Course Outline

Module 1: Foundations of Advanced Negotiation

• Key principles of advanced negotiations

• Understanding buyer psychology and decision-making

• Building trust and rapport quickly

• Case Study: IBM’s global deal negotiation practices

Module 2: Strategic Negotiation Frameworks

• BATNA (Best Alternative to a Negotiated Agreement)

• ZOPA (Zone of Possible Agreement)

• Principled negotiation vs. positional bargaining

• Real-Life Project: Negotiation simulation with BATNA analysis

Module 3: Objection Handling & Conflict Resolution

• Common objections and effective responses

• Turning “No” into “Yes” through reframing

• Conflict resolution techniques for sales negotiations

• Case Study: Microsoft’s handling of enterprise-level objections

Module 4: Closing Techniques for High-Value Deals

• Trial closes, assumptive closes, and consultative closes

• Balancing persuasion with customer-centricity

• Recognizing buying signals

• Real-Life Project: Role-play of a high-stakes deal closing

Module 5: Post-Negotiation Relationship Building

• Ensuring client satisfaction after deal closure

• Managing post-sale expectations

• Negotiation reviews and continuous learning

• Case Study: Long-term account growth through trust-based closing