Program
Negotiation Skills Training for Sales and Commercial Teams
Holding value under pressure, trading deliberately and protecting the relationship as well as the margin.
- Duration
- 2 days
- Format
- In-person, negotiation simulations
- Group size
- 12–18 participants
The problem we are solving
Discounting is the fastest way to end a difficult conversation, which is why it happens so often and so early.
Most teams negotiate without preparation: no walk-away, no trade list, and no idea what the other side actually needs.
About this program
Negotiation skills training for sales and commercial teams who discount too early to protect a deal. Participants learn to prepare properly, trade instead of concede and hold price while keeping the relationship.
Built on your own commercial levers and real negotiation situations from your accounts.
What changes in behaviour
- Prepare with a clear position, trade list and walk-away
- Defend price with evidence rather than apology
- Trade concessions instead of giving them
- Handle pressure tactics calmly
- Close agreements both sides will honour
What the program covers
- Preparation that decides the outcome
- Value, price and the cost of discounting
- Trading and concession planning
- Pressure tactics and how to respond
- Closing and confirming the agreement
Who it is for
- Sales and key account teams
- Commercial, procurement and contracting roles
- Sales leaders approving deals
- Are the simulations based on our deals?
- Yes. We build cases from your commercial levers and typical customer demands so the practice is directly transferable.
Start with one cohort. Judge the behaviour change.
Most engagements begin as a single pilot cohort, so your team can evaluate the facilitation and the follow-through before a wider rollout.