MAX Sales Negotiation Skills

Negotiation is a master skill of business if not life itself.

This programme is focused on the principle that there is a better deal for all concerned if you work to find it. 

We explore how by combining the key principles and skills of selling, negotiation and influencing, into a goal focused process, enables a person to master collaborative negotiation. Collaborative negotiators are very valuable people. 

Aim of the programme

To enable participants to confidently utilise the key principles and skills of selling, negotiation and influencing combined with a goal focused process to conduct collaborative negotiations which ensures a great deal for all parties. 

Programme style and content 

This is a highly practical, interactive and powerful programme, focusing on delivering results.

To make it real you will be competing through a series of negotiating challenges to become the top course negotiator.

The content enables you to : 

  • Understand when and when not to negotiate. 
  • Conduct collaborative and strategic sales negotiations where there is a better deal for you and a better deal for the customer.
  • Use the key principles of negotiation and influencing including the 'Trish' principle. 
  • Understand the goal focused process all top collaborative negotiators use. 
  • Understand, identify and use constants and variables imaginatively. 
  • Use 'What if?' and 'If then' as powerful words to move negotiation forward.
  • How to prioritise your concessions and their trade value.
  • Focus on value and benefits and not getting fixed only on price. 
  • Recognise different styles people use in negotiation. 
  • Work through deadlock. .
  • Get commitment to the deal and close the deal. 

 Programme duration

One day - 0915-1700

Programme fee

£325.00 plus vat - Rate includes training, training materials, morning and afternoon refreshment and lunch.

Target audience

This programme is for anyone involved in sales negotiation. GMs, Directors of Sales, Sales Managers, Sales Executives, Buyers.

The way the programme is set up means it works for both new and experienced sales negotiators.

Programme Leader - Martin Pepper FInstSMM MD Maxima Training & Development

Martin is the Managing Director of Maxima Training & Development. Martin has held Senior Management positions in the airline and hospitality industries and was Director of Sales Training & Business Development World-wide for Forte Hotels before founding Maxima in 1995.

Martin is valued by clients for his experience, down to earth approach, fast pace, understanding of business reality, humour and his ability to communicate in a motivational style that makes people want to take action.

Martin has been made a Fellow of the Institute of Sales and Marketing in recognition of his outstanding contribution in developing sales people in the hospitality  industry. Martin is a sought after conference speaker on a range of subjects related to developing people to develop business.

Martin is a qualified trainer and coach through the CIPD and is a licensed Insights Discovery Practitioner. A life long learner, Martin has resisted the temptation to complete a PHD on the basis that no one would take a Doctor Pepper seriously!

What our delegates say about this programme

‘The course was simply excellent.

It was useful to be in a small group. This meant that I was constantly challenged.

The role plays were great. They were fun to do, yet very challenging.

I particularly liked the part about the different energy colours. It was useful to understand what colour others are, so I can then adapt myself accordingly sometimes.

All in all, it was a very well structured and well run course. I learnt much about myself as well as what I need to do. The trophy is on display on my desk!’



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