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Mind MakersShaping minds. Building leadersAdvanced workplace negotiation
Negotiation Skills Training for Sales & Procurement Teams
Learn how both sides of the table think, plan and push through practical frameworks, role plays and realistic deal simulations.
Both sides of the table
Negotiation capability built around your real deals
Mind Makers designs practical workshops for sales and procurement professionals. Every learning experience reflects your commercial context, helping participants practise difficult conversations, prepare leverage and make disciplined trade-offs before real negotiations begin.
Our speciality
Sales-side and procurement-side negotiation, with a combined simulation option that helps each team understand the other side.
Principled negotiation
The 4 Pillars of Negotiation
Participants use these principles to prepare clearly, manage difficult conversations and reach value-led agreements.
Focus on Interests, Not Positions
Understand what each side truly needs before proposing a solution.
Invent Options for Mutual Gain
Create several routes to agreement before making concessions.
Insist on Objective Criteria
Use market data, benchmarks and fair standards to support decisions.
The Negotiator's Toolkit
BATNA — Best Alternative to a Negotiated Agreement
WATNA — Worst Alternative to a Negotiated Agreement
ZOPA — Zone of Possible Agreement
WAP — Walk-Away Point
Trade-offs — Give only in exchange for meaningful value
Leverage — Identify and use bargaining power responsibly
Sales track
For Sales Teams
Negotiating Under Price Pressure
Protect margins when buyers push for discounts and hold value without losing the deal.
Negotiating with Procurement Buyers
Understand how procurement teams plan, compare and push, then respond with confidence.
Concession Trading
Plan concessions so every agreement creates a fair exchange rather than a one-sided giveaway.
Key Account Negotiation
Prepare B2B negotiation strategies for large accounts, renewals and long-term contracts.
Closing Without Caving
Move from negotiation to signature while protecting both value and the relationship.
Procurement track
For Procurement Teams
Supplier Negotiation Strategy
Plan negotiations that deliver sustainable savings rather than one-time price cuts.
Negotiating with Single-Source Vendors
Build leverage when alternatives are limited by using BATNA, long-term commitments, value levers and dependency-reduction strategies.
BATNA & Leverage Planning
Build credible walk-away options and use leverage confidently at the table.
Value & Total Cost Negotiation
Negotiate quality, delivery, terms and total cost of ownership, not only price.
Handling Tough Sales Tactics
Recognise seller tactics and respond firmly without damaging the relationship.
Vendor Relationship Negotiation
Protect commercial outcomes while building dependable supplier partnerships.
Combined simulation
Both Sides of the Table
Sales and procurement participants negotiate against each other in live deal simulations, then examine the decisions, signals and trade-offs from both perspectives.
- Realistic cases based on your industry
- Structured preparation and BATNA planning
- Facilitated feedback after each simulation
- Practical tools participants can use at work
FAQ
Negotiation Training FAQs
See all corporate training programs.
Build stronger negotiators on both sides of the table.
Tell us about your team, industry and negotiation challenges. We’ll design a relevant learning journey.