Equinet Academy
Plan with precision. Execute with discipline.
Course Description
What is This Course About?
Negotiation is not improvisation. It is preparation, positioning, controlled communication, and disciplined follow-through.
This module develops your ability to design structured negotiation plans, prepare alternatives, understand regulatory context, and manage negotiation processes from preparation to closure.
You will learn how to align negotiation objectives with organisational goals, anticipate counterpositions, prepare a BATNA and alternative scenarios, apply communication and conflict-resolution techniques, and monitor outcomes after agreement.
Building directly on the foundational negotiation skills from Module 1, this module develops the advanced planning, strategic alternative preparation, regulatory awareness, and closure discipline required for complex commercial negotiations.
By the end of this course, you will be able to negotiate with clarity, protect value, and ensure agreements are executed in alignment with organisational procedures.
This is an intermediate-to-advanced level course requiring prior exposure to negotiation concepts or completion of Module 1 (The ABC of Sales).
Target Audience
Who This Course is For
This course is designed for professionals responsible for or contributing to commercial negotiations of meaningful complexity.
- Sales executives managing enterprise and multi-stakeholder deals
- Business development managers negotiating partnerships and channel agreements
- Account managers handling complex renewal and expansion discussions
- Procurement professionals managing vendor negotiations
- Entrepreneurs and founders negotiating commercial terms
- Professionals who have completed Module 1 and are ready to advance their negotiation capability
If you want to move from negotiating on instinct to negotiating with a structured plan, strategic alternatives, and disciplined closure, this course builds that capability.
Prerequisites
What You’ll Need to Get Started
You should have:
- Basic understanding of commercial transactions
- Exposure to stakeholder or sales discussions
- Willingness to participate in negotiation simulations
- Completion of Module 1 (The ABC of Sales) or equivalent foundational negotiation experience
Course Highlights
What You’ll Learn
In this course, you will learn:
- How to define negotiation objectives aligned to organisational strategy and design structured negotiation plans around them
- The components of a comprehensive negotiation plan and how to sequence them for maximum preparation advantage
- How context shapes negotiation objectives and how to adjust your plan to account for situational constraints
- Negotiation roles and responsibilities: How to structure your team’s contribution to a complex commercial negotiation
- How to use relevant precedents to inform the current negotiation strategy
- BATNA and alternative scenario planning, how to prepare fallback positions and trade-off options for both parties
- Structured negotiation processes and techniques for executing from opening to agreement
- Communication and conflict resolution techniques for managing disagreements and impasses
- Legislation and regulatory requirements that apply to commercial negotiations, and how to account for them
- How to finalise negotiations, take follow-up actions, and ensure compliance with organisational procedures
- How to monitor and evaluate negotiation outcomes against defined objectives and identify improvement areas
Course Objectives
What You’ll Takeaway
By the end of this course, you will be able to:
- Design structured negotiation plans aligned to organisational objectives and contextual constraints
- Apply structured negotiation processes and communication techniques to achieve desired outcomes
- Finalise negotiations and evaluate outcomes against defined objectives and procedures
Skills You’ll Acquire
Completing this course, you will develop the following advanced negotiation capabilities:
Negotiation objective alignment
Define outcomes consistent with organisational strategy
Negotiation plan development
Structure all components of a comprehensive plan
Alternative scenario planning
Prepare BATNA and trade-off sequences for both parties
Regulatory awareness
Recognise legislative and procedural requirements in commercial negotiations
Process-based execution
Apply the Prepare-Open-Explore-Bargain-Close framework
Role and responsibility allocation
Define team roles for complex multi-party negotiations
Conflict resolution
Apply structured techniques to manage the 4 negotiation conflict patterns
Closure discipline
Finalise agreements and initiate required follow-up actions
Outcome monitoring
Evaluate results against predefined objectives systematically
Post-negotiation performance review
Extract lessons and build institutional negotiation intelligence
Certification Track
Level up!
This module forms part of the Certified AI-Enabled Sales Associate programme.
