Dates
Start Date: Sunday, 09 Aug 2026
Register By: 25 July 2026
Early Bird Deadline: 15 July 2026
Special Offer Deadline: 09 May 2026
Program Fee
Regular: Rs. 35,000 + GST
Early Bird Fee: Rs. 31,500 + GST
Special Offer Fee: Rs. 28,000 + GST
Duration
Live-Online, 5 Weeks
2.45 hrs /week
Saturday: 10 am to 12:45 pm IST
Click below to “Enroll and Pay” for the program – Enroll and Pay
The program is designed to empower sales professionals with the strategic mindset, analytical acumen, and negotiation techniques required to engage effectively with seasoned procurement teams. It enables participants to shift from feature-driven selling to value-based negotiation by decoding buyer motivations, anticipating and countering negotiation tactics, and articulating value propositions with confidence.
Through a blend of strategic frameworks, case discussions, and experiential negotiation simulations, the program helps sales leaders strengthen their negotiation leverage, achieve more profitable outcomes, and build long-term, trust-based business relationships.
Most salespeople are clueless about negotiations. Institutional sales teams primarily interact with purchase folks who are well-trained in negotiations. Salespeople who are primarily trained in product features and benefits tend to lose out when dealing with experienced purchase managers.
The program covers the following:
Here are some HBR articles for further reading: 6 Negotiation Skills All Professionals Can Benefit From and Sales Negotiation Techniques
A special 20% discount on the program fee applies to all enrollments made on or before 09 May 2026. Participants have the option to pay the program fee in two easy installments.
This is a hands-on, practical course in negotiation skills that combines essential theoretical foundations with lectures, case studies, assignments, and step-by-step execution of negotiation strategies. It provides extensive practice in negotiations to ensure students learn by actually engaging in price negotiations in various situations.
The objectives of the program are to help participants –
Develop a strategic negotiation mindset to engage effectively with experienced procurement professionals and institutional buyers.
Shift from product-centric selling to value-based negotiation by understanding buyer psychology and decision-making drivers.
Learn to identify, anticipate, and counter negotiation tactics used by professional purchasers.
Enhance the ability to communicate and defend price through value articulation, data-driven justification, and persuasive dialogue.
Apply negotiation frameworks and tools through real-world case studies and experiential simulations.
Build confidence to achieve mutually beneficial agreements that strengthen margins and long-term client relationships.
Pedagogy
Junior and Mid-Level sales or marketing executives who wish to understand the nuts & bolts of how to negotiate better. Work experience – 0 to 10 years. Also, business owners who sell to large corporations and institutions.
Build Strategic Negotiation Mastery
Learn structured negotiation frameworks that help you plan every conversation—from discovery to closing—anticipating buyer tactics and positioning yourself for stronger outcomes.
Negotiate with Procurement Professionals Effectively
Develop the confidence and skill to handle professional buyers who are trained to extract concessions. Learn how to counter procurement tactics while maintaining constructive relationships.
Shift from Product Selling to Value-Based Negotiation
Move beyond price discussions by articulating and defending the unique value your offering delivers—strengthening margins and protecting profitability.
Strengthen Influence and Communication Skills
Use proven persuasion, framing, and questioning techniques to uncover hidden needs, build credibility, and steer conversations toward win–win agreements.
Manage Complex, Multi-Stakeholder Deals
Enhance your ability to align internal teams and navigate negotiations that involve multiple decision-makers, influencers, or cross-functional participants.
Gain Hands-On Experience Through Simulations
Apply concepts immediately in real-world negotiation simulations designed to mirror high-stakes sales scenarios, receiving actionable feedback for rapid improvement.
Build Long-Term Customer Relationships
Learn to balance assertiveness with empathy—ensuring that each negotiation not only closes a sale but also strengthens trust and long-term customer loyalty.
Improve Sales Performance and Profitability
Translate enhanced negotiation skills into tangible business impact: better deal margins, faster closure cycles, and more sustainable customer partnerships.
Maneesh Konkar is the Founder of Direction One Consulting, a corporate training & digital marketing agency that has worked with some of the finest organizations in India, Asia, Europe & Africa.
After completing his BE Electronics from VIT, Pune in 1991, Maneesh went on to do a PGDM from IIM Bangalore in 1995. He then joined ITC from campus, spent a wonderful first 17 months learning the nuances of B2C Channel management & Go To Market strategies.
It was at ITC that he found his calling in people & organization development. He started teaching part-time at Symbiosis in Pune and started a corporate training startup Direction One.
Starting with his first client in May 1999, Maneesh has had a fantastic time doing Sales, leadership & negotiations training and has run multi-year academies for India’s biggest corporates – ITC, HUL, Godrej, Mahindra, Cargill, ICICI Bank, Amazon, Legrand, Birla, Bajaj Auto, Abbott, Sanofi, Tata Motors and more. Post 2022, Maneesh runs two start-ups – one for online courses & another – a digital marketing agency.
His digital agency “Direction One – Digital” has worked with Tata Motors (CV & PV), Bajaj Auto, Skoda & Asian Paints with their digital marketing initiatives for Facebook & Instagram ads, Lead generation, Google Search, Display & YouTube ads, SEO & social media marketing.
His course startup “Direction one – Courses” has over 14k students doing courses in B2C, B2B sales, negotiations & digital marketing. He also creates powerful SCORM-compliant e-learning content using Articulate Rise software and has a ready-made course library in POSH, careers, sales and marketing.
He has over 13k followers on LinkedIn & regularly posts success tips on LinkedIn, YouTube, Facebook, & Instagram on the handle “Direction One Success”.
