Program Lineup

Strategic Negotiation Skills

Course Summary

Gain the skills, insights and competencies required in all negotiations—in every industry—at every level.

Whether it’s allocating resources for a project, funding a new initiative or establishing a supply chain for a new product or service, negotiation is inevitably at the heart of the process. But few people understand the structure, techniques and approaches available to them as they seek to positively influence an outcome. This hands-on seminar gives you a step-by-step guide to effective negotiation. You must identify the problem, understand it from the other’s perspective, generate alternative solutions and select a solution that benefits both sides. All parties need each other to achieve their goals. Negotiation focuses on solving the problem and closing the gap between what both parties want.


  • Fee
  • 132,000 yen (
  • Venue
  • TBD
  • Language
  • Japanese
  • Faculty
  • Quintegral Faculty
  • Location
  • Online/Tokyo/Osaka/Nagoya/Others
  • Duration
  • 2 days
  • PDU
  • Leadership: 14.0

Select date & time

  • Dec.22-23,2021 09:30~17:30 @Online
  • Feb.01-02,2022 09:30~17:30 @Online
  • Jun.23-24,2022 09:30~17:30 @Online

How You Will Benefit

  • • Discover how to improve sales margins and closing ratios
  • • Influence how customers view your product’s costs, benefits and value to them
  • • Anticipate buyer behavior and turn it into an advantage
  • • Establish your credibility with the buyer
  • • Develop confidence-building skills that maintain your control of sales negotiations
  • • Be ready to justify your price when meeting price specifications
  • • Use creative advantages to counter competitive offers

Who Should Attend

  • Sales professionals, sales managers, account executives, contract negotiators and anyone involved in negotiation processes and would benefit from this sales negotiation training.

Course Outline

1. Understanding the Negotiation Process
• Define the basic concepts of negotiation
• Understand the goals and targets of the negotiations
• Key interests in negotiations
• Discussions on the key interests of your actual negotiations
• Negotiation Approaches that could be avoided
• Influences on the negotiation process
• The importance of win-win negotiation
  - Case Study
2. Planning Your Negotiation
• Two key factors
• Four steps of the negotiation planning
3. Negotiation Stage
• Negotiation stages
  - Case Study
• Negotiation Process
• Tasks and relationships on each negotiation stage
4. Internal Negotiations
• Preparing for internal negotiations
• Three key factors to successfully improve your internal negotiations
5. Communication Styles
• Communication style assessment
• Four dimensions of communication style
6. Persuasion
• Understanding sources of resistance
• Four key factors of persuasion
  - Case Study
7. Crafting a Strategy for Your Negotiation
• Power
• The first offer dilemma
• Advantages and disadvantages of making the first offer
• How to make effective concessions
• Guidelines for making concessions
8. Team Negotiations
• Advantages and disadvantages
• Planning team negotiations
• Planning team strategies
• Guidelines for team negotiations
• How to get involved in team negotiations
9. Team Negotiations Exercises
• Case Study
10. Effective Communication
• Active listening skills
• Assertive communication
• Role-playing
• The process of developing skills

Prerequisite / Pre-Assignment


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Monday - Friday 9:00-17:30

Closed: Saturday, Sunday, National Holidays, New Years holidays (12/29-1/4)