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Description

Sales Negotiation: Prepare, Argue and Close Step by Step

Two days to embed a step-by-step method and stop improvising when discount requests arrive

  • 2 days — 14 h
  • In-person or virtual
  • Foundation
  • Up to 6 participants

An improvised negotiation almost always ends in a discount. The salesperson discovers the request during the meeting, gives away one point to move forward and another to close. When the figures are finally reviewed, the margin on the deal has disappeared.

These 14 hours of training install a negotiation method built on successive steps. Participants learn to prepare their objectives and their limits, to open the meeting, to trade concessions against counterparts and to close. Each step is practised before moving on to the next, which is what distinguishes this first level from work on advanced tactics.

Learning objectives

  • Set a negotiation objective together with a walk-away limit
  • Prepare concessions and the counterparts attached to them
  • Open a negotiation by framing the items to be covered
  • Argue price on the basis of customer value
  • Trade a concession against an explicit counterpart
  • Close and formalise the agreement reached

What makes this programme different

Step-by-step practice with a training slot after each sequence
A preparation sheet completed on a real negotiation each participant must conduct
Quantified work on the impact of a discount on deal margin

Programme

1Preparing the Negotiation

Objectives, limits and counterparts

  • Distinguishing selling from negotiating
  • Setting the objective and the walk-away limit
  • Listing possible concessions and their cost
  • Counterparts to request in exchange

2Opening and Framing

Setting up the meeting before discussing price

  • Rules for making contact and establishing the right climate
  • Announcing the items to be covered and their order
  • Questions to verify needs and budget
  • Responding to an immediate discount request

3Defending Price and Trading

Argue, then trade without giving way

  • Arguing price through the value delivered
  • Responses to the most frequent price objections
  • Framing a concession with an attached counterpart
  • Impact of a discount on deal margin

4Closing and Formalising

Locking in what has been obtained

  • Signals indicating that agreement is within reach
  • Recap of the points negotiated
  • Written formalisation of the agreement
  • Review of the negotiation conducted and lessons learned

Who is it for

Sales representatives · technical sales staff · inside sales teams and anyone required to negotiate their commercial terms.

Prerequisites

No prerequisites

Dates & locations

36 scheduled dates between November 2026 and December 2027. Seats are confirmed in the order enquiries are received.

November 2026

December 2026

January 2027

February 2027

March 2027

April 2027

May 2027

June 2027

September 2027

October 2027

November 2027

December 2027

None of these dates suit you? We open additional sessions on request, and any programme can be run privately for your team.

Practical details

Before the programme
Online positioning questionnaire. Your development objectives are shared with the trainer, who tailors the practical case studies to your context.
Teaching methods
Theoretical input, workshops and practical case studies. Digital course materials and method sheets provided.
Assessment
Multiple-choice tests and role-play exercises. Assessment of learning at the start and end of the programme, with immediate and 60-day follow-up evaluations.
After the programme
One year of access to the e-learning platform. Self-assessment of the skills acquired and a 30-day follow-up session with your trainer.
How to register
Registration online or on the basis of a quotation.
Lead time
11 working days after confirmation of registration.
Accessibility
Accessible to people of determination. Contact our accessibility coordinator to design a suitable solution: contact@mpf-academy.ae
Start dates
Rolling intake: in addition to the scheduled sessions, this programme can start on request.