Training Course: Winning Strategies for Commercial and Marketing Negotiation (Online / Remote)
1Summary
Market share rarely moves because a product got better overnight - it moves because someone at the table negotiated a better deal, a longer contract, or a partnership the competition couldn't match. In commercial and marketing work, negotiation is not a side skill; it is the mechanism that decides who grows and who gets squeezed out.
This course from the Arab British Fellowship Training Academy is built around that reality. Every partnership, alliance and marketing-mix decision a company makes ultimately depends on how well it negotiates - with suppliers, with customers, and with the companies it competes against for the same market. Participants will learn how negotiation strategy directly drives growth rate and long-term profit, and how the right approach to relationship-building keeps customers coming back instead of walking to a competitor.
2Objectives and target group
By the end of this course, participants will be able to master:
- The different types of negotiation used across commercial dealings.
- Negotiation strategies specific to marketing products.
- When to use confrontation techniques, and when early withdrawal is the smarter move.
- A distinguished, qualitative approach to negotiation.
- Strategies that shift the balance against a competitor's potential.
- The basic, evidence-based steps behind any solid negotiation process.
- How to recognise the moment to extract maximum value from a negotiation.
This course is designed for:
- Members and heads of negotiating teams and negotiating bodies within companies and institutions.
- Managers of negotiation and external relations branches within companies.
- Entrepreneurs and business owners.
3Course Content
Module 1: Negotiation Postures for Commercial and Marketing Deals
- Negotiating commercial marketing deals.
- The conditions that shape a negotiation before it even starts.
Module 2: Three Strategic Postures to Choose From
- The innovative negotiation strategy.
- The provocative negotiation strategy.
- The immunisation (defensive) negotiation strategy.
Module 3: Tactics That Make a Strategy Work
- Constructive negotiation tactics that support the chosen strategy.
- Core building blocks of any negotiation.
Module 4: From Concept to Close
- The basic concept of negotiation.
- The stages a negotiation moves through, from opening to agreement.