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Selling & Negotiation Skills

Business condition is more challenging today than ever before, with both buyers and sellers wanting to feel like they've won. Success in business determines how well an organization can create and keep its customers in this highly competitive market

Course at a Glance

Mode of learning : Short programs-ClassRoom

Domain / Subject : Business & Management

Function : General

Trainer name : Prof. Ramanuj Majumdar

Starts on : 23rd Jul 2014

Duration : 4 Days

Difficulty : Medium

The programme will focus on developing and strengthening selling and negotiation skills while working to build a mutually beneficial deal. The programme shall address issues that will enable participants to appreciate the increasing significance of professional skills in sales and negotiation to achieve desired sales results and reinforce customer relationship.

By the end of this course you will learn:

  • Understand the importance of preparation in a negotiation deal and how to set about it;
  • Use a proven model to move through the stages of sales and negotiation to work towards a win-win situation;
  • Understand the different styles of negotiating;
  • Establish the other party's bargaining positions;
  • Effectively close and confirm the negotiation and sale;
  • Highlight a few just don’t do it in negotiation and proven sales techniques.

Course eligibility

This MDP is suitable for hardcore sales professionals in the durable or industrial product business. Managers from service business, dealing with intangible form of products, especially from banks and IT companies would also find the programme relevant.

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This Selling and Negotiating Skills MDP is designed to comprise of the following modules:

Module I: An Introduction to Sales and Negotiation

  • Assessment of your current sales and negotiation strengths and improvement areas
  • What is negotiation?
  • Knowing when to negotiate
  • Why do Negotiations break down?
  • How successful are you in Sales & Negotiation?
  • Legal aspects in Sales & Negotiation

Module II - The Preparation Stage

  • The importance of preparation
  • Why we need to prepare
  • What to prepare
  • Preparing a range of objectives
  • Constants and variables
  • Researching the other party

Module III - The Discussion Stage

  • Rapport building
  • Opening the negotiation
  • Questioning techniques
  • Listening skills
  • Controlling emotions
  • Art of persuasion and emotional Intelligence
  • Influencing and assertiveness skills
  • Spotting the signs - non-verbal communication and voice clues

Module IV - The Proposing Stage

  • Stating your opening position
  • Responding to offers
  • Adjournments
  • Administering Contracts and Role of Negotiations

Module V - The Bargaining and Closing Stage

  • Making concessions - the techniques
  • Closing techniques
  • Confirming agreement


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