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Executive Education > Open Programs > Impactful Sales Negotiation Strategies


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Have you faced the challenge of conceding to pricing pressure to close a sales deal? Now, more than ever, sales professionals need to build the negotiation skills that enable them to address the customer’s needs in ways that protect the pricing value. Consider SP Jain’s 12-hour live online training program on Impactful Sales Negotiation Strategies.

This program will help you develop the skills needed to become an expert negotiator and accelerate your ability to close deals. You will be trained to carry out sales negotiations that create a ‘win-win’ outcome for your customer and your organisation. You will learn practical negotiation skills, strategies and tactics which you can apply immediately on the job.

Key Highlights

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Next Start Date
(To be announced soon)
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12 hours
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Mode of Delivery

Live online
(Accessible worldwide)
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Maximum Batch Size

25 students
(Benefit from personalised learning)
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Certificate of Completion
from SP Jain
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Program Fee

INR 20,000
(plus taxes)
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Avail exclusive

corporate and early-bird benefits

Learning Outcomes

  • Learn the fundamental concepts of effective negotiations
  • Understand the importance and impact of the language used for negotiations
  • Learn the tools and techniques for modern business negotiations
  • Gain familiarity with structured negotiations
  • Develop the awareness and ability to deal with hard negotiators
  • Acquire the skill of using the tools distributive negotiation offers to obtain optimum outcomes in sales negotiations
  • Build the skills needed to anchor and mirror to achieve optimal negotiation outcomes
  • Develop the ability to understand and effectively use the techniques of integrative negotiations to produce 'win-win' outcomes


Our carefully crafted program content makes your learning practical, relevant and contemporary.


Our 12-hour program for Impactful Sales Negotiation Strategies comprises six modules:

  1. Introduction to negotiation concepts and the language used in negotiations
  2. Distributive negotiations – the most favoured approach used commonly in sales negotiations: Understanding the dynamics and means to optimise outcomes
  3. Hardball tactics and other means used effectively by negotiators in hard negotiations
  4. Anchoring and mirroring techniques used frequently in modern negotiations
  5. Integrative negotiations – an alternate approach used in modern business negotiations
  6. A Capstone Sales Simulation which incorporates the techniques and concepts learnt during the program


How You Will Learn

  • Interactive discussions
  • Class simulations
  • Video demonstrations
  • Video workshops

Meet The Faculty

Hansel D’Souza
Adjunct Faculty
SP Jain School of Global Management

Hansel D’Souza is a Keynote Speaker, Brand Consultant and Corporate Trainer. He owns a brand consultancy firm and has built over 50 brands across various domains. He has addressed and presented papers at more than 50 international conferences and seminars.

While he has spent his corporate life in marketing and branding, he has also taught general management subjects for over 25 years. His favourite topic is negotiation. His workshops are highly interactive. He captivates his audience with his humour, knowledge and vast experience. His motto is – to make learning fun!

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This training program is an excellent fit for mid to senior-level sales professionals who want to enhance their negotiation skills to benefit their careers and organisation.

Take the Next Step

For more details, or to schedule a personalised consultation, please get in touch with us.

We look forward to working with you towards achieving your learning goals.

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