NEG – Improving results through effective sales negotiation

Training course introduction

The sales negotiation process is essential in achieving tangible results for organizations. Sales personnel, managers and entrepreneurs are continuously involved in negotiations:  the achievement of the expected results is strictly connected with adequate techniques and the ability to use the most suitable negotiation style.


To help participants develop skills to employ in negotiation where the price is considered the most important factor.


Buyers, salespeople, sales managers

Training languages

Italian, English


The negotiation and related concepts

  • Conflict as an expression of non-converging interests
  • Identifying the structure of negotiation, interests and goals of the counterparties involved
  • Defining tactics and negotiation strategies

The importance of perception

  • Interpreting the negotiation context
  • Different perception of negotiation context by counterparties

Positional bargaining

  • I win, you lose: the zero-sum game
  • Using positional bargaining: when, how and why
  • Soft or inflexible: peculiarities of two negotiation styles

Giving new structure to the negotiation process

  • Restructuring the negotiation context
  • Competitive versus cooperative arena
  • Negotiation focused on price
  • Dividing the process into phases and managing them individually
  • The development of negotiable options
  • The paradox as a tool for restructuring the negotiation context

Training method

  • Learning by experience
  • The trainer helps participants to “discover” the various topics and to face situations that are technically similar to those they are used to deal with or they are expected to


Two days or more, according to the Client’s needs


Arduino Mancini

Le definizioni presentate nel glossario non hanno la pretesa di essere esaustive o rigorose: esse sono riportate nella forma impiegata nei contesti in cui mi sono trovato a operare e intendono rappresentare un semplice aiuto per quanti vogliano sapere di più circa il significato di alcuni termini incontrati sul blog.