Negotiation Skills

  • Overview
  • Objectives
  • Course Content
  • Methodology

Discover a new attitude towards selling, and improve your skills to be successful in cross selling, up selling and overcoming resistance. This intensive program covers a huge range of selling skills and knowledge to improve performance and increase your company’s profits. Delegates will explore all the skills they need to add value to their customers’ while increasing sales for the company.


  • Understand sales strategy and how to deliver exceptional customer service
  • Explore the psychology of selling and Analyze how customers think and feel
  • Learn how to write proposals that are both interesting and informative
  • Analyze the importance of time management and planning skills in sales
  • Prepare effective opening and closing techniques
  • Identify different buying signals and the opportunity for upselling and cross-selling
  • Discuss needs analysis and employing questioning techniques
  • How to deal with objections
  • Learn how to present with impact and conviction that results to tangible results
  • Appreciate the importance of building lasting client relationships
  • Set goals and objectives and how to stay on top of them
  • Define motivation and how to stay motivated and positive

Below is an example of the course content. The content can be ‘tailored’ to meet the exact requirements of the client.


Day One

What is negotiation?

·         The essentials of negotiation

·         Negotiation definition and terms

·         Different negotiation styles

·         Skills and qualities of a successful negotiator

Variables in negotiation scenarios

·         How to stand your ground in negotiations

·         The importance of attitude in negotiation

·         Common mistakes in negotiation

·         Conflict in negotiation and how to avoid it

The outcomes of negotiation

·         ‘win/win’ situation (mutual gain)

·         ‘win/lose’ situation (domination)

·         ‘lose/win’ situation (submission)

·         ‘lose/lose’ situation

·         Fifth outcome of negotiation

Pre-negotiation research

·         Finding out about the company you are negotiating with

·         The competition; who are they and what are they getting

·         Planning what questions to ask


Day Two

Negotiation with different types of people

·         Planning your approach

·         Knowing what your opponent has and what you want

·         Getting what you want for the conditions you want

·         Negotiating with more than one person at a time

Communication in negotiation

·         Asking clear and concise questions

·         Determining any hidden agendas

·         Watching for signals of uncertainty

·         Questions to avoid during negotiation

·         Reading body language

Beyond the basics: deadlocks and concessions

·         Organizing your concessions in order of priority

·         Using your concessions for maximum impact

·         Finding out what the other parties concessions are

·         How to use concessions to your advantage

·         What to do when there is a deadlock

·         How to prevent a deadlock


Day Three

Steps in negotiation

·         Building a rapport with your opponent

·         Identifying clear goals and objectives

·         Establish disagreement and conflict

·         Working out a compromise

·         Settle or agree

Setting the stage: understanding the ‘when’ and ‘where’ of negotiation

·         Setting the scene for a successful negotiation

·         Dealing with unexpected negotiation

·         Using time and space constraints to their maximum advantage

·         The four ‘P’s of negotiation

·         Negotiation over the telephone

Phases of negotiation

·         Exploration

·         Bidding

·         Bargaining

·         Settling

·         Confirming



The foundation of our training is anchored in activity-based experiential learning. This methodology takes into consideration different learning and communication styles, and more importantly language and cultural differences. It is through active participation that the adoption and application of theory is expedited. Our training team pays careful attention to planning and designing effective instructional methods essential for the transfer of knowledge. It is the creative skill of our management trainers and consultants that reveal untapped skills of the delegates through:

  • Group discussion
  • Individual and syndicate activities
  • Individual and group tasks
  • Case studies
  • Role plays
  • Audio and video evaluation
  • Action planning
  • Experiential learning games
  • Presentations
  • Assessments



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