Two ways to take this course
In-house for Your Team
Tailored to your cases, at your premises or ours. It is an HRD Corp Claimable Course (SBL-KHAS).
Get a QuoteAlso available as private 1-to-1 coaching. Ask about coaching
Also available live online on MS Teams or Zoom.
What you will be able to do
- Adapt negotiation concepts and styles to different situations
- Design and implement effective negotiation strategies
- Handle objections and customer responses effectively
- Confidently close sales using tested methods
Who should attend
Sales, marketing and product teams, and negotiators who want to enhance their negotiation and sales expertise. Participants learn the principles of negotiation, how to develop effective strategies and how to handle objections, and do role plays with group evaluation.
Pre-requisites: SPM, diploma or degree holder
Class in action
Programme by day and module
Day 1
9.00am to 12.30pm
Module 1 · Foundations of Effective Negotiation
Participants are introduced to the basic principles of negotiation, building a strong foundation for effective communication and strategy development. They explore the psychology behind negotiation and the key skills required for success.
- Foundations of effective negotiation Lecture
- Analyzing case studies of different negotiation scenarios Workshop
- Creating bid scenarios and the BATNA for bids Group Activity
12.30pm to 1.30pm · Lunch break
1.30pm to 5.00pm
Module 2 · Negotiation Strategy Development and Applications
Participants learn how to create effective negotiation strategies, considering context, objectives and stakeholder interests. They learn how to use strategic negotiation frameworks and apply them in real-life scenarios.
- Negotiation strategy development and applications Lecture
- Creating stakeholder negotiation scenarios for bids Workshop
- Creating negotiation responses to ZOPA scenarios for a bid Group Activity
Day 2
9.00am to 12.30pm
Module 3 · Handling Customer Responses and Objections
Participants learn how to practise active listening and how to differentiate stakeholder responses and objections. They learn how to respond to clarify, rather than react to stakeholder statements, how to manage these conversations and how to create sales probes that get an effective answer.
- Handling customer responses and objections Lecture
- Listing common customer responses and objections Workshop
- Creating the SMART negotiation call plan Group Activity
12.30pm to 1.30pm · Lunch break
1.30pm to 5.00pm
Module 4 · Getting the Sale
Participants learn how to conduct negotiations in a friendly manner towards a win-win position for both parties. They apply and practise negotiation strategies and skills to get agreements from stakeholders.
- Getting agreement with stakeholders Lecture
- Preparing the negotiation role play evaluation criteria Workshop
- Role play to achieve a win-win agreement Group Activity
How the course runs
Before
Training Needs Survey
During
Training: practice on your own work
After
- Learning Assessment
- Post-Training Implementation Plan
- Course Evaluation (TEE)
- Certificate
What Is Included
- Course handbook for every participant
- Workshop activities, guided and coached by the trainer
- An assessment test at the end of each module
- Your contribution and reflection in the group activities are evaluated
- HRD Corp Training Effectiveness Evaluation (TEE) feedback after the course
Certificate
- Certificate of Attendance: for every participant who attends at least 75% of the course and scores below 50% in the assessment.
- Certificate of Achievement: for participants who attend at least 75% of the course and score 50% to 79% in the assessment.
- Certificate of Competency: for participants who attend at least 75% of the course and pass 80% of the assessment.
Trainers
What participants say
The practical examples and supportive learning environment
Interaction for discussion and role play
A lot of engagement.
Fees and HRD Corp funding
- Public class: RM 3,500 per person
- In-house and group fees: quoted for your team size and dates.
Employers registered with HRD Corp can claim this course against their levy. How claiming works
Frequently asked questions
Who should attend Sales Negotiation?
Sales, marketing and product teams, and negotiators who want to enhance their negotiation and sales expertise. Participants should hold SPM, a diploma or a degree.
How long is the course?
2 days (14 hours), 9.00am to 5.00pm each day, with a lunch break from 12.30pm to 1.30pm.
Is this course an HRD Corp Claimable Course (SBL-KHAS)?
Yes. It is an HRD Corp Claimable Course (SBL-KHAS). Employers registered with HRD Corp can claim it against their levy.
Can we run it in-house or online?
Yes. You can run it in-house at your premises or ours, join a public class in Petaling Jaya, take it as private 1-to-1 coaching, or attend live online on MS Teams or Zoom.
How much does the public class cost?
RM 3,500 per person. In-house fees are quoted for your team size and dates.
What certificate do participants receive?
Every participant who attends at least 75% of the course gets a certificate. The assessment score sets the certificate: Certificate of Attendance (below 50%), Certificate of Achievement (50% to 79%) or Certificate of Competency (pass 80% of the assessment).
Next public class: 16–17 Nov 2026 Next public class: 8–9 Mar 2027 Next public class: 14–15 Dec 2026Related work tips
Related courses
Key Account Management
HRD Corp Claimable Course
Tender Bids Management
HRD Corp Claimable Course
Managing Project Bids, Execution and Delivery
HRD Corp Claimable Course
Get a Quote
Tell us your team size, preferred month and location, and we will send a quotation.