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PD-011

ISM Endorsed Certified Master Negotiator

Intensive 5-day course · English, Arabic & European languages

Commercial negotiators and sales professionals practise negotiation planning and tactics in a 5 day course with 6 modules. Delegates assess personal styles, examine buyer decisions and use the SPIN selling model. Communication, creativity and concession management support work on collaborative agreements, responses to adversarial tactics and preservation of relationships, with simulations and cases used throughout.

Classroom

Public courses in our cities

  • 26–30 Oct 2026Abu Dhabi£4,200 + VAT
  • 9–13 Nov 2026Frankfurt£2,600 + VAT
  • 23–27 Nov 2026Jeddah£4,200 + VAT
  • 14–18 Dec 2026Rome£3,400 + VAT
  • 28 Dec – 1 Jan 2026Muscat£3,080 + VAT
  • 4–8 Jan 2027Paris£3,600 + VAT
Show 23 more dates
  • 18–22 Jan 2027Abu Dhabi£4,200 + VAT
  • 1–5 Feb 2027Frankfurt£2,600 + VAT
  • 15–19 Feb 2027Cairo£2,280 + VAT
  • 8–12 Mar 2027Barcelona£3,080 + VAT
  • 22–26 Mar 2027Jeddah£4,200 + VAT
  • 12–16 Apr 2027Frankfurt£2,600 + VAT
  • 26–30 Apr 2027Singapore£4,200 + VAT
  • 10–14 May 2027Rome£3,400 + VAT
  • 24–28 May 2027Muscat£3,080 + VAT
  • 7–11 Jun 2027Paris£3,600 + VAT
  • 21–25 Jun 2027Casablanca£2,280 + VAT
  • 5–9 Jul 2027Frankfurt£2,600 + VAT
  • 19–23 Jul 2027Manama£3,080 + VAT
  • 9–13 Aug 2027Barcelona£3,080 + VAT
  • 23–27 Aug 2027Amman£3,400 + VAT
  • 13–17 Sep 2027Frankfurt£2,600 + VAT
  • 27 Sep – 1 Oct 2027Madrid£3,400 + VAT
  • 11–15 Oct 2027Rome£3,400 + VAT
  • 25–29 Oct 2027Berlin£3,400 + VAT
  • 1–5 Nov 2027Paris£3,600 + VAT
  • 15–19 Nov 2027Milan£3,400 + VAT
  • 6–10 Dec 2027Frankfurt£2,600 + VAT
  • 20–24 Dec 2027Malaga£3,080 + VAT

Group discount: 2 delegates 20% · 3 delegates 35% · 5 or more delegates 50%

Can't make these dates? We can run this course for your team on dates that suit you. Ask for custom dates · In-house options

Online (live)

With a trainer, on dates to suit your team

This course can be taught live online by a trainer, in English, Arabic or any European language, for one person or a whole team.

£1,850 + VAT

Group discount: 2 delegates 20% · 3 delegates 35% · 5 or more delegates 50%

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ISM Endorsed Certified Master Negotiator

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Course overview

Concessions and price can dominate a negotiation. This workshop examines how negotiators establish and demonstrate the value of an offering, including exchanges of services and the development of mutually beneficial agreements. Delegates assess their own strengths and weaknesses and those of the other party, identify gaps in understanding and prepare a plan. Cases provide practice in analysis and the use of judgement and intuition.

Sales negotiations follow buyer decisions. The seven sales milestones and strategies for recognising needs, evaluating options and resolving concerns accompany the SPIN model. Creativity, problem solving and decision techniques then connect with active listening, questions and conflict management. The final module uses the Envelope of Negotiation, Rule of Halves and concession timelines to examine negotiable issues, alternatives and advanced tactics. Rehearsed and improvised role-play, self-assessment and simulation games provide practice with difficult challenges and counter-measures.

