Overview

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This course introduces the foundations of structured sales negotiation and prepares learners to approach deal conversations with greater clarity, confidence and control. Learners explore the core stages, styles and variables that shape negotiation outcomes, with a focus on preparation, alternatives and relationship-led decision-making. The course then strengthens negotiation planning through a focused text-based module on BATNA, walk-away points and preparation. Learners examine how to define target outcomes, identify fallback options, assess trade-offs and prepare for conversations where value, risk and customer priorities must be balanced. As the course progresses, learners explore the psychology behind negotiation behaviour, including power dynamics, bias, emotional control and ethical judgement. They then apply collaborative negotiation strategies to sales conversations where trust, customer value and mutually beneficial outcomes matter. By the end of the course, learners will be able to prepare more effectively for sales negotiations, assess alternatives with confidence and use structured negotiation principles to support stronger customer agreements.

Syllabus

Build Collaborative Sales Negotiation Strategies

This module introduces the foundations of collaborative sales negotiation and shows how structure, preparation and relationship awareness support stronger deal outcomes. Learners explore key negotiation principles, including negotiation purpose, the difference between negotiation and haggling, the seven steps to negotiation success, preparation frameworks, variables, listening, and proposal-building. The module helps learners approach sales negotiations with a clearer process so they can protect value while building more constructive customer agreements.

Apply Negotiation Psychology And Bargaining Tactics

This module explores the psychological and behavioural dynamics that influence sales negotiation. Learners examine personality differences, communication preferences, persuasion techniques and common bargaining tactics that can shape how buyers respond during deal conversations. The module helps learners adapt their negotiation style, recognise tactical pressure and respond more effectively when customer discussions become complex or challenging.

BATNA, Walk-Away Points And Negotiation Preparation

This text-based bridge module focuses on the preparation tools learners need before entering a negotiation. Learners examine BATNA, reservation points, target outcomes, walk-away criteria and negotiable variables so they can plan from a stronger position. The module helps learners avoid reactive deal-making by clarifying what they want, what they can trade and when they should pause or walk away.

Business Psychology: Adopt Proven Negotiation Techniques To Get What You Want

This module builds on the negotiation psychology introduced earlier by exploring the behavioural factors that influence negotiation judgement, pressure and decision-making. Learners examine how power, bias, emotional intelligence and ethical judgement affect the way people communicate, respond and make concessions. The module helps learners negotiate with greater self-awareness while maintaining trust, fairness and control during challenging deal conversations.

Negotiation: Use Collaborative Strategies To Maximise Sales Success And Build Customer Relationships

This module applies collaborative negotiation strategy to customer-facing sales conversations. Learners explore how to uncover customer priorities, create value, manage trade-offs and guide discussions towards mutually beneficial outcomes. The module supports the specialisation’s relationship-led focus by showing how negotiation can strengthen trust, improve deal quality and support longer-term customer relationships. ,