Global Learning for Operational Leaders
Classroom
15 sessions
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Online / Live
15 sessions
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Introduction
Course overview
Why Attend
Negotiators tend to concede too much, and focus on price and not enough on exchanging services other than price. The course focuses on these problems and the practical skills and techniques necessary to achieve win/win agreements. Participants will learn to identify, select, and execute various tactics and to respond to adversarial tactics.
It is an engaging workshop that equips negotiators and sales professionals to find and prove the value of their offering and resolve difficult negotiating challenges in a collaborative manner. The course will also provide you with a set of tools to handle the most demanding negotiation like a master. By working on a carefully chosen array of cases you will learn how to enhance your analytical skills and build your intuition, both of which are prerequisites for successful negotiations.
Course Methodology
The course uses a mix of interactive techniques, such as brief presentations by the consultant and the participants, role plays (rehearsed and impromptu), self-assessment questionnaires, relevant videos, and multiple simulation games.
Course Objectives
By the end of the course, participants will be able to:
- Assess their own negotiating strengths and weaknesses and those of the other side to optimize negotiation outcomes.
- Identify areas of weakness in understanding to prepare a good negotiation plan.
- Master the process of sales negotiation to achieve long-lasting and mutually profitable agreements on timely-basis.
- Use a variety of skills necessary to conduct successful negotiations
- Apply the concessions management process with minimum loss while preserving good relationship with the counter party.
Target Audience
Marketing and sales professionals, corporate executives, advertising managers, business development managers, sales personnel, purchasers, and others who are involved in commercial and negotiation activities at all levels of the organization.
Target Competencies
- Handling rejection
- Gaining commitment
- Negotiation tactics
- Negotiation planning
- Concession management
- Problem solving
What you will achieve
Learning objectives
- Assess their own negotiating strengths and weaknesses and those of the other side to optimize negotiation outcomes.
- Identify areas of weakness in understanding to prepare a good negotiation plan.
- Master the process of sales negotiation to achieve long-lasting and mutually profitable agreements on timely-basis.
- Use a variety of skills necessary to conduct successful negotiations
- Apply the concessions management process with minimum loss while preserving good relationship with the counter party.
Who should attend
Target audience
- Marketing and sales professionals, corporate executives, advertising managers, business development managers, sales personnel, purchasers, and others who are involved in commercial and negotiation activities at all levels of the organization.
- Target Competencies
- Handling rejection
- Gaining commitment
- Negotiation tactics
- Negotiation planning
- Concession management
- Problem solving
Methodology
Learning approach
- The course uses a mix of interactive techniques, such as brief presentations by the consultant and the participants, role plays (rehearsed and impromptu), self-assessment questionnaires, relevant videos, and multiple simulation games.
Course content
Course outline and key learning areas
Module 1
What Negotiation Is Really All About
- The many faces of a negotiation
- Some negotiation philosophies
- The urge for being a good negotiator
- Persuasion versus negotiation
- Self-assessment: The “Negotiating Style Profile”
Module 2
Setting the Stage: Pre-negotiation Preparation
- Understanding your own personal strengths and weaknesses
- Developing your emotional intelligence
- Characteristics of a good negotiator
- The five stages of the negotiation process
- Barriers to effective negotiation
- Team negotiation: when to use a team
- Exercise: How to negotiate effectively (work template)
Module 3
Mastering commercial negotiation
- Selling versus negotiating
- The 7 milestones of the sales process
- Identifying the different buyer's roles
- The "Buyer's Decision Process
- Strategies for the phases of the buyer's decision process
- Strategies for the "Recognition of Needs" phase
- Strategies for the "Evaluation of Options" phase
- Strategies for the "Resolution of Concerns" phase
Module 4
The SPIN selling model
- Situation questions
- Problem/Opportunity questions
- Implication questions
- Need-payoff questions
- Simulation game: the "war room"
- Negotiation Tools for Success
- Creativity and problem solving techniques
- The importance of creativity in negotiation
- Creativity tools
- Creativity: self-assessment instrument
Module 5
Communication skills
- Active listening skills
- The outcomes of asking questions
- The art of asking questions
- Conflict management styles
- Workshop: Breaking the negotiation impasse using creativity
FAQ
Frequently asked questions
What does ISM Endorsed Certified Master Negotiator cover?
This course covers Interpersonal Skills and Self Development through a structured five-day outline focused on practical application, discussion, and implementation planning.
When is the next available session?
The next scheduled session starts on 12 - 16 October 2026, with additional classroom dates and mirrored Online / Live options listed in the course schedules section.
Who should attend this course?
Marketing and sales professionals, corporate executives, advertising managers, business development managers, sales personnel, purchasers, and others who are involved in commercial and negotiation activities at all levels of the organization., Target Competencies, Handling rejection
Is bilingual course delivery available?
Yes. All course materials and presentations are provided in English, while bilingual explanation and discussion support may be available depending on the selected location and trainer availability. For example, when attending a course in Istanbul, you may request a Turkish-speaking trainer to explain the English course content in Turkish. Arabic explanation support may also be requested at this location. Other languages are available in selected cities. You can choose your preferred language support as an optional preference during registration.
How can I register for a session?
Use any Register button next to the available course dates to open the participant registration page and submit your booking request for the selected session.
Is this course available online as well as classroom-based?
Yes. The course detail page includes both classroom sessions and Online / Live sessions, with online options aligned to the same course dates for easier planning.
Where are classroom sessions delivered?
Current classroom venues include Barcelona, Frankfurt, Rome, Vienna, Paris.
How long is the training programme?
The programme runs for five days, with up to five training hours per day, from 9:00 AM to 2:00 PM. Each programme includes a total of 25 accredited training hours.
Still Have Questions?
Contact the academy team for course details, delivery options, and delegate guidance.
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