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Sales Negotiation
Upcoming Classes:
- 26th to 27th May 2025 | Monday & Tuesday
- 16th to 17th July 2025 | Wednesday & Thursday
This Sales Negotiation is a two-day coaching workshop:
- How to apply the principles and styles of effective negotiations
- How to develop and execute negotiation strategies
- How to handle customer responses and objections using active listening
- How to get commitments to confirm the sale
Click the button below to contact Kognifi Customer Service (+6011-6353-3599) on a working day (Mon-Fri, 9am to 5pm) for your enquiry on training course classes.
Or send in an enquiry form. We will respond within 24 hours on a working day.
Days Left to Workshop Date
Course Instructor
Chan Kok Kuen / KK
- Relationship Building Training
- Insurance Consultant
- Property Developer and Retailers
- 39 years lessons learned
or
Course Instructor
Logarajah Thambyrajah
- Supported peers and led global cross-functional teams
- 30 years of Sales and Marketing experience lessons learned
Sales Negotiation Training Schedule
- Workshop days: 2 days
- Time: 9:00am to 5:00pm
- Coffee and Lunch Breaks
Sales Negotiation Workshop Day 1
Module 1 – Foundations of effective negotiation
This module introduces the basic principles of negotiation, establishing a strong foundation for effective communication and strategy development. Participants will explore the psychology behind negotiation and the key skills required for success.
Topics Covered:
- Core Principles of Negotiation
- Positions vs. Interests
- Stakeholder management
- The Psychology of Negotiation
- Decision-Making Drivers
- Personalities and negotiation styles
- Ethics, power distance and cultural dimensions
- Best Alternative to a Negotiated Agreement (BATNA)
- Zone of Possible Agreement (ZOPA)
Activities:
- Foundations Of Effective Negotiation · Lecture
- Analyzing case studies of different negotiation scenarios · Workshop
- Creating bid scenarios and the BATNA for bids · Group Activity
Module 2 – Negotiation strategy development and applications
Participants learn how to create effective negotiation strategies, considering factors such as context, objectives, and stakeholder interests. They learn how to use strategic negotiation frameworks and its execution in real-life scenarios.
Topics Covered:
- Negotiation strategies with stakeholders
- Positioning the interest of the client as a focal point
- Best case and worst case scenarios
- Mutual gains, objective met, fairness, trade offs and interests
- Rational actors vs hardball tactics
- Win-win vs win-lose perspectives
- Zone of potential agreement (ZOPA) with stakeholders
Activities:
- Negotiation Strategy Development And Applications · Lecture
- Creating stakeholder negotiation scenarios for bids · Workshop
- Creating negotiation responses to ZOPA scenarios for a bid · Group Activity
Sales Negotiation Workshop Day 2
Module 3 – Handling customer responses and objections
Participants learn how to practice active listening. They learn how to differentiate stakeholder responses and objections. They learn how to respond to clarify, not react to stakeholder statements, and how to manage these conversations. They learn how to create sales probes to get an affective answer.
Topics Covered:
- Stakeholder support status movement
- Seeing stakeholder hot buttons in decision making
- Your stakeholders’ preferences and common objections
- Key points and positioning for a stakeholder focused negotiation
- The Teach, Tailor and Take Control steps
- Sales probes and active listening in stakeholder responses
- Creating the Challenger sales conversations with matching hot buttons
- Five closing techniques to get commitments
- SMART negotiation planning
Activities:
- Handling Customer Responses and Objections · Lecture
- Listing common customer responses and objections · Workshop
- Creating the SMART negotiation call plan · Group Activity
Module 4 – Getting the sale
Participants learn how to conduct negotiations in friendly manner to a win-win position for both parties. They learn to apply and practice negotiation strategies and skills to get agreements from stakeholders.
Topics Covered:
- Building likability, relatability and trustworthiness
- Impression management and personal grooming
- Body language and body gestures
- Vocal Variety
- Visual, Auditory and Kinesthetic learning styles
- Having the right sales tools on hand
- Building resonance with sales collaterals and your personality
- Reading the other parties body language and ZOPA leanings
Activities:
- Getting agreement with stakeholders · Lecture
- Preparing the negotiation role play evaluation criteria · Workshop
- Role-play to achieve a win-win agreement · Group Activity
Sales Negotiation Public Training Dates
- Date: 26 to 27 May 2025
- Venue: Kognifi Office,Phileo Damansara 1, Selangor
- Time: 9:00am to 5:00pm
Sales Negotiation Public Training Prices
This training class is fully claimable from HRDCorp (HRDF)
- Individual Price: MYR 3,500 per person
- Group Price: To discuss based on pax
Call or WhatsApp +6011-6353 3599 (9am to 5pm, Mon-Fri)
HRDF (HRDCorp) Claimable Training Course
- This course training is an HRDCorp Claimable Course
- Can claim HRDF reimbursement from employer levy paid to HRDF
- This training course is an approved registered program with HRDCorp
HRDF (HRDCorp) Registered Training Provider
- This workshop organiser, Kognifi Sdn Bhd, is an HRDCorp registered training provider
- This training course is an approved registered program by Kognifi Sdn Bhd with HRDCorp
Contact Kognifi For More Details
Click the button below to contact Kognifi Customer Service (+6011-6353-3599) on a working day (Mon-Fri, 9am to 5pm) for your enquiry on training course classes.
Or send in the booking form below:
Training Class Booking
Send in this form to book your place in this class. And get our quotation to process payment or get your company’s HRD Corp grant approval.
