In-house trainingSales Negotiation

Sales Negotiation: Win Without the War

Participants learn a calm, structured way to negotiate that protects both margin and the relationship. They prepare their own deals, practise trading concessions, and leave with a negotiation prep sheet they can use before every important conversation.

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Sales Negotiation course cover
Key Outcomes
Prepare before the conversation, not during it
e.g., set your target, your walk-away point and your best alternative before the buyer calls
Find what the buyer needs behind the demand
e.g., a "10% off" request may really mean "I need to justify this to my director"
Trade concessions instead of giving them away
e.g., "If you can commit to a 12-month term, we can adjust the price"
Read indirect signals and keep goodwill
e.g., notice when "we'll consider" means "no", and ask a gentle question to find out why

Why teams need this

When a buyer pushes on price, most salespeople do one of two things. They give a discount at the first push, or they dig in and the buyer walks. Either way, margin or the relationship pays for it. In Malaysia there is an extra risk. Asialink Business notes that Malaysians "will seldom provide a direct negative answer", so a salesperson can miss the signs that a deal is slipping.

Principled negotiation
Built on Fisher and Ury's Getting to Yes (Harvard Negotiation Project, 1981). Its four elements are separating people from the problem, focusing on interests rather than positions, inventing options for mutual gain, and insisting on objective criteria. Participants also prepare their BATNA (best alternative to a negotiated agreement).
Malaysian reality check
Participants adapt the framework to a setting where, per Asialink, people prefer to avoid conflict, negotiations may be slower, and seniority often decides. This means practising how to push back without confrontation.
Group work and role-play
Teams analyse the 1978 Camp David example of interests versus positions (Israel wanted security, Egypt wanted sovereignty over Sinai). Then they role-play a price negotiation with a buyer who never says "no" directly, and are scored on margin kept and relationship intact.

Exercises use your products, pricing rules, discount authority and typical buyer objections.

HRDC/HRDF training that builds confidence and drives growth.

Tell us what your team is facing. We will come back with a plan built around it.

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