Sales Negotiation Mastery™
Sales Negotiation Course Features
SUBJECT
Sales Negotiation
DURATION
2 Days
CERTIFICATION
ILM-Recognised
TRAINER
Nicholas C. Hill FCMI FIoL FIC
PARTICIPANTS
Leaders and Managers
DELIVERY
Open Scheduled • 1-2-1 • In-House Tailored
FORMAT
Classroom • Virtual Classroom • Hybrid
MATERIALS
Hard Copy Workbooks • Digital Workbooks
Instructor-Led Sales Negotiation Training
Master Trainer Nicholas Hill
Nicholas C. Hill FCMI FIoL FIC is a seasoned master trainer and the creator of 68 ILM-Recognised courses. His training is high-impact and results-driven, presented in classroom and virtual classroom formats. Since 1996, he has delivered training for over 700 organisations, leading to team improvements of up to 234% in performance, 136% in efficiency, and 104% in productivity.
Sales Negotiation Course Summary
Module 1
Sales Negotiation Styles
Module 2
Sales Negotiation Types
Module 3
Sales Negotiation Principles
Module 4
Sales Negotiation Psychology
Module 5
Negotiation Risk Management
Module 6
Negotiation Concession Planning
Module 7
Negotiation Power Dynamics
Module 8
Negotiation Stakeholder Management
Participant Challenges
You often feel outmanoeuvred during sales negotiations, unsure whether to hold your ground or concede just to keep the deal alive. Discussions easily become tense, one-sided, or confusing, leaving you with diluted agreements and shrinking margins. You face increasing pressure to close high-value deals quickly, yet lack a clear strategy when power shifts to other parties or multiple stakeholders enter the negotiation. Misjudging motives or pushing too hard risks damaging trust, while softening too much compromises your credibility. You feel reactive, lacking control, and every misstep erodes your influence. Act now or risk repeatedly giving away value, weakening your position, and missing out on better, fairer deals.
Course Objectives
Designed and delivered by Nicholas Hill Academy Ltd, this course strengthens your ability to lead high-stakes sales negotiations with clarity, confidence, and control. You adapt your negotiation style to suit each situation, stay calm under pressure, and influence outcomes without damaging buyer relationships. You plan concessions strategically, protect value without unnecessary giveaways, and use power dynamics to maintain momentum. You navigate complex group decisions and align stakeholders without delays or conflict. You build trust while holding your ground, shaping agreements that feel fair yet protect your bottom line. Long term, you negotiate better deals, enhance your credibility, and drive measurable business growth.
Day One
Winning Sales Negotiations™
Module 1: Sales Negotiation Styles
Outcomes
• Employ best sales negotiation practices when playing the game of hardball and soft bargaining • Negotiate common ground quickly by suitably compromising and striking a deal • Explore sales negotiation strategies that result in lose-lose, win-lose, lose-win, and win-win
Syllabus
Introducing Negotiation, Negotiation Style Analysis, The Dual-Concern Model, The Five Styles, Competitive Negotiation Style, Collaborative Negotiation Style, Compromising Negotiation Style, Avoiding Negotiation Style, Accommodating Negotiation Style
Module 2: Sales Negotiation Types
Outcomes
• Learn the fundamentals for successful sales negotiations and how to implement them • Know how to remain inside the zone of possible agreement to prevent manipulation • Understand the traditional tactics of bartering and haggling and how they have evolved
Syllabus
Negotiation Types, Positional Negotiation, Positional Characteristics, Traditional Tactics, Hardball Negotiation, Soft Bargaining, ZOPA, BATNA, Closure-Orientation, Integrative Negotiations, Internal Negotiations, Negotiation Deadlock, Record Keeping
Module 3: Sales Negotiation Principles
Outcomes
• Separate buyers from the problem to be more objective in your situational analysis • Discuss buyer interests instead of demands to maintain a level head and explore solutions • Invent attractive packages for mutual gain to reach consistent win-win agreements
Syllabus
Values-Based Negotiation, Code of Conduct, Objective Criteria, Subjective Criteria, Interest-Based Bargaining, Integrative Negotiation, Shadow Negotiation, Active Listening, Negotiation Framing, Negotiation Ethics, Negotiation Preparation, Objective Standards
Module 4: Sales Negotiation Psychology
Outcomes
• Lead your buyers away from conflicting ideas by employing negotiation psychology • Discern the cognitive styles of your buyers to direct their thinking and behaviour • Prevent unnecessary buyer digression, avoid misunderstandings, and minimise confusion
Syllabus
Chunking Up, Chunking Down, Chunking Laterally, Structured Thinking, Systematic Thinking, Logical Reasoning, Cognitive Structuring, Analytical Thinking, Shared Mental Model, Cognitive Alignment, Consensus Thinking, Unified Perspective, Collaborative Thinking
Day Two
Negotiating High-Value Deals™
Module 5: Negotiation Risk Management
