Executive Education > Open Programs > Impactful Sales Negotiation Strategies
Impactful Sales Negotiation Strategies
Join our sales negotiation training program and learn the skills essential to win more deals
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CLASSES RESUME ON ALL CAMPUSES
We have resumed in-person classes safely at our Dubai, Mumbai, Singapore, and Sydney campuses.
Watch this video to learn more about the safety measures implemented at our Dubai campus:
We have implemented similar protocols at our other campuses aligned with the safety regulations put forth by the local governing bodies. Please visit our website for more details.
PROGRAM OVERVIEW
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
Start Date
(To be announced)
Duration
12 hours
Choose a Mode of Delivery
Face-to-face at Dubai Campus
or
Live online
(You will have the flexibility to study from anywhere in the world)
Earn a
Certificate of Completion
from SP Jain
Get
SP Jain’s Executive Alumni Status
Avail exclusive
corporate & early-bird benefits
Maximum Batch Size
25 students
(Benefit from personalised learning)
Program Fee
INR 20,000
(plus taxes)
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
Curriculum
Our carefully crafted program content makes your learning practical, relevant and contemporary.
Our 12-hour program for Impactful Sales Negotiation Strategies comprises six modules:
- Introduction to negotiation concepts and the language used in negotiations
- Distributive negotiations – the most favoured approach used commonly in sales negotiations: Understanding the dynamics and means to optimise outcomes
- Hardball tactics and other means used effectively by negotiators in hard negotiations
- Anchoring and mirroring techniques used frequently in modern negotiations
- Integrative negotiations – an alternate approach used in modern business negotiations
- 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.
- Class simulations
- Video demonstrations
- 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.
His areas of expertise are Innovation, Design Thinking, Behavioural Design, Strategy, Neuroscience of Decision Making, Future of Education, Science of Happiness, Leadership, Human Potential, Entrepreneurship, Marketing and Strategy.
A much sought-after 3-time TEDx and international keynote speaker, Dr Abraham has successfully presented at numerous global forums and conducted many consulting and executive development assignments for global organisations, including The World Bank, The Executive Council (Government of Dubai), Emirates Airlines, SEWA (Government of Sharjah), Aramex, DHL, Procter & Gamble, LG, Reckitt Benckiser and AW Rostamani (Nissan Auto).
Awards & Recognitions
- Twice Awarded 'Best CEO in the World' in 2018 & 2019 by Indo-UAE Business & Social Forum
- Twice winner of the Education Leadership Award – World Leadership Congress 2015 & 2017
- Regularly interviewed by leading TV & media channels like CNBC, Dubai Eye and Dubai TV
- Regular news columns and quotes in leading newspapers like Gulf News, Khaleej Times, The National, Times of India, Economic Times and The Hindu
Student Reviews
Dharamvir SinghProduction/Quality Engineer, SOLVAY
The course was well organized and structured towards achieving the PMP® certification. It helped me boost my confidence to pass this exam and become a certified Project Management Professional. Dr Vanita Bhoola has been a great trainer because of her interactive teaching skills and years of project management experience. She shares many real-world case studies in class, clears even the smallest of doubts and offers prompt support even after the class.
Rolan D'costa Executive Director, Silver Global Services
Dr Vanita Bhoola’s teaching style is practical and based on her years of study and expertise in all the knowledge areas of project management. She is pleasant and active in her teaching sessions, and I always looked forward to her classes. She is an educator par excellence and a great mentor for life.
PROGRAM AUDIENCE
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.
OR
- A high school diploma or an associate’s degree (or global equivalent)
- 60 months leading projects
- 35 hours of project management education/training or CAPM® Certification
Take the Next Step
Contact us today to discuss how our program can help you learn and apply effective negotiation strategies.
About SP Jain
SP Jain School of Global Management is an Australian business school that provides modern, relevant and practical global business education. With campuses in the dynamic business hubs of Dubai, Mumbai, Singapore and Sydney, SP Jain is renowned for offering multi-city undergraduate and postgraduate programs. Year after year, the School has been ranked by reputed international publications such as Bloomberg Businessweek, Forbes, Times Higher Education–Wall Street Journal, The Economist and Financial Times.
The Centre for Executive Education at SP Jain School of Global Management offers a wide range of programs tailored to your business needs. Our programs are designed to empower individuals and organisations to become more effective in the workplace by inspiring new ideas, learning through immersive experiences and applying the learnings for lasting impact.