Masterclass Negotiation

Effective negotiation is a critical skill for salespeople, and it comes with many challenges. Masterclass Negotiating helps salespeople overcome challenges and develop the essential skills and behaviours required to lead a value-based negotiation.


Effective negotiation is a critical skill for salespeople, and it comes with many challenges. For example, balancing confidence and flexibility, overcoming price resistance, handling objections and rejections, managing time constraints, dealing with multiple decision-makers, and maintaining ethical integrity. It’s not surprising that salespeople find it tough! Overcoming these challenges requires continuous learning, practice, and adaptability.

Our approach to masterclass negotiating helps salespeople develop the critical skills and behaviours required for success. We explore the principal theories and engage salespeople in experiential, interactive learning, allowing them to plan and lead a challenging negotiation scenario within group simulation activities. In this domain, salespeople will benefit from feeling empowered to take control and prepare to lead a value-based negotiation. We challenge assumptions and explore high-value approaches, which enhance profitability by protecting margins. Salespeople learn to build value and package solutions, moving them away from a price-led conversation. Salespeople will learn new insights, equipping them with a practical toolkit to transform how they negotiate for long-lasting growth partnerships for your business.

Perfect for people in these roles
  • Sales Representatives
  • Regional Account Managers
  • Key Account Managers
  • Business Development Managers
  • Senior Corporate Account Managers
  • Also appropriate for job holders in multiple disciplines across business functions
Learning Outcomes
  • Understand the foundational theories behind negotiation and how to apply proven negotiation frameworks.
  • Gain insight into the psychology of negotiation, including the critical importance of personality styles, emotional intelligence, and motivation.
  • Learn how to evaluate information, identify priorities and assess potential trade-offs, understanding underlying interests and analysing the best possible outcomes.
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Are you an ambitious leader grappling with a cultural shift or with specific skills gaps to address? Let’s explore how we can work together to achieve the results you need.