Negotiation Fundamentals


People learn and practice the art of negotiation from the time they are young children. In business, negotiation can make or break your company. Making the best deal possible is especially critical in tough economic times. By following several tips, your business can effectively apply negotiating skills in many situations to tighten your bottom line.

Each module is based on the ClarkMorgan TAPE methodology, which ensures that trainees are guided as they practice the new skills, and are evaluated before moving onto the next module.



The section of systematically 'asking questions' to uncover the underlying needs was the most inspirational section of this sales for the service industry course. I will be teaching this to my team.

Shirley Zhou

Li & Fung

Not only does Sai Yan understand the complexities of our business, but she is able to adapt our focus and strategy to Chinese market. Her training style influenced our sales team members who later become better with their clients.

David Nicolas

Altran CEO, China & South East Asia

I’m very happy to attend the negotiation training you provided, which helped me, a finance professional, to understand the sales negotiation process and the right strategies applicable to each stage while negotiating with potential customers.

Thomas Zou

Finance Director


I attend so many trainings before, but this training is the best because it is more useful for my daily work and into the future. If you are a manager of sales, I recommend this course.

Max Lu

Shenzhen Bros Eastern Textile

I was really touched by this systematic approach to reaching an agreement in sales. The trainer was able to explain very clearly. Thanks.

Aaron Liu

Li & Fung

This is a great presentation that involves each trainee actively to have better knowledge about negotiations.

Tracy Jiang

Li & Fung


Introduction to Negotiations Introduction to Negotiations
Participants will learn key information, vital to preparing and executing a successful negotiation.
Eight Guidelines to Negotiations Eight Guidelines to Negotiations
Better understand the key components and behavior required during negotiations.
Understanding Leverage and its Components Understanding Leverage and its Components
Be able to quickly assess their position and amount of leverage in a negotiation and create a clear strategy based on this assessment.
Traits of Effective Problem Solvers Traits of an Effective Problem Solver
Be able to identify the necessary steps to achieve a “problem solving” state of mind.
Tactics of a Negotiation Tactics of a Negotiation
Be able to identify common approaches to negotiations and determine how suitable they are to current negotiation needs.
Managing Your Emotions Managing Your Emotions
Learn methods to control and alleviate stressful emotions during negotiations.
Advanced Listening for Negotiations Advanced Listening for Negotiations
Participants gain an understanding of how to better perceive the other parties’ needs during a negotiation.

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