• General Description: 

Negotiation is not just about who "wins"—it is about how you create and capture value without damaging the long-term relationship. This intensive 2-day program empowers sales and business professionals to negotiate with confidence and tactical precision. Participants will learn to move beyond rigid "positions" to uncover underlying "interests," allowing them to craft creative solutions that satisfy both parties. The course provides a structured, end-to-end process for preparing, opening, trading concessions, and closing deals effectively, ensuring that margins are protected while trust is strengthened.

• Course Objectives: 

By the end of this course, participants will be able to:

• 1. Apply a structured, 5-step negotiation process from initial preparation to the final agreement.

  2. Distinguish between customer "positions" (what they say they want) and "interests" (why they want it) to create more flexible solutions.

  3. Master the art of concession management, using trade-offs effectively to preserve deal value and margins.

  4. Close negotiations confidently by utilizing specific closing techniques that secure commitment while maintaining professional trust.

• Duration: 

 2 days | Virtual: 6 sessions × 3 hours.

• Course Outline (2-Day Agenda):

Day 1: Preparation & The Psychology of Value

Module 1: The Negotiation Foundation

Module 2: Interests vs. Positions

Module 3: Strategic Preparation

Day 2: Tactics, Trading, and Closing

Module 4: Generating Options & The Trading Zone

Module 5: Handling Hardball Tactics & Power Dynamics

Module 6: Closing & Commitment