Marketing Institute of Singapore

Effective Sales Negotiation for Long-Term Profitable Business Relationship

Course Level

Early Career

Course Duration

2 Days  


Sales / Retail / Marketing

Course Introduction

1. A critical skill required within the context of buyer and seller relationship, internal customers, and business partners.

2. The skilled negotiators in any negotiation interactions have a clear thought about the interest, needs, and expectations of the difficult, demanding, and challenging customers.

3. Often well prepared and armed with effective negotiation skills, strategies and tactics that help to increase chances of achieving satisfactory outcomes with other parties during the negotiation process.

4. The successful negotiators build a stronger internal customer relationship, close sales with buyers, deepen the relationship and retain the customer for business profitability and growth.

5. This workshop will take participants on a journey of discovery on their negotiation strategies and skills.

6. Provides participants a learning and application platform that focus on self-development of specific skills, strategies, and tactics for achieving successful negotiation with more satisfactory outcomes.

Who is this Course for?

1. Sales professionals
2. Sales managers
3. Business development executives
4. Business owners
5. Those who need to enhance negotiation to support sales functions

Course Outline

1. Understand the fundamentals of negotiation

2. Gain insight into the Principled Negotiation Framework, negotiation styles and tactics

3. Develop the characteristics and best behaviors of an effective negotiator

4. Understand the negotiation process to improve bargaining outcomes

5. Plan and prepare for various phases of the negotiation process

6. Understand the FIVE types of negotiation style profile.

7. Adapt negotiation styles when dealing with different customers and situations

8. Apply different types of negotiation tactics/techniques to achieve positive outcomes

9. Sharpen questioning, active listening to understand the needs and expectation of others

10. Apply effective negotiation skills to engage and connect with customers

11. Apply the art of influencing to achieve better negotiation results

12. Recognize the power of personality and communication during the negotiation


Full Course Fee (excl. GST): $805

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