ISM Endorsed Certified Master Negotiator

The course uses a blend of interactive techniques, including brief presentations by both the consultant and participants, rehearsed and impromptu role plays, self-assessment questionnaires, relevant videos, and multiple simulation games.

By the end of the course, participants will be able to:

• Assess their own negotiating strengths and weaknesses, as well as those of the other party, to optimize negotiation outcomes.

• Prepare a holistic negotiation plan that addresses the interests of both parties.

• Master the sales negotiation process to achieve timely, long-lasting, and mutually profitable agreements.

• Apply a range of skills required to conduct successful negotiations.

• Manage concessions effectively to minimize value loss while preserving strong relationships with counterparties.

This course is designed for professionals who are involved in negotiations as part of their role and want to move beyond price-based discussions toward value-driven, win-win agreements. It is suitable for sales, procurement, sourcing, contract management, business development, project management, and commercial professionals, as well as managers who regularly negotiate with internal or external stakeholders.

• Negotiation diagnosis

• Self-awareness

• Stakeholder analysis

• Negotiation planning

• Value creation

• Tactical execution

• Relationship management