand what is really being negotiated — and what is not
- Prepare for a negotiation properly — knowing your position, your limits, and what the other side actually wants
Course Curriculum
1. What Negotiation Really Is
- The role of trust and relationship in commercial negotiation
- Why most people over-focus on price and under-focus on everything else
- The difference between positional bargaining and interest-based negotiation
- Common misconceptions about negotiation
2. Preparing to Negotiate
- Anticipating objections and preparing your responses
- Setting your walk-away point and your opening position
- Understanding what the other side wants — and why
- Knowing your BATNA and why it matters
3. The Negotiation Conversation
- Reading body language and knowing when the other side is ready to close
- Trading concessions intelligently — giving something, getting something
- Asking the right questions and listening for what is not said
- How to open a negotiation without giving too much away?
4. Handling Difficult Situations
- Keeping the conversation professional when emotions run high
- Managing negotiations where there is a power imbalance
- Responding to ultimatums without backing yourself into a corner
- What to do when the other side plays hardball
5. Closing and Following Through
- Maintaining the relationship after a difficult negotiation
- Reviewing what worked and what to do differently next time
- Putting the agreement in writing without making it feel adversarial
- How to close a negotiation cleanly — summarizing and confirming
About This Course
Negotiation is not about winning. It is about finding the right outcome for both sides — and doing it in a way that keeps the relationship intact. This course moves away from tactics and tricks and focuses instead on the preparation, communication, and judgement that make negotiations work in the real world.
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Why Choose This Course?
Career Advancement
Strengthen essential skills for sales and business leadership roles.
Improved Deal Success
Increase your ability to secure profitable agreements.
Real-World Practice
Learn through business scenarios and role-playing exercises.
Professional Negotiation Skills
Develop practical techniques for successful negotiations.
Frequently Asked Questions
Does the course include practical exercises?
Yes. Participants practice negotiation scenarios, role-plays, and case studies.
Will I learn practical negotiation techniques?
Yes. The course focuses on real-world negotiation strategies, objection handling, and deal-closing skills.
Who should enroll in this course?
Sales professionals at all levels — from field sales representatives to senior account managers
Is this course suitable for beginners?
Yes. It is designed for both new and experienced sales professionals.
