Powerful Negotiation Skills


This energetic course provides the skills sales people need to conduct profitable negotiations and maintain positive long-term business relationships. It will enable you to negotiate the best terms, seek out the buyer’s position and business drivers. You will understand how to negotiate based on offering solutions and adding value rather than price-focused conversations. The learning process is accelerated using interactive techniques to enable delegates to negotiate with confidence.
Suitable for sales people and others who negotiate with customers in a sales environment and either have to develop a negotiation skills base from scratch or wish to re-examine and refresh their existing techniques.


  • Develop a negotiation strategy that supports rapport building and assertive conversations.
  • Understand and demonstrate the 8 steps to negotiation.
  • Use the most appropriate strategies and tactics for effective negotiation.
  • Understand and demonstrate how to create value in your proposals
  • Understand the role of purchasing and how to develop rapport with limited contact.
  • Identify and demonstrate how to negotiate via written communication only.
  • Be able to calmly work through client objections to manoeuvre through deadlocks.
  • Recognise when and how to close the deal.
  • Understand the behaviours and signals of your client and respond to secure the best deal.

Course Outline

Planning your Negotiating Strategy

  • Win-Win collaborative negotiation – what does this mean for you?
  • Planning and preparing – what does the other person expect from you?
  • Negotiation styles – which one are you?
  • Price differentiator value vs price – building value rather than reducing your price

Building Rapport – The buyer as a person

  • Understanding human behaviour and mindsets
  • Identifying the procurement process and how to build rapport with limited contact
  • How to establish wants and needs – understanding their business drivers and pains
  • How to listen for what’s not being said
  • Verbal and non-verbal communication – what does your face/body positions tell the client?

Packing your Proposal, Overcoming Objections

  • Packaging your proposal to address the client’s business drivers
  • Understanding what part of your proposal isn’t suitable if declined
  • Identifying the negotiating games people play
  • Recognising negotiation tactics and how to bring the conversation back to a collaborative negotiation
  • Knowing when and how to secure the deal

Tactics and Techniques

  • Techniques for opening and developing negotiations
  • Rapport building – helping to get their guard down
  • Spotting the voice and body language clues
  • Questioning and listening skills – keeping yourself ahead
  • How to negotiate creatively
  • How to achieve win-win scenarios