Commercial Negotiation Skills

Programme Summary

Commercial negotiations require preparation that connects customer value, business limits and long term relationships. This programme develops practical skills for assessing alternatives, testing assumptions and constructing balanced agreements. Participants negotiate a realistic business scenario, practise conditional concessions and prepare an agreement record that makes commitments, approvals and remaining risks clear to both commercial and delivery teams.

Training Objectives

1 Improve preparation for commercial negotiations; 2 Strengthen analysis of interests alternatives and limits; 3 Develop disciplined proposals and concession exchanges; 4 Support balanced agreements and relationship protection; 5 Build clear approval and implementation records.

Learning Outcomes

1 Prepare a negotiation plan with realistic alternatives; 2 Identify interests behind stated commercial positions; 3 Present conditional proposals with clear tradeoffs; 4 Manage objections and deadlock professionally; 5 Document agreed terms approvals and next actions.

Target Audience

Commercial Managers; Sales Managers; Business Development Managers; Account Managers; Contract Managers.

Target Industries

Professional Services; Industrial Sales; Technology Services; Construction Services; Logistics; Business Telecommunications.

Course Contents

• Module 1 Commercial Negotiation Context: Value creation value capture and relationships; Commercial objectives and delivery constraints; Ethics authority and confidentiality boundaries.
• Module 2 Preparation and Alternatives: Interests priorities and negotiable variables; Alternatives reservation limits and target outcomes; Evidence assumptions and counterpart research.
• Module 3 Value and Proposal Design: Packaging price service and risk variables; Conditional offers and reciprocal exchanges; Protecting essential delivery and legal requirements.
• Module 4 Conversation Skills: Purposeful questions and active listening; Testing assumptions and clarifying concerns; Presenting credible evidence and tradeoffs.
• Module 5 Concessions and Pressure: Concession planning sequencing and conditions; Managing time pressure and tactical demands; Pausing consulting and preserving options.
• Module 6 Deadlock and Difficult Situations: Identifying underlying disagreements and constraints; Exploring alternative structures and phased agreements; Knowing when to defer or withdraw.
• Module 7 Agreement and Implementation: Confirming commitments exclusions and responsibilities; Approval legal review and contract handover; Tracking obligations after the negotiation.
• Module 8 Commercial Negotiation Simulation: Conducting a realistic business negotiation; Evaluating value risks and relationship outcomes; Producing a clear agreement and action record.

Assessment

• 40 single best answer questions, including applied scenarios; one mark per question.
• 60 minute invigilated digital examination with identity verification. Approved accessibility adjustments preserve the assessed competence.
• Supplied reference pack permitted; external internet and AI assistance prohibited.
• Individual applied assessment (45 minutes): Conduct a commercial negotiation roleplay and produce an agreement record showing tradeoffs, authority limits, implementation responsibilities and unresolved risks.
• Assessment criteria: Quality of alternatives and commercial preparation; Discipline and reciprocity of concession exchanges; Accuracy and feasibility of agreed commitments.
• Pass each component separately: 30/40 written marks (75%) and at least 70% on the applied task.
• All mandatory criteria must pass: Do not make knowingly false claims or unauthorised commitments.
• Individual results and feedback are provided. One reassessment may follow coaching under the published enrolment terms.

Certification

• Successful learners receive a TQCSI Arabia digital Certificate of Successful Completion.
• The certificate records the learner name, exact programme title, teaching hours, completion date and unique verification reference.
• Verified identity, full attendance and separate written and applied passes are required; all mandatory critical criteria must be met.
• Proposed issue target: within 30 calendar days of approved results and settlement of applicable fees.
• Records assessed commercial negotiation skills; it does not confer legal qualification or authority to execute contracts.
• Attendance confirmation may record completed hours for unsuccessful learners; it does not certify successful completion.

Programme Profile

Number of daysNumber of daysNumber of days

222

Total teaching hoursTotal teaching hoursTotal teaching hours

12 hours; breaks, pre course work and formal final assessments excluded.12 hours; breaks, pre course work and formal final assessments excluded.12 hours; breaks, pre course work and formal final assessments excluded.

Delegates allowedDelegates allowedDelegates allowed

Maximum 20 delegates.Maximum 20 delegates.Maximum 20 delegates.

Training prerequisitesTraining prerequisitesTraining prerequisites

Experience in sales, business development or commercial management is recommended. Basic understanding of contracts and delegated authority is expected.Experience in sales, business development or commercial management is recommended. Basic understanding of contracts and delegated authority is expected.Experience in sales, business development or commercial management is recommended. Basic understanding of contracts and delegated authority is expected.

Pre course assignment and assessmentPre course assignment and assessmentPre course assignment and assessment

Review a business negotiation scenario and define priorities in a 25 minute preparation activity.Review a business negotiation scenario and define priorities in a 25 minute preparation activity.Review a business negotiation scenario and define priorities in a 25 minute preparation activity.

End of course assessmentEnd of course assessmentEnd of course assessment

40 question written exam (60 minutes) and individual applied task (45 minutes).40 question written exam (60 minutes) and individual applied task (45 minutes).40 question written exam (60 minutes) and individual applied task (45 minutes).

Passing criteriaPassing criteriaPassing criteria

75% written and 70% applied, passed separately; full attendance. All mandatory criteria must pass.75% written and 70% applied, passed separately; full attendance. All mandatory criteria must pass.75% written and 70% applied, passed separately; full attendance. All mandatory criteria must pass.