Overview

The ELAvate Negotiation Skills (ENS) is an advanced two-day workshop designed for experienced B2B sales professionals, account managers, and anyone involved in the B2B sales process. The core philosophy of the program is to move beyond simple deal-closing to crafting “win-win-win” (win³) agreements, which provide real value to the customer, ensure long-term success for the organization, and build lasting credibility for the salesperson. 

The workshop provides a structured process for building profitable client relationships. It is based on extensive negotiation research, has been updated for the Asian context, and includes practical tools like a detailed Negotiation Planner. Participants engage in pre- and post-workshop mastery tests and receive coaching to refine their approach, ensuring they can achieve measurable improvements in their negotiation outcomes. 

Skills Covered

  • Foundational Concepts: Understand the critical difference between Selling and Negotiating and the commercial importance of selling effectively before entering a negotiation.
  • Strategic Preparation: Learn to prepare for and conduct negotiations with a focus on achieving a win³ outcome, utilizing different types of negotiating alternatives to find mutually beneficial solutions.
  • Interpersonal & Behavioral Skills:
    • Adopt a set of behaviors characteristic of successful negotiators.
    • Employ effective interpersonal skills to foster positive and productive interactions.
    • Cultivate the ability to listen actively and ensure all parties feel heard and respected.
  • Handling Difficult Situations:
    • Access a range of strategies for dealing with entrenched negotiation positions and counterproductive behavior.
    • Develop techniques to remain calm and objective, even in high-pressure situations.
    • Learn how to handle abusive customer behaviors professionally.
  • Execution and Implementation:
    • Apply the negotiation process directly to a customer the participant will be negotiating with.
    • Secure commitments that are realistic, practical, and have a high likelihood of being implemented.
  • Process Application: Learn the Three Distinct Phases of Negotiating to successfully navigate various contexts while fostering respectful relationships.

Prerequisites

The participants must complete a Pre-Mastery Test before attend the workshop. 

Target Audience

This workshop is ideal for sales professionals, account managers, and anyone involved in the B2B sales process. Participants should have a proven track record of B2B selling skills. 

Course Curriculum

Module 1: Sales Negotiation Defined

  • Selling and Negotiating 
  • Negotiation Variables 

Module 2: Preparing to Negotiate: Timing

  • Timing  
  • When to Negotiate 
  • Gain a Conditional Commitment from the Customer 
  • Attempt to Resolve Each Customer Resistance with Selling Skills 
  • Select a Sales Negotiation with Your Customer 
  • Summary: When to Negotiate Timing  

Module 3: Preparing to Negotiate: Analyze the Situation

  • Analyze the situation 
  • Review Customer Relationships and Sales Facts 
  • Negotiation Planner: Analyze the Situation
  • Test and Confirm Your Assumptions 
  • Summary: Analyze the Situation

Module 4: Preparing to Negotiate – Strategy

  • Developing a Negotiation Strategy 
  • Types of Negotiation Alternatives: At a Glance 
  • How to Generate Alternatives  
  • Pairs Activity: Negotiation Planner – Generate Alternatives 
  • Team Activity: Evaluating Alternatives (Optional) 
  • Summary: Strategy 
  • Counterproductive Behavior 
  • Redirecting Counterproductive Behavior 

Module 5: Negotiating

  • Leading a Consultative Negotiation 
  • Position the Negotiation 
  • Resolve Differences 
  • Persisting Through an Impasse 
  • Secure Final Agreement 
  • Concluding an Unfinished Negotiation 
  • Matching Activity: Leading a Consultative Negotiation 
  • Matching Activity: Leading a Consultative Negotiation – Answer Key 
  • Summary: Negotiating 
  • Characteristics of Successful Negotiators 

Dates & Locations

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Exam & Certification

This course is not associated with any Certification.

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