Indus negotiation skills training teaches sales and procurement teams to plan a negotiation, anchor, trade concessions and hold price under pressure — then has them rehearse against an AI counterpart and coaches them on live deals for four weeks.
Who it is for
Key-account managers and B2B sellers who negotiate contracts and discounts; dealer principals and channel managers; procurement and vendor-management teams; sales managers who approve concessions. Not for showroom or counter sales — the Sales Training programme covers objection handling at that level.
Outcomes we commit to
- A written plan before every significant negotiation: targets, walk-away, concessions to trade, tactics to expect.
- Measurable reduction in average discount given, or improvement in terms secured, on deals tracked during the programme.
- Participants certified on a scored negotiation role-play.
What is covered
Preparation is most of negotiation, so the first day is planning: interests behind positions, BATNA, the concession ladder, and reading the other side's constraints. The second day is at the table — anchoring, silence, package deals, handling the classic procurement moves ("your competitor is 15% cheaper", "we need a decision today"), and closing cleanly. Cases come from your own deal history.
The Indus difference
Most negotiation courses end at the classroom door. Indus trainers stay for four weeks of live-deal coaching, and the AI counterpart lets each participant rehearse the hard conversations as many times as they need before they face a real buyer.
Organisations whose frontline and management teams Indus has trained
What the programme covers
Frequently asked
Is this for sales or for procurement?
Both, in separate cohorts. The sales track defends price and scope; the procurement track secures value from vendors. The framework is the same, the case studies are not.
How is negotiation training different from sales training?
Sales training covers the whole call — discovery, value, objections, close. Negotiation training goes deep on the last mile: what to trade, what to hold, and how to close without giving margin away.
Do participants negotiate against real scenarios?
Yes. We build the case studies from your deals — your discount structures, your typical buyer tactics — and the AI counterpart is briefed the same way.
What is the on-the-job phase?
For four weeks after the classroom, an Indus trainer joins deal reviews and, where possible, live negotiations, then debriefs each one against the plan.