Negotiations and Handling Objections Masterclass
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Program Professional Framework
Negotiations and Handling Objections Masterclass
Program Overview
Objections and tough negotiation moments are where most commercial deals are won or lost. This masterclass combines advanced negotiation strategy with practical objection handling: understanding why buyers object, using the LAER approach of listening, acknowledging, exploring and responding, handling price, timing, competitor and authority objections, protecting value with planned concessions, recognising pressure tactics, and closing with commitment. Intensive role plays reflect negotiations with procurement departments, government tender committees and family-owned businesses in the Gulf, where relationships and patience shape outcomes.
Learning Outcomes
- ✓Classify objections as genuine concerns, misunderstandings, stalls or negotiation tactics.
- ✓Apply the LAER approach to respond to objections without defensiveness.
- ✓Handle price objections by reframing value and total cost of ownership.
- ✓Plan a concession strategy that trades value rather than giving it away.
- ✓Recognise and counter common pressure tactics such as deadlines, nibbling and good cop bad cop.
- ✓Close negotiations with clear commitments and documented agreements.
Target Audience
- Sales and account managers
- Business development professionals
- Procurement and contract negotiators
- Customer service leaders handling escalations
Detailed Program Modules
01Negotiation Strategy Essentials
- Positions, interests and BATNA
- Preparing a negotiation plan
- Power and leverage
02Understanding Objections
- Why buyers object
- Types of objections
- Uncovering hidden objections
03Objection Handling Techniques
- The LAER approach
- Questioning to clarify concerns
- Turning objections into opportunities
04Price and Value Negotiation
- Price objections and value reframing
- Total cost of ownership arguments
- Concession planning and trading
05Tactics and Pressure
- Common pressure tactics
- Countering tactics professionally
- Managing emotions in tough negotiations
06Closing and Culture
- Closing techniques and commitment
- Negotiating with Gulf procurement and tender committees
- Documenting agreements and follow-up
Training Methodology
Applied Project & Assessment
Applied Project
Participants build an objection bank for their product or service with prepared responses, design a concession plan for a real negotiation, and demonstrate both in a recorded role play with peer feedback.
Assessment
Short diagnostic at the start, practical tasks linked to each learning outcome, and evaluation of the applied project against published criteria.