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ISM Endorsed Certified Master Negotiator - Virtual Learning

ISM Endorsed Certified Master Negotiator - Virtual Learning

Why Attend

Negotiators often concede value unnecessarily by focusing almost exclusively on price. The real opportunity lies in knowing how to trade non-price variables to create stronger, more sustainable agreements. This course addresses these challenges by developing the practical skills and techniques required to achieve win-win outcomes. Participants will learn how to identify, select, and apply a range of negotiation tactics, as well as how to respond effectively to adversarial tactics.

This engaging workshop equips professionals with the ability to uncover, articulate, and substantiate the value of their offerings, while resolving difficult negotiation challenges in a collaborative manner. The course also provides a robust toolkit for handling even the most demanding negotiations with confidence and mastery. Through a carefully selected set of case studies, participants will strengthen their analytical skills and sharpen their intuition—both essential prerequisites for sustained negotiation success.

Associations
Associations
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Overview
Course Methodology

The course uses a blend of interactive techniques, including brief presentations by both the consultant and participants, rehearsed and impromptu role plays, self-assessment questionnaires, relevant videos, and multiple simulation games.

Course Objectives

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

  • Assess their own negotiating strengths and weaknesses, as well as those of the other party, to optimize negotiation outcomes.

  • Prepare a holistic negotiation plan that addresses the interests of both parties.

  • Master the sales negotiation process to achieve timely, long-lasting, and mutually profitable agreements.

  • Apply a range of skills required to conduct successful negotiations.

  • Manage concessions effectively to minimize value loss while preserving strong relationships with counterparties.

Target Audience

This course is designed for professionals who are involved in negotiations as part of their role and want to move beyond price-based discussions toward value-driven, win-win agreements. It is suitable for sales, procurement, sourcing, contract management, business development, project management, and commercial professionals, as well as managers who regularly negotiate with internal or external stakeholders.

Target Competencies

  • Negotiation diagnosis

  • Self-awareness

  • Stakeholder analysis

  • Negotiation planning

  • Value creation

  • Tactical execution

  • Relationship management

Course Outline

  • What Negotiation Is Really About

    • The many faces of negotiation
    • Negotiation philosophies

    • The urge to be a “principled” negotiator

    • Persuasion versus negotiation
    • Self-assessment: Negotiating Style Profile
  • Setting the Stage: Pre-Negotiation Preparation    
    • Assessing personal strengths and weaknesses
    • Developing your emotional intelligence
    • Characteristics of principled negotiators
    • Five stages of the negotiation process
    • Barriers to effective negotiation
    • Team negotiation: when to use a team 
  • Mastering Commercial Negotiation  
    • Selling versus negotiating
    • The 7 milestones of the sales process
    • Identifying the different buyer's roles
    • The SPIN questioning strategy 
    • Influencing the customer's choice 
    • Influencing decision criteria 
    • The concept of "hard" and "soft" differentiators 
  • Negotiation Tools for Success
    • Creativity and problem solving techniques
    • Creativity tools and assessment
    • Decision-making techniques
    • Effective communication and negotiation
    • Conflict management styles
  • Concession Management, Tactics and Counter-Measures
    • Different levels of negotiation rules
    • Preparing “The Envelope of Negotiation”
    • Mastering the “Rule of Halves”
    • Setting a concession-making timeline
    • Sorting negotiable issues and creating alternatives
    • The most common negotiating mistakes
    • Advanced negotiation tactics
Associations
Associations
Institute of Sales Management (ISM)

Meirc is a recognized center and an endorsed training partner for the Institute of Sales Management (ISM*). This endorsement is a badge of recognition for the high quality sales and marketing training courses offered by Meirc Training & Consulting. Upon successfully completing any of these courses, participants will be awarded an ISM Certificate in addition to the certificate they receive from Meirc Training & Consulting.

*ISM is the UK’s largest professional body for salespeople and is the authoritative voice of selling and the custodian of sales standards, ethics and best practice. The core mission of the ISM is to promote standards of excellence in sales and sales management and enhance the prestige, integrity and profile of the sales profession as a whole and to inspire sales and marketing personnel to greater heights of achievement. ISM qualifications are vocationally-related, globally-recognized and are overseen by the UK government’s regulator Ofqual so you can be sure they meet the highest standards.

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MPC
MPC Certifications
Meirc Professional Certificate (MPC)

MPC certified courses by Meirc Training & Consulting are designed for those willing to challenge themselves and go the extra distance. Participants who fully attend an MPC course and successfully complete the test on the last day, will receive a Meirc Professional Certificate (MPC), in addition to the one they receive for full attendance. MPC certificates are regionally recognized and can be quite valuable when applying for more senior roles within the organization or outside.

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Schedule & Fees
2026 Schedule & Fees
Per participant
  • 31 May - 4 Jun, 2026
  • Arabic
Per participant
  • 18 - 22 Oct, 2026
  • English
Fees + VAT as applicable Discount Plans & Cancellations Policy

Meirc reserves the right to alter dates, content, venue, trainer, and to offer courses in an integrated virtual learning (IVL) format whereby face to face classroom participants and virtual learners participate simultaneously in the same course in an interactive learning experience.

Tax Registration Number: 100064080300003

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