This training will help you to improve your self-confidence and understand how best to negotiate price and other variables.

  • Proven skills and techniques for influencing, persuading, and negotiating with customers.
  • Increased confidence and clarity when reviewing contract terms and prices.
  • How to structure and manage sales negotiation and contract review meetings.


By attending this course, you will learn:

  • A structured and proven approach to negotiation of contract terms.
  • Apply the key principles of negotiation, playing the person and the problem
  • Create a contract negotiation strategy – from opening to close
  • Use (and recognise) proven negotiation tactics and techniques
  • How embrace conflict positively – to “say no, then negotiate”
  • Plan and prepare for any commercial negotiation conversations
  • Understand the stages of negotiation and how to move through them


Negotiating from a position of personal power

  • The eight steps of a sales or commercial negotiation
  • Ten ways to resist price pressure
  • How to draw on sources of power when you have less authority
  • The six principles of influence and persuasion and how to use them

Effective negotiation – planning and theory

  • How to plan and structure your negotiation for a successful and quick conclusion
  • Influence: Knowing how to ‘push or pull’ to win an argument
  • Achieving a BATNA – a range of practical skills and techniques
  • Case study: Planning for a customer negotiation around contract or price issues

Effective negotiation – practice and reality

  • Higher-level questioning techniques to investigate and solve problems
  • Listening to lead – active listening and structuring your conversation
  • The most common “unforced” negotiation mistakes and errors
  • Case study: Setting objectives, sources of value, trading concessions

Negotiation tactics and playing the game

  • How high – how hard – how soon; why now
  • How to identify hidden or perceived currencies and values
  • How to use these to establish a higher base price
  • Negotiation best-practice checklist and summary
Have a question?

Let’s get this conversation started. Tell us a bit about your requirements and we’ll be in touch.

What you need to bring for these courses when delivered as a virtual classroom.

For virtual classroom courses, you will need:

  • Computer with Internet Access
  • Microphone and Headset
  • Webcam
  • Microsoft Teams
  • A dual monitor setup is recommended for IT training
Upcoming Courses
Get in touch via our contact form or call us on 01473 414 414