Outcomes
• Uncover emotional and logical fears to position your sales proposals as safer choices • Integrate risk reduction techniques into your offers to increase buyer confidence • Use tailored reassurance strategies to accelerate your buyers’ decision-making process
Syllabus
Risk Perception, Buyer Uncertainty, Cognitive Bias, Emotional Triggers, Trust Development, Risk Communication, Decision-Making, Buyer Reassurance, Proposal Reduction, Acceptance Thresholds, Objection Indicators, FUD Model, Behavioural Signals, Risk Tolerance
Module 6: Negotiation Concession Planning
Outcomes
• Plan your concessions to preserve the offer value and maximise perceived fairness • Apply conditional trade-offs to maintain control and strengthen your negotiated position • Defend core deal elements and reduce giveaways to protect your margins and credibility
Syllabus
Concession Mapping, Concession Timing, Concession Sequencing, Conditional Concessions, Trade-Off Planning, Issue Prioritisation, Value Preservation, Perceived Value, Concession Framing, Reciprocity, Strategic Giveaways, Leverage, Margin Protection, Tradeables
Module 7: Negotiation Power Dynamics
Outcomes
• Assess stakeholder power dynamics accurately to sharpen your sales negotiation strategy • Build and shift leverage to guide buyer behaviour and maintain negotiation momentum • Strengthen your credibility to achieve more favourable terms and safeguard your outcomes
Syllabus
Power Sources, Power Imbalance, Relational Leverage, Positional Power, Role Framing, Power Reframing, Credibility Building, Anchoring, Framing Effects, Stakeholder Power, Low-Power Positioning, Power Shift, Influence Behaviour, Ethical Power, Expert Authority
Module 8: Negotiation Stakeholder Management
Outcomes
• Navigate stakeholders effectively to speed up the decision-making process and closure • Balance competing interests to protect your sales negotiation progress and alignment • Drive group commitment skilfully to secure your multi-party sales agreements
Syllabus
Stakeholder Mapping, Decision-Makers, Interest Alignment, Stakeholder Communication, Internal Dynamics, Objection Handling, Multi-Party Coordination, Group Consensus, Influence Networks, Role Clarity, Alliance Formation, Buy-In Generation, Agenda Conflict
Sales Negotiation Training Delivery
Open Scheduled Course
Develop Your Skills
Enjoy powerful and cost-effective learning and development from the comfort of your home or office. Benefit from our practical and relevant training content while interacting with our master trainer and like-minded delegates from other industries.
- Leaders and Managers
- 2 Days
- Virtual Classroom
1-2-1 Tailored Course
Master Your Skills
Solve your workplace problems in private and in confidence. Receive undivided personal attention and explore modules tailored to your needs. Schedule the training to suit your pace and calendar, then watch your knowledge and skills go through the roof.
- Management Level Tailored
- 2 Days • 4 Half Days • 8 Quarter Days
- Classroom • Virtual Classroom
In-House Tailored Course
Develop Your Team
Engage in team building and develop unity through shared goals that align your team’s thinking and behaviour. We facilitate your team discussions and tailor our modules, timings, and delivery style to your organisational vision, mission, and culture.
- Management Level Tailored
- 2 Days • 4 Half Days • 8 Quarter Days
- Classroom • Virtual Classroom
Sales Negotiation Open Courses
Included Materials
- Certificate of Achievement
- Digital Interactive Workbooks
- Professional Leader Subscription
- Pre-Course Diagnostic Consultation
- Post-Course Results Consultation
- Post-Course Email Mentoring
Optional Materials
- ILM-Recognised Certificate
- Hard Copy Workbooks
- Hard Copy Leadership Journal
- Leadership Principles Merchandise
- Leadership Style Mapping
- Post-Course Leadership Coaching
Course Features
- Master Trainer
- 2 Days Training
- 09:00 - 17:00 GMT/BST
- Leaders and Managers
- 5 Delegates Capacity
- Virtual Classroom
Time Remaining
- 00Days
- 00Hrs
- 00Mins
- 00Secs
Start
15 May, 2025
End
22 Sep, 2025
- Sales Negotiation Mastery
- 04 Places Remaining
£895
+VAT PER DELEGATE
Sales Negotiation Course Reviews
"Nicholas Hill is a very knowledgeable and passionate coach and trainer!"
M. Sunderland Operations Directo Office of the Immigration Services Commissioner
"This course was too advanced for me, but it helped me to manage my time."
N. Brydon, Food and Beverage Manager The Elvetham Hotel Ltd
"Following your training, we are now turning around our business performance."
A. Panatti Sales Director Finish Creative Ltd
"The results achieved in this training are above and beyond what I was expecting."
S. Baker Managing Director Merritt & Baker Consultancy Ltd
"You positively changed my attitude toward leadership and management."
J. Mears General Manager Integrated Pathology Partnerships Ltd
"Outstanding and excellent feedback from our 42 delegates over four years."
O. Klochkova Chief Operations Officer Playson Ltd