Sales & Customer Experience
Negotiation Excellence
Negotiation as method, not personality, explore, propose, bargain, close, with your back against the wall practised in the room rather than in the account.
The business challenge
Why organizations ask for this.
Negotiation is where margin is won or lost, yet most commercial teams prepare for it in the taxi. Concessions get made to relieve discomfort rather than to buy something, and energy is spent on victories that change nothing.
Approach & methodology
How the programme actually runs.
2 sessions × 3 hours, or 2 days face-to-face · Simulation-based
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Negotiator mentality
Opening with a negotiation-for-survival case study: is negotiation about power, or about trust? Finding common understanding and ways past barriers. Knowing the right time to negotiate, and how healthy it is to spend energy on pointless victories.
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The fundamentals
Negotiation versus the sales process. What should I do before a negotiation? Group work on preparation.
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The structure of the process
Explore → Propose → Bargain → Close. Buyer needs at each stage.
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With your back against the wall
Case studies under pressure: professional buyer tactics, deadlock, and the concession you should not make.
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Practice
Simulations on the team's own live negotiations, with observation and feedback.
Competencies built
What participants can do afterwards.
Negotiation planning
Know your variables, your limits and your trades before you sit down.
Influence and persuasion
Move the other side without spending the relationship to do it.
Problem-solving
Find the trade that costs you little and is worth a lot to them.
Confidence in tough situations
Hold the line with your back against the wall, having practised it first.
Building trust
Separate the person from the problem, so the deal survives the pressure.
Expected business outcomes
What the organization should see.
Higher margins and fewer concessions
Faster deal closures
Stronger, trust-based client relationships
Schedule & format
Practical details.
FAQ
Frequently asked questions
Sales and commercial leaders.
2 sessions × 3 hours, or 2 days face-to-face. The rhythm is deliberate: modules are spaced so participants apply the behaviour at work between sessions.
Simulation-based. We adapt the mix to your geography and shift patterns.
Yes, and it always is. We start with two to three individual conversations with selected participants, then rebuild the cases, the language and the practice situations from your business.
Kirkpatrick levels one to four: reaction, knowledge, self-assessed behaviour, and the participant's manager assessing the same competencies. We agree the target behaviours with the sponsor before design starts.
Digital missions and buddy work on PROMOTE, with the participant's own manager involved. This is the difference between 15–20% and 60–80% transfer into practice.
Yes. We also deliver in French across our Western European and African operations.
Related programmes
Others in Sales & Customer Experience.
Consultative Selling
A High Performance Learning Journey that moves a sales team from transactional to consultative, diagnose before you prescribe, and build the customer's business case with them.
Consultative Selling with DISC
The same rigorous method, plus a behavioural read of the person in front of you, so the approach adapts in real time to how that buyer actually buys.
Sales Academy
A participant-centred development journey for a whole sales organization: define the picture of success, measure the real gap with an assessment centre, then build only what is missing.
Start a conversation
Book a strategic discussion about Negotiation Excellence.
If you are evaluating how to build capability that actually changes the way your organization works, we can help you define the right starting point, cohort design and delivery sequence.
The first conversation is diagnostic. We discuss your context, priorities, maturity, and where capability building can create measurable leverage.