Training Duration: 2 Days / 12 Hrs
• Introduction to the Training:
– Negotiation is the art of reaching mutual agreements while maximizing value for all parties involved. In sales, it extends far beyond just discussing price—it’s about understanding interests, building trust, and finding win-win outcomes.
– This dynamic training program offers participants a practical foundation in effective negotiation, exploring the skills, styles, and strategies used by top negotiators. Through interactive group exercises and real-life scenarios, participants will develop their personal negotiating style, learn to handle complex conversations, and strengthen their ability to close deals with confidence and collaboration.
• Training Outlines:
– Introduction to Basic Negotiation Skills
– Persuasion vs. Negotiation
– Negotiation and Personality Styles
– Analyzing Personality Styles Using the DISC Model
– Essentials of Negotiation
– BATNA – Best Alternative to a Negotiated Agreement
– Negotiation Planning, Preparation, and Power
– Assessing the Source of Negotiation Power
– Altering the Balance of Power
– Negotiation Strategies, Tactics, and Trust Building
– Ranking the 10 Trust-Building Behaviors in Negotiation
• Training Objectives:
– Compare and contrast between integrative and distributive negotiation styles
– Evaluate soft, hard, and principled negotiation approaches and their impacts
– Identify and assess personality types in negotiation using the DISC model
– Distinguish and navigate the four phases of negotiation
– Apply practical negotiation tactics to real-world sales scenarios
– Discover effective methods for resolving conflict and building lasting trust
– Plan and conduct negotiations confidently, individually or as part of a team
• Who Should Attend:
– Sales professionals and account managers
– Business development and client relationship teams
– Entrepreneurs and small business owners
– Anyone involved in deal-making, contract negotiation, or client-facing roles
• Why Attend:
– To develop confidence in leading successful sales negotiations
– To master tactics that go beyond pricing discussions and create added value
– To enhance your ability to influence, persuade, and collaborate with clients
– To refine your negotiation style through self-awareness and practical tools
– To build long-term relationships grounded in trust and mutual benefit
