Art of Sales Negotiation Training Course


2 Days

Who Should Attend

All members of the sales organization (Sales Managers, Sales Professionals, Account Executives, Customer Service, etc) that engage in communications with external customers.


Upon completion, participants will receive a Certificate of Completion from The Performance Management Academy.





In Sales, presentations and negotiations go hand-in-hand and a well-trained sales organization will be more successful and will capitalize on greater opportunities. Negotiations should not be feared; rather they should be viewed as an opportunity to close deals and solidify relationships. High level negotiations as well as transactional dealings should be conducted to enhance the collaborative relationships formed with customers.

Course Summary:

Principled behaviour is critical to successful negotiations and to the long-term, on-going relationship with the customer. The Art of Sales Negotiations explores the unique aspects of negotiating within the sales environment. This course is customized for the sales, customer service and external-facing organization to ensure that the company’s needs are met, while the external customer relationship is enhanced. The Performance Management Academy reviews the strategic aspects of negotiating and provides the tools that lead to a resounding “Yes”!

Course Outline and Key Topic Areas include:

•    Recognizing the Need for a Win-Win Solution
•    Principled Negotiations with Customers
•    Understanding the Business Buyer’s Motivation
•    Getting to “Yes” Without Negotiating
•    Knowing When to Negotiate
•    Negotiation Types and Styles
•    Analyzing You / Your Customer’s Positions
•    Using Communication and Listening Skills to Set the Tone and Control the Negotiations
•    Use Persuasive Skills to Make Your Point
•    How to Handle Intimidation Tactics
•    Understanding Your Needs and Your Customer’s Needs
•    Develop Your “Best Alternatives” and Empower Your “Walk Away” Position
•    Identifying and Developing and Evaluating Alternatives
•    Steps to a Negotiated Solution and Achieving a “Yes”

How You Will Benefit:

•    Develop the confidence, skill-set and strength to enter into negotiations
•    Learn why “principled negotiation” works best and the need to maintain positive relationships
•    Understand your customer’s (the buyer’s) motivation
•    Understand how to create a good negotiating environment
•    Learn how to secure “Yes” without negotiating
•    Understand when you need to negotiate
•    Recognize negotiating types and styles
•    Learn to use communication and listening skills to “set the tone” and “control” the negotiations
•    Know how to recognize visual and non-visual cues and how to use them
•    Develop the skills to persuasively present your position
•    Learn how to handle hardball negotiations and intimidation tactics – and solidify your customer relationship
•    Understand the desirable traits of a successful negotiator
•    Build the skills to analyze and identify individual and organizational motivations
•    Learn to identify and develop alternatives that would strengthen your position
•    Learn to develop your “best alternatives” and empower your “walk away” position
•    Learn the steps to a negotiated solution and to achieving a “Yes”
•    Learn to alter the approach between “high trust” and “low trust” negotiations
•    Understand how to optimize the negotiated solution


"Having Performance Management Academy work with our team was the best decision we could make. Together, we learned the importance of being a good manager – armed with useful information, practical tools and a common language to bring forward as we work to improve the quality of our interactions with one another and our staff. Our facilitator was very skilled and took every opportunity to take our comments and questions about present day situations in our work place, and put them in the context of the useful information we were learning through the course. It was interesting, engaging, and allowed us a whole new perspective on why, as managers, “how” we do something is just as important as “what” we do. I would recommend this workshop to any organization that values its employees and workplace health and productivity."

Indigenous Management and Supervisory Skills - Management Essentials
Chief Executive Officer, Kitselas Band Council

"The presentation, material and knowledge shared provided relevant and comprehensive best practices in recruitment and selection. The candidate screening and communications techniques were particularly insightful. I would definitely recommend this session to both new and seasoned recruiters and hiring managers. "

Progressive Recruiting, Interviewing and Selection
Recruitment and Staffing Specialist, Nasittuq Corporation

"As a manager of many years in different sectors of employment (e.g.; First Nations, Federal Government, Provincial Government and Private Sector) and having attended Management Training courses over the years, this three day (3-day) course was the most informative and motivational and provided the proper tools and knowledge on how to improve as managers. The Facilitator was most accommodating and I felt that all the people who participated felt very comfortable with him. He was very down to earth and extremely entertaining with his presentation style."

Management and Supervisory Essentials
Health Care Manager, First Nations Health Board

"Thank you very much for the workshops. They were very interesting and we all gained more knowledge with the items discussed. Great workshop and well as interesting. Additionally, we had many laughs during the exercises. Thank you ThePMAC."

Management Essentials
Executive Director, Constance Lake First Nation

"Nerahten Developments Limited is committed to the training of its staff, that all of its employees perform their jobs properly and professionally in accordance with established policies and procedures. As we have stated to the Instructor on our departure, we were very satisfied with the five day management training session. The Instructor (Charles Hendriks) explained concepts and ideas effectively, facilitated discussion encouraged participation, responded to students’ questions and had thoroughly knowledge of the course material. The text book material was informative, current and classroom/ facilities was suitable. I feel that I have gained valuable skills and knowledge that will help me in my work performance. I would like to thank all the individuals who made this training session possible and would recommend this course to others. "

Management Essentials
Projects Administration, Nerahten Developments, Fort Good Hope, NT

"I will definitely apply what I learnt in this training to my current position. Thank you." "The material was relevant and appropriate." "I enjoyed the whole experience. The trainer is skilled in engaging the class and providing information in a helpful manner. I highly recommend this training!"

Indigenous Management and Supervisory Skills - Management Essentials
Virtual On-Line Training - Comments from a variety of managers from various organizations - including Treaty 3, Kenora, ON

"I am very pleased with the Indigenous Supervisor Management Skills course. The presenter was well prepared and the content is exactly what I needed to help me function well in my job!! Thank you!!"

Indigenous Management and Supervisory Skills - Management Essentials
Friendship House Association, Prince Rupert, BC

"This training was excellent. It was a great combination between skill and knowledge-basedlearning. There were opportunities to practice what was taught through roleplay and group discussions."

Indigenous Management and Supervisory Skills - Management Essentials
Policy Analyst, Ta'an Kwach'an Council, Whitehorse, Yukon