Course objectives

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

  1. Assess strengths and weaknesses on both sides of a negotiation
  2. Identify understanding gaps and prepare a negotiation plan
  3. Apply the sales negotiation process to timely, lasting and mutually profitable agreements
  4. Use the skills required to conduct negotiations
  5. Manage concessions to limit losses while preserving the counterparty relationship

Target competencies

  • Handling rejection
  • Gaining commitment
  • Negotiation tactics
  • Negotiation planning
  • Concession management
  • Problem solving

Who should attend

This course suits:

  • Marketing and sales professionals
  • Corporate executives
  • Advertising managers
  • Business development managers
  • Sales personnel
  • Purchasers
  • Professionals in commercial and negotiation activities at any organisational level

Training methodology

  • Brief presentations by the consultant and delegates accompany interactive work.
  • Rehearsed and improvised role-play and self-assessment questionnaires examine negotiation skills.
  • Videos and several simulation games provide further practical situations.

Course modules

  1. Module 1

    Purpose and styles of negotiation

    • Forms of negotiation
    • Philosophies used in negotiation
    • Motivation to become an effective negotiator
    • Distinguishing persuasion and negotiation
    • Self-assessment with the Negotiating Style Profile
  2. Module 2

    Preparation before bargaining

    • Assessing personal strengths and weaknesses
    • Developing emotional intelligence
    • Characteristics of effective negotiators
    • The five negotiation process stages
    • Barriers that hinder negotiation
    • Deciding when to negotiate as a team
    • Negotiation exercise using a work template
  3. Module 3

    Commercial negotiations and buyer decisions

    • Distinguishing selling and negotiating
    • The 7 milestones in the sales process
    • Recognising the roles of different buyers
    • The Buyer's Decision Process
    • Strategies for the Recognition of Needs phase
    • Strategies for the Evaluation of Options phase
    • Strategies for the Resolution of Concerns phase
  4. Module 4

    SPIN selling and creative tools

    • Questions about the situation
    • Questions about problems or opportunities
    • Questions about implications
    • Questions about need-payoff
    • The war room simulation game
    • Tools supporting negotiation
    • Creative techniques for solving problems
    • Why creativity matters in negotiation
    • Tools for generating creative ideas
    • Self-assessment instrument for creativity
    • Techniques for making decisions
  5. Module 5

    Listening, questions and conflict

    • Skills for active listening
    • Outcomes produced by questions
    • Methods for asking questions
    • Styles of conflict management
    • Workshop using creativity to break a negotiation impasse
  6. Module 6

    Concessions, tactics and responses

    • Levels of negotiation rules
    • Preparing the Envelope of Negotiation
    • Applying the Rule of Halves
    • Planning a timeline for concessions
    • Organising negotiable issues and developing alternatives
    • Common errors in negotiations
    • Advanced tactics for negotiation
    • One-to-one negotiation simulation using a grade point average

Certificate

Every delegate who completes the course receives an ARUK Training Certificate of Attendance.

Frequently asked questions

How do I register?

Choose a date and city in the schedule and press Register, or send us an enquiry. Our team confirms your place and sends an invoice.

Are fees shown with VAT?

Fees are shown per delegate and exclude VAT, which is added to the invoice where applicable.

Can this course be delivered for our team only?

Yes. Any ARUK course can be delivered in-house at your premises, in a meeting room we book for you, or 1-to-1.

Is this course available online?

Yes. We run it live online with a trainer, on dates that suit your team, for £1,850 + VAT per delegate.

Is there a group discount?

Yes. 20% for 2 delegates, 35% for 3 delegates and 50% for 5 or more delegates on the same course.

Can the course be delivered in Arabic or another language?

Yes. Our courses can be delivered in English, Arabic or any European language, by a trainer who teaches in that language. Mention your preferred language when you register or enquire.

What certificate will I receive?

An ARUK Training Certificate of Attendance.

Related courses

Register

ISM Endorsed Certified Master Negotiator

Key booking terms (read before you register)
  • The full fee is paid in advance, before the course starts.
  • Cancel in writing 30 or more days before the start date (45 for in-house) for a refund. Later than that, the full fee is payable.
  • No refund for non-attendance or partial attendance.
  • Places are for the named delegate only; another person cannot attend instead.
  • Moving to another date or city is only possible if ARUK agrees in writing.
  • Travel, accommodation and visas are your responsibility. A refused visa does not change the cancellation terms.

booking terms and conditions

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ISM Endorsed Certified Master Negotiator