Module 1: The ABC of Sales: Sell Anything to Anyone
Module 2: Business Storytelling and Stakeholder Engagement
Module 3: The Art and Science of Negotiation ← You are here
Module 4: B2B Corporate Sales
Module 5: Digital Sales
This module develops the advanced discipline in planning and execution that distinguishes structured commercial negotiators. Module 4 applies this capability to strategic B2B account development.
A Certification of Completion by Equinet Academy will be awarded to candidates who have demonstrated competency in The Art and Science of Negotiation course assessment and achieved at least 75% attendance.
Course Outline
Inside the course
This course follows the complete sequence of a complex commercial negotiation: plan design and objective alignment first, then structured execution with BATNA preparation and conflict resolution, then closure and outcome evaluation. Each phase produces a working deliverable. The negotiation plan from the initial phase flows through the simulation and serves as the basis for the outcome evaluation and the assessment presentation.
Negotiation Planning and Objective Alignment
- Negotiation objectives aligning desired outcomes to organisational strategy and priorities
- Context of negotiation and alignment to objectives, situational constraints, and how they modify your plan
- Components of negotiation plans: designing a complete, structured plan before entering any discussion
- Negotiation roles and responsibilities structuring your team for complex commercial negotiations
- Relevant precedents in past negotiations, extracting and applying institutional negotiation intelligence
Negotiation Execution and Communication Strategy
- Negotiation processes and techniques structured execution from opening to agreement
- Plan and prepare alternatives for both parties, BATNA design, and concession sequence planning
- Apply communication and conflict resolution techniques to achieve desired outcomes
- Legislation and regulations pertaining to negotiations, understanding compliance constraints
- Aligning negotiation conduct with organisational procedures from plan to compliant execution
- Extended full-cycle negotiation simulation multi-issue scenario with a regulatory context and impasse
Negotiation Closure and Outcome Evaluation
- Finalise negotiation and take follow-up actions, closing discipline and post-agreement execution
- Monitor and evaluate negotiation outcomes, tracking performance against objectives
- Compare outcomes against negotiation objectives and review documentation compliance
- Identify lessons for future negotiations, building institutional negotiation intelligence
Assessment Methods
- Case Study Written Assessment
- Individual Project Presentation
Trainers
Meet Your Educators
Trainer Bio
Boon Piul Lim
B.P. Lim is a global authority in sales transformation and the founder of Skills Mastery, bringing over 30 years of professional excellence to the corporate landscape. Having delivered more than 810 workshops to over 13,000 learners across 23 countries, B.P. is a specialist in engineering high-performance sales cultures that drive sustainable, long-term revenue. A Legacy…
Course Fee & Funding
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Full Course Fee (without funding)
S$499.00 S$999.00
Course Schedule
Mark Your Calendar!
This practical workshop combines structured negotiation planning, role-play exercises, and a full-cycle, multi-issue simulation.
2 Days | 16 Hours
Day 1: Negotiation planning, objective alignment, BATNA design, and execution technique.
Day 2: Extended simulation, closure discipline, outcome evaluation + Case Study Written Assessment (90 min) + Individual Project Presentation (30 min).
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There are currently no intakes available. Please contact us to enquire on the next intake dates.
Frequently Asked Questions (FAQs)
The Need-to-Know Stuff, Fast
Everything you need to know about the course. Can’t find the answer you’re looking for? Please contact our friendly team.
Yes. This module emphasises structured plan design, BATNA and alternative scenario preparation, regulatory compliance awareness, and post-negotiation outcome evaluation capabilities that distinguish disciplined commercial negotiators from those relying on experience and instinct.
Yes. Role-play exercises and a full-cycle multi-issue simulation are integrated across both days. The simulation includes a regulatory dimension and a built-in conflict point.
Yes. Legislation and regulations relevant to commercial negotiations in Singapore are addressed in T9, with compliance review applied in T14.
Strongly recommended. Module 1 covers foundational negotiation objectives and documentation. This module builds on that foundation with advanced planning and execution capability.
A complete negotiation plan with BATNA analysis, a conflict resolution toolkit, a post-negotiation evaluation template, and an institutional lessons log entry, all developed from real simulation experience during the course.
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