He is also a Visiting Faculty for Negotiations at SPJIMR & has been on admission interview panels at IIM Bangalore multiple times.
The sample certificate image is for reference only and may change at the discretion of LabinMotion. The bona fides of the certificate can be verified by clicking on the QR code and entering the unique certificate number on the web page.
Schedule: Two sessions of 75 minutes each every week on Sunday between 10 am and 12:45 pm with a break in between.
The program starts on Sunday, 09 Aug 2026 and would run for 5 weeks. The program has a total of 10 sessions.
Delivery Mode: Live-Online through Zoom
To enroll and apply for the program, click on the button below –
Enroll and PayThe payment and enrollment happen through our enrollment and learning management website – https://lms.labinmotion.com . We offer easy installment plans for all our programs. This can help plan your cash flows. We offer an additional 5% discount on group registrations for 3 or more people from a single organisation. Please email support@labinmotion.com for group registrations, and we will guide you through the enrollment process.
Rajbir Singh, PhD
Rajbir Singh is a founder and Consulting Partner at Value Centria, a boutique business consulting firm that leverages customer centricity and digital to drive growth and innovation. Additionally, he is the co-founder and CEO of the i4 Mentors Foundation, a startup accelerator. As a not-for-profit, i4 Mentors Foundation is working for “Build for India”, and Healthcare is one of their focus sectors.
Before this, Rajbir led Global Business and IT Consulting businesses at IBM, Oracle, HCL Technologies and Tata Unisys for 25+ years. He has led large, multi-cultural teams spread across the globe and has consulted with Fortune 500 clients across industries, including BFSI, Media, Telecom, Utilities, CPG and Manufacturing. His areas of expertise include Customer Strategy, Innovation Strategy, Business Strategy and Change Management. He has received recognition from Forrester, Pega, SAP and HCL Tech for developing innovative products.
Rajbir has been a visiting faculty at IIIT Delhi, IIT Delhi, NSUT and BIMTech. He is also on the board of a few startup incubators.
Rajbir is an Electronics Engineer from IIT Delhi, an MBA from IIM Bangalore and a PhD from IIT Delhi.
Websites: https://www.valuecentria.in/; https://www.i4mentors.com/
Sudarsan Chakravarthy
Founder, Chief Mentor & Success Coach – myDharma Global
A Spiritual leader, leadership coach, motivational speaker, accomplished global business leader, and an author with keen interests in ancient wisdom, spirituality, science, philosophy, and the arts.
An MBA from the Indian Institute of Management, Bangalore (IIM-B, Class of 93), India’s premier B-School, with a proven track record in building business, driving revenue & profitability growth and maximizing stakeholder delight.
Versatile and highly accomplished Management Professional with 25+ years of experience in the IT industry spanning across India, ME, Europe and North America.
Has rich experience across a wide range of areas – Digital Transformation, Line of Business Management, Business Operations, Sales, Marketing, IT Strategy, Operations, Finance, Product Management, and Service Delivery Management.
Worked with GBM (IBM GMSR) in Dubai for 20+years and championed several key strategies, including Business transformation, SAP implementation, Market Coverage, Growth Initiatives, Merger, Organizational restructuring, Low-cost services delivery, Market Research, IT Strategy, Business Partner / Channel Management, Operational Excellence, Sales Management, CRM, etc.
A motivational speaker with rich experience in running inspiring empowerment workshops; Has been inspiring and enthralling audiences of all age groups – individuals, groups, youth, families, corporate leaders – across several parts of the world with his captivating lectures; Meticulously gleans profound insights from the treasury of ancient wisdom and presents them in a way that illuminates the contemporary mind and resonates with today’s needs, interests, and challenges.
His life’s mission is to instill nobility and greatness across various strata of society.
Skillfully harmonizes the seemingly conflicting material and spiritual worlds and empowers individuals with a revitalising transformation and helps them to strengthen faith in their limitless potential; Is dedicated to unlocking the God given talents and highest abilities in people and empowering them to celebrate life through their unique contributions to the making of a new and beautiful world.
Subha Parthasarathy has been working with children, parents, and adults since 2006 and is the founder of Magichive. She is a Counselling Psychologist with over 20,000 counselling and training hours spent on 1-on-1 sessions with adults/children and group training sessions. Subha is an experienced trainer and facilitator who delivers workshops and programs that focus on enriching relationships with self and others. Her workshops “Chetana” (parenting workshop since 2009) and “Compassionate Communication based on NVC (since 2016)” are centred around increasing self-awareness and equipping participants with tools and insights that can help in leading an enriching life.
Person Centric Therapy, Mindfulness, and Nonviolent Communication form the cornerstones of her work. She is a Vipassana meditator and has certifications on various methods of interventions based on NLP, CBT, TA, NVC, Gestalt, Movement therapy, Reiki, Deep Listening, etc. She has delivered sessions in IIM Bangalore, IIM Kashipur, Infosys, Infosys BPO, Cap Gemini, Northern Trust, HSBC, etc.
Case Study: Case study on Magichive through Ivey Publishing, Ivey Business School, Canada (Click here for details) published in Oct 2024
Podcasts: Subha has hosted more than 20 free podcasts centred around mindfulness hosted on Spotify ( Click here for details)
Book: A book of 19 poems titled “Verses for Better – Parenting Lessons from Parenting Failures“, a collaborative effort between Magichive and Wunderman Thompson, was published in 2018. The book was nominated for two categories in the prestigious National Level Kyoorious Creative Awards 2019.