Course Overview
This course prepares participants to master advanced negotiation strategies, overcome objections, and close deals with confidence. It draws on proven frameworks like principled negotiation, win-win strategies, and psychological sales techniques, empowering participants to succeed in high-stakes negotiations.
Course Duration:
5 Days
Target Audience
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Sales professionals engaged in high-value B2B sales
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Key account managers and business development executives
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Sales team leaders managing complex negotiations
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Customer relationship managers
Personal Impact
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Strengthen negotiation confidence and influence
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Learn techniques to handle objections and resistance
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Enhance ability to close deals without compromising value
Organizational Impact
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Improved win rates in complex negotiations
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Better client relationships through trust-based approaches
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Increased profitability by protecting margins during negotiations
Course Outline
Course Objectives
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Understand negotiation psychology and buyer motivations
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Apply proven frameworks like BATNA, ZOPA, and principled negotiation
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Master objection handling techniques
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Build closing strategies that ensure long-term client relationships
Course Modules
Course Outline
Module 1: Foundations of Advanced Negotiation
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Key principles of advanced negotiations
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Understanding buyer psychology and decision-making
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Building trust and rapport quickly
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Case Study: IBM’s global deal negotiation practices
Module 2: Strategic Negotiation Frameworks
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BATNA (Best Alternative to a Negotiated Agreement)
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ZOPA (Zone of Possible Agreement)
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Principled negotiation vs. positional bargaining
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Real-Life Project: Negotiation simulation with BATNA analysis
Module 3: Objection Handling & Conflict Resolution
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Common objections and effective responses
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Turning “No” into “Yes” through reframing
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Conflict resolution techniques for sales negotiations
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Case Study: Microsoft’s handling of enterprise-level objections
Module 4: Closing Techniques for High-Value Deals
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Trial closes, assumptive closes, and consultative closes
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Balancing persuasion with customer-centricity
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Recognizing buying signals
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Real-Life Project: Role-play of a high-stakes deal closing
Module 5: Post-Negotiation Relationship Building
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Ensuring client satisfaction after deal closure
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Managing post-sale expectations
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Negotiation reviews and continuous learning
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Case Study: Long-term account growth through trust-based closing
Related Courses
Course Administration Details
Methodology
These instructor-led training sessions are delivered using a blended learning approach and include presentations, guided practical exercises, web-based tutorials, and group work. Our facilitators are seasoned industry experts with years of experience as professionals and trainers in these fields. All facilitation and course materials are offered in English. Participants should be reasonably proficient in the language.
Accreditation
Upon successful completion of this training, participants will be issued an Indepth Research Institute (IRES) certificate certified by the National Industrial Training Authority (NITA).
Training Venue
The training will be held at IRES Training Centre. The course fee covers the course tuition, training materials, two break refreshments, and lunch. All participants will additionally cater to their travel expenses, visa application, insurance, and other personal expenses.
Accommodation and Airport Transfer
Accommodation and Airport Transfer are arranged upon request. For reservations contact the Training Officer.
Tailor-Made
This training can also be customized to suit the needs of your institution upon request. You can have it delivered in our IRES Training Centre or at a convenient location. For further inquiries, please contact us on:
Payment
Payment should be transferred to the IRES account through a bank on or before the start of the course. Send proof of payment to [email protected]
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