Your team can win the deal and still lose the margin in the final conversation. Our sales negotiation training helps B2B sellers walk into that conversation prepared. They know what the deal is worth to the client, which concessions they can trade, and which ones they will not give away.
We treat negotiation as a process to be managed. The aim is to protect the value of the deal and keep the client relationship strong, so closing at any cost is not the goal. Every workshop is built around your team's live opportunities and your market, and the prices are published below.
This is not the right fit if you are selling low-value, transactional products at speed, or you are looking for the cheapest possible half-day event.
Sellers learn to separate the early conversation about the level of investment the client is willing and able to make from the later negotiation about the deal itself. Most late-stage price pressure starts when the first conversation never happened.
Before any meeting, sellers use a negotiation plan. It sets out what each side wants, where the room to move is, and the walk-away point.
Sellers learn to trade, so nothing is given away. Every concession is planned and gets something in return. Sellers also look for terms that cost little to give and matter to the client.
Sellers learn to bring the conversation back to the outcome the client is paying for, using investment language, so price is not the only topic.
Sellers learn to map the buying group and its decision dynamics, so they negotiate with the people who can say yes.
Sellers learn to reach agreement in a way that leaves the client keen to work with them again.
Sellers learn the framework, see it demonstrated, then practise it in role-plays built from their current opportunities.
| Format | What it is | Price |
|---|---|---|
| One-day workshop | The core negotiation framework and the negotiation plan, practised on real scenarios. | From £12,000 |
| Two-day workshop | Everything in the one-day, with extended practice, feedback and role-plays built on your live deals. | From £22,000 |
| Virtual workshop | Four to six live, instructor-led sessions with assignments between them. For distributed teams. | From £12,000 |
| Deal coaching follow-up | Coaching on a specific live negotiation, or on your biggest competitive opportunities. | Quoted as a fixed fee once scoped. See pricing |
Negotiation can also run as one module inside a wider sales training programme. Workshop prices are based on a group of up to 20 people, and vary with team size, location and customisation.
Sales negotiation training starts from £12,000 for a one-day or virtual workshop for up to 20 people, and from £22,000 for two days. Team size, location and how far we build the role-plays around your own deals move the price. Coaching on a live negotiation is quoted as a fixed fee once scoped. Full detail is on our pricing page.
The aim is a team that plans every significant negotiation, trades concessions so it never gives them away, and keeps value at the centre of the final conversation. We agree the measures with you at the start, for example how many late-stage deals have a written negotiation plan (a lead indicator), and the margin and discount levels on closed deals (lag indicators).
What participants say about our workshops. Between August 2023 and September 2026, 442 participants answered our end-of-workshop evaluation. They scored their facilitator 9.3 out of 10 on average, and 91% would strongly recommend the programme they took. These figures cover all TSCN workshops, not only negotiation.
A global healthcare and life sciences organisation: negotiation for three tiers of executives. After a merger and a review of its competitive position, this long-standing client needed its teams to defend and retain value. We consulted senior leaders on their market challenges and on what success should look like. We then designed and delivered a targeted negotiation programme for three tiers of executives. It ran as live online sessions, supported by a self-directed video series hosted on the client's own platform. The work gave the client a shared language and toolkit for selling and negotiating with confidence. It has since grown into follow-on programmes in opportunity origination, consultative selling and qualification.
Separating the early investment conversation from the late negotiation, planning each negotiation, trading concessions, defending value and margin, working with the people who actually decide, and keeping the relationship strong. Participants practise it all on their own live deals.
B2B sellers, account managers and client-facing executives who negotiate complex, multi-stakeholder agreements, and the sales leaders who want the team to negotiate one way. We have run negotiation training for three tiers of executives in one organisation.
A one-day or virtual workshop starts from £12,000 and a two-day workshop from £22,000, each for up to 20 people. Team size, location and customisation move the price. Coaching on a specific live negotiation is quoted as a fixed fee. See our pricing page.
An open course teaches a general method to people from many companies. Our negotiation training is built for one team, around its own market, its own deals and its own pricing pressures. It is delivered by practitioners who have sold in complex B2B environments, and coaching can follow on live negotiations.
Early, and twice. The first conversation happens during qualification and tests the level of investment the client is willing to make to reach the outcome. The second is the negotiation itself, near the end. Skipping the first is a common reason the second goes badly.
Yes. Our virtual format runs across four to six live sessions. One healthcare client ran its negotiation programme as live online sessions supported by a self-directed video series on its own platform.
Either. It can run as its own workshop, or as one module inside a wider sales training programme alongside prospecting, qualification and account management.
We'll show you how a negotiation workshop would run around your team's live deals, and what it would cost.