To whom it is intended

  • Commercialists
  • Key account managers
  • Pharmaceutical representatives
  • Insurance agents and brokers
  • Bankers working with companies or VIP clients


Negotiation skills are required for all sales employees, either in direct or indirect sale, and especially where sale cannot be concluded in a single visit, ie. where sale is a process. Advanced skills, small tricks, practical solutions and a lot of thoughtful exercises with analysis make part of this training.

The programme

  • Negotiating in the context of sales
  • Key elements of sales negotiation
  • Bargaining lever
  • Limit setting - start and end negotiation positions
  • Bargaining as a central part of negotiation
  • Knowledge of customer, competition, product
  • Negotiating with an inconvenient client
  • Some of the negotiation tricks