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Advanced Principles of Better Negotiation

This is a one-day training course structured into 9 modules.

This course teaches people an advanced set of principles that will help them obtain better results when negotiating. Whether having acquired negotiating skills by attending our basic level course, or through hard gained experience, this course will instruct on how specifically one can obtain better results, by showing how to place yourself in a strong bargaining position, and then leveraging that position.


This course is specifically designed for people with some experience in negotiating, and who are looking to improve upon the skills and experience that they already have by developing a structured approach to how they negotiate.

Maximum class size for Sales courses is 10 delegates, which ensures that attendees get adequate time for personal attention from the instructor. At some of our centres, the maximum class size is 12 delegates.

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Course Content

MODULE 1:  Introduction and Course Overview
Topics covered:
  • Course Introduction
MODULE 2:  The Power of IF ...
Learning outcomes:
Learn to use trial statements and questions in order to uncover commitment from the opposing party.
Topics covered:
  • The Payoff Question
  • A Trial Statement
  • Getting the other party to commit
MODULE 3:  Problems with Multiple Party Negotiations
Learning outcomes:
Know the extra factors to be considered when involved in a multi party negotiation, and how to retain power while negotiating.
Topics covered:
  • Joint Ventures - How the Solution Can Have Problems Too
  • One Buyer vs Many Sellers/Suppliers
  • One Seller/Supplier vs Many Buyers
  • The Element of Competition
  • Extra factors to consider in multi party negotiations
MODULE 4:  Bargaining and Positioning to Advantage
Learning outcomes:
Understand your position within a negotiation, and how to leverage that for maximum advantage.
Topics covered:
  • Auction Options: Starting Low vs Starting High
  • Controlling the Negotiation as a Supplier - When to Auction
  • Controlling the Negotiation as a Buyer - When to Tender
  • How to Assert Control
  • The Concept of Control
  • Are You Negotiating Up or Down the Supply Chain?
  • A Brief Explanation of the Supply Chain
MODULE 5:  Making Summarising an Art
Learning outcomes:
Learn how to summarise the negotiation in ways that will best highlight your case.
Topics covered:
  • What Does Summarising Do for Both Parties?
  • How to use Summarising to Swing the Vote
MODULE 6:  Breaking Deadlocks
Learning outcomes:
Be able to use realistic tactical skills to help break deadlocks in negotiations.
Topics covered:
  • Recognising the Underlying Emotional Resistance
  • When A Has to Do Something Before B
  • When your Arguments are an Obstruction to Settlement
  • When to Concede and When to Walk Away
MODULE 7:  Dealing With The NOs
Learning outcomes:
Know how to diffuse fear or negative perceptions to make negotiations move forward.
Topics covered:
  • Finding the Positives From the Other Side
  • How Fear Can Make or Break the Deal
MODULE 8:  Controlling the Paperwork: Clauses That Benefit Both Parties
Learning outcomes:
Be able to use specific clauses that help us legitimise negotiated agreements by protecting both sides.
Topics covered:
  • Dispute Resolution
  • Prohibited Contract
  • Period Review
  • Negotiation/Mediation
  • Indemnity
MODULE 9:  Your Personal Action Plan

Exams & Certification

With your Sales training course, you get a free workbook, so you can review and revise afterwards to reinforce your knowledge. 

Every delegate on a Sales course also gets a Training Attendance Certificate.

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