Training in business negotiations (online & offline)
Participants of this training workshop will develop their skills in the field of business negotiations. They will learn: what are typical strategies in business negotiations and how to build their own strategy. They will learn effective preparation for business negotiations, analysis of business opportunities and risks, and how to behave during negotiations to keep a cool head and achieve strategic goals regardless of the situation. They will develop skills in negotiation techniques and defense against manipulation. They will expand their skills in dealing with difficult negotiation situations and challenging client behaviors. The sales negotiation training is a negotiation skills training conducted in the form of a practical workshop.
Video trailer - Module 2: Advanced negotiation techniques and defense against manipulation.
Training objective
- The training aims to strengthen the participants’ skills in the field of sales negotiations.
Training methods
training games
video training
various exercises
moderated discussions
creative problem-solving
PowerPoint presentations
Benefits of implementing the knowledge and skills acquired during the training
- Improving the results achieved in business negotiations through proper preparation and optimal negotiation process management;
- knowledge of negotiation techniques and the ability to defend against attempts at manipulation by the other party;
- the ability to assertively control the course of the conversation and deal with uncomfortable behaviors of the other party;
- negotiation training based on practical techniques and examples from business.
The knowledge and skills acquired during this training course.
- How to avoid the negative impact of a self-fulfilling prophecy on the outcome of negotiations;
- what negotiators forget about, and what is crucial for the negotiation outcome;
- characteristics and attitudes of a good negotiator;
- most common mistakes in nonverbal communication made by negotiators;
- positive body language during negotiations;
- typical negotiation strategies;
- the specifics of the WIN-WIN approach in business negotiations;
- the differences between principled and positional negotiations;
- the differences between interests and positions;
- how to create a favorable first impression and maintain confidence during negotiations.
- Quick and effective preparation for negotiations (analysis of business opportunities and risks, setting negotiation goals, determining BATNA);
- precise identification of the interests of the other party in negotiations;
- creating the image of an effective negotiator;
- using effective negotiation techniques;
- building a positive atmosphere during negotiations while also pursuing own interests;
- maintaining composure in the face of difficult negotiator behaviors and challenging negotiation situations;
- defense against negotiation tricks and psychological manipulations;
- active listening as a technique to gain negotiation information from the other party “for free”;
- interpreting the body language of negotiators;
- achieving a satisfactory result for both sides of the negotiation (WIN-WIN).
Training Programme:
Within this module, participants will take on the role of a supplier representative or one of the two competing corporations vying for an order. The brief training game will serve as a source of experiences and reflections on negotiation styles, distinguishing between interests and positions of the other party, negotiation traps, and handling difficult emotions.
- Training game focusing on sales negotiations;
- Participants’ reflection on the training game – moderated discussion;
- ABC of effective negotiations:
- preparation for negotiations (negotiation planning strategy);
- defining negotiation goals and BATNA;
- negotiation strategies, building a negotiation strategy;
- active listening;
- gathering and verifying information and positions;
- negotiation styles;
- interpreting the body language of the counterpart;
- building a positive atmosphere during negotiations;
- creating the image of an effective negotiator;
- precise identification of the interests of the other party in negotiations;
- mistakes and best practices in negotiations;
- achieving a “WIN-WIN” result in negotiations.
“Master of Negotiation Techniques” is a simple yet highly engaging negotiation game. During the gameplay, participants use a deck of cards containing 36 negotiation techniques. This allows them to learn how to use these techniques in specific situations in an attractive way and experience their impact on ongoing conversations. A particular value of this tool is the opportunity to learn how to react to persuasion and manipulation attempts from the other party.
The rules of the game are easy to master, and its design does not impose the subject of negotiation on the participants. The negotiations can involve selected products, services, or non-business related issues chosen by the parties. This way, the gameplay can relate to real matters that are important to the participants.
During the game, participants conduct parallel two-sided negotiations in subgroups – individually or in pairs. Participants receive 40-page training materials detailing all the negotiation techniques used during the training.
- “Master of Negotiation Techniques” – a dynamic card game simulation enabling the learning and practice of 36 negotiation techniques and observing their effects;
- participant reflection – group work;
- techniques and tricks;
- detecting bluffs;
- defense against psychological manipulation;
- written planning for implementing new skills.
In this module, participants will develop skills to deal with difficult situations during negotiations – facing psychological warfare from the other party, being thrown off balance. They will learn to control their emotions and respond assertively.
- “Hierarchy” – exercise;
- reflection of participants on the exercise;
- managing emotions during negotiations:
- keeping a cool head in the face of difficult behaviors of the other negotiator and challenging situations in negotiations,
- emotional control,
- assertive ways of controlling the conversation flow,
- stress management related to negotiations.
- written planning for implementing changes.
- collecting challenging negotiation cases from participants’ professional practice;
- negotiation scenes based on specific negotiation situations with difficult clients reported by participants – video training;
- feedback (each participant will receive feedback from the trainer and other participants, considering both positive behaviors shown in the scene and behaviors that can be improved to achieve better results in negotiations).
Training course location and duration:
The negotiation training is conducted in one-day and two-day formats (comprehensive training in sales negotiations) as well as in a one-day format (ABC of sales negotiations). We handle the comprehensive organization of training in hotels and training centers. We also conduct training at locations specified by the Client (including at the company’s premises if there is a training room available) and online through platforms like Zoom, MS Teams, BigBlueButton, and similar ones with breakout rooms functionality.
The recommended amount of participants
The recommended number of participants is 2 – 16 people. For larger groups, program modifications may be necessary. If you want to train only one or a few individuals from the company on this topic, we will organize individual training for you on this subject.
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