Corporate Training for Teams

Negotiating Client Value (NCV)

Imparta, In London
2 days
Next course start
Offered at a time and date of your preference See details
Course delivery
In Company
2 days
Next course start
Offered at a time and date of your preference See details
Course delivery
In Company

Course description


Negotiating Client Value (NCV): In-House Training Programme

Imparta knows that great sales negotiation cannot be separated from the sales process. Sales negotiation is essential, and becoming more so all the time. Despite its importance, many companies don't train negotiation as an explicit skill or fully link it to their sales methodology. Because of this, value gets missed, either because salespeople and negotiators give too much away or because they are too focused on winning concessions to see opportunities to create value for both parties.

The Negotiating Client Value (NCV) training programme has been specifically developed for those working in the sales environment. The programme echoes the customer focused philosophy of Imparta's award winning workshop, Creating Client Value (CCV), which helps build advanced negotiation strategies and skills related to a customer’s buying cycle. This in-house training programme will develop the skills of your salespeople so that they can create value for both parties while defending your margins against price pressure.

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Upcoming start dates

1 start date available

Offered at a time and date of your preference

  • In Company
  • London

Suitability - Who should attend?

This in-house training programme is best suited for those involved in sales and contract negotiations with customers. Typical roles who would benefit from this programme include:

  • Business Development Managers
  • Account Managers or Directors
  • Commercial Managers
  • Salespeople

Outcome / Qualification etc.

This in-house training programme will allow you to face the following obstacles:

  • Lack of client insight
  • Failing to maximise opportunities
  • Short-term client relationships
  • Inability to identify when the client is ready to negotiate
  • Entrenched client negotiating positions
  • Not engaging with Procurement
  • Loss of composure under pressure

Training Course Content

The content of this Negotiating Client Value (NCV) training programme can be tailored to fit your needs, customers, markets, and objectives.

Areas typically covered in Imparta's NCV programme include:

  • The five stages of negotiation
  • When to negotiate, and when not to negotiate
  • Negotiation planning
  • Positional vs. interest based negotiation
  • Identifying and improving your BATNA (Best Alternative to a Negotiated Agreement)
  • Uncovering the interests of the other party
  • Framing and anchoring
  • Profiling your counterparty, types of negotiator and how to respond to them
  • Planning gives and gets, and proposing options
  • Defending against dirty tricks


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