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Executive Education > Open Programs > Impactful Sales Negotiation Strategies

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PROGRAM OVERVIEW

Successful negotiation with clients is a much broader concept than the ability to haggle over price. Some principles help a sales professional with an aura of control and a constructive mindset. Negotiation should not be viewed as a competitive battle; hence, negotiators should develop strategies that will help both sides get more of what they want. So, the Impactful Sales Negotiation program is focused on the key strategy to keep you ahead of the competition. This program is designed for mid to senior-level sales professionals to understand the importance and impact of negotiation concepts, the language used in negotiations, and modern business negotiation techniques. It also offers a capstone sales simulation to offer a real-time experience.

Key Highlights

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Next Start Date
6th and 7th Mar 2025
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Duration

12 hours
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Mode of Delivery

Live online
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Format

Weekend Program
(Part-Time)
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Earn a

Certificate of Completion
from SP Jain
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Program Fee

INR 22,000
(plus taxes)

Learning Outcomes

  • Familiarity with structured negotiations.
  • Acquiring the skill to use Distributive Negotiation tools and achieve optimal outcomes in sales negotiations.
  • Awareness of and ability to deal with hard negotiators.
  • Acquiring the skill to effectively anchor and mirror in order to achieve optimal negotiation outcomes.
  • Understanding and effectively using the techniques of Integrative Negotiation to produce win-win outcomes.
  • Proficiency in applying both Distributive and Integrative Negotiation techniques.

Curriculum

Our carefully crafted program content makes your learning practical, relevant and contemporary.

 

  • Introduction to conflict and the evolution of negotiation as a tool for resolution
  • Introduction to Distributive Bargaining
  • IProcesses and Tactics – Distributive Bargaining
  • IStrategies used in Distributive Bargaining
  • IBATNA, Hardball Tactics
  • IIntegrative Negotiations
  • Integrative Negotiations: Interests versus Positions, Invent Options, Mutual Gain
  • ISeating Arrangements, Assigning Priorities
  • ICross-Cultural Negotiations: Roles People Play
  • IAnchoring and its use in negotiation
  • IMirroring technique to engage your opposite number
  • ISimulation

How You Will Learn

The sessions will be highly interactive with:

  • Interactive discussions
  • Class simulations
  • Video demonstrations
  • Video workshops

The language of negotiations through a-

  • Case Study Buying an Office Case
  • Simulation: Sally Soprano
  • Video Workshop and Video Film Discussion
  • Simulation: Mars Pen International Negotiation Case
  • Case Study: Mars Pen
  • Case: Presidential Campaign
  • Sales Simulation NSPL

Meet The Faculty


Professor Hansel D’Souza
Adjunct faculty at S P Jain School of Global Management

Hansel D’Souza is a professor for Negotiation & Conflict Resolution Personal Effectiveness, Leading Teams & Organisations (Simulation). He has 20 years of training experience and have trained most of the leading organisations in Asia.

While he has spent his corporate life in marketing and branding, he has also taught general management subjects for over 25 years. His favourite topic is negotiation. His workshops are highly interactive. He captivates his audience with his humour, knowledge and vast experience. His motto is – to make learning fun!


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WHO SHOULD ATTEND?

This program is ideal for mid to senior management sales professionals who want to enhance their negotiation skills to benefit their careers and organisation.

Take the Next Step

For more details, or to schedule a personalised consultation, please get in touch with us.

We look forward to working with you towards achieving your learning goals.