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Executive Education > Open Programs > Impactful Sales Negotiation Strategies


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Have you faced the challenge of conceding to pricing pressure to close a sales deal? Now, more than ever, sales professionals need to build the negotiation skills that enable them to address the customer’s needs in ways that protect the pricing value. Consider SP Jain’s 12-hour training program on Impactful Sales Negotiation Strategies.

This program will help you develop the skills needed to become an expert negotiator and accelerate your ability to close deals. You will be trained to carry out sales negotiations that create a ‘win-win’ outcome for your customer and your organisation. You will learn practical negotiation skills, strategies and tactics which you can apply immediately on the job.

Key Highlights

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Start Date
(To be announced)
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12 hours
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Face-to-face at Dubai Campus
Live online
(You will have the flexibility to study from anywhere in the world)
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Learning Outcomes

  • Learn the fundamental concepts of effective negotiations
  • Understand the importance and impact of the language used for negotiations
  • Learn the tools and techniques for modern business negotiations
  • Gain familiarity with structured negotiations
  • Develop the awareness and ability to deal with hard negotiators
  • Acquire the skill of using the tools distributive negotiation offers to obtain optimum outcomes in sales negotiations
  • Build the skills needed to anchor and mirror to achieve optimal negotiation outcomes
  • Develop the ability to understand and effectively use the techniques of integrative negotiations to produce 'win-win' outcomes


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


Our 12-hour program for Impactful Sales Negotiation Strategies comprises six modules:

  1. Introduction to negotiation concepts and the language used in negotiations
  2. Distributive negotiations – the most favoured approach used commonly in sales negotiations: Understanding the dynamics and means to optimise outcomes
  3. Hardball tactics and other means used effectively by negotiators in hard negotiations
  4. Anchoring and mirroring techniques used frequently in modern negotiations
  5. Integrative negotiations – an alternate approach used in modern business negotiations
  6. A Capstone Sales Simulation which incorporates the techniques and concepts learnt during the program


How You Will Learn

You will benefit from our application-based approach and experience engaged learning through interactive discussions, simulations, video demonstrations and video workshops.

Meet The Faculty

Dr Christopher Abraham
Professor and Head of Campus – Dubai
SP Jain School of Global Management

Dr Christopher Abraham is a PhD in Business Administration (Design Thinking & Innovation) and has three postgraduate qualifications in HRM, Business Administration (Marketing), Labour & Administrative Law. He is a Certified Design Thinker from IDEO/Stanford and a Fellow of the Chartered Institute of Marketing (FCIM), UK. He has 35 years of experience in management consulting, marketing and management education in India, Singapore and the UAE.

He has been a Visiting Professor at many leading universities in Australia, the USA, Canada, Singapore and the UK. Earlier, in Dubai, he headed the Executive MBA program of XLRI, Jamshedpur, one of Asia’s top business schools.

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This training program is an excellent fit for mid to senior-level sales professionals who want to enhance their negotiation skills to benefit their careers and organisation.

Take the Next Step

Contact us today to discuss how our program can help you learn and apply effective negotiation strategies.

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