Negotiations and Handling Objections Masterclass 16-12-2024

Negotiations and Handling Objections Masterclass Training Course in Dubai, UAE

Course overview

Course overview

One may think that objection handling and negotiation skills are important only in sales, mainly to overcome price objection. But this is far too narrow perspective. We all deal with objections every day – whether we need to agree with a colleague on things to be done, get a product or service from an external contractor on time, or closing a multimillion contract. This type of interaction is a significant part of our lives, and to enhance the objection handling skills, we have to master the relevant tools, techniques, and practices at a specialized negotiation skills course.

This intensive training provides participants with all crucial knowledge, as well as topical principles and techniques required in the modern business world. This negotiation skills training is focused on the practical aspects and covers key skills, concepts, and methodologies that are needed to understand and control the process holistically. Attendees go through all stages of the negotiation process and how to cope with objections, starting from the planning phase and things that must be done before beginning to highly advanced techniques for resisting manipulation and resolving conflict. At the end of the training course, you will be able to effectively negotiate in all types of scenarios and reach your targeted results.

This course is for all professionals who want to be completely ready for all types of negotiations and those who want master the specific methods. Here are the main competencies they can get in our course:

  • Identify realistic goals of both parties – the basis for strategy development
  • Get a broad range of techniques and practices for different types of negotiations
  • Consider the ways how to resolve conflict in negotiation
  • Identify hidden objections and know how to address them without manipulation
  • Work more easily under conditions of tough communication, pressure, and aggression
  • Grasp all the nuances of – overcoming customer objections
Who Should Attend

Who Should Attend

  • Professional Buyers
  • Business Managers
  • Commercial Negotiators
  • Account Executives
  • Contract Negotiators
  • Sales Professionals and anyone involved in selling and buying negotiation processes
  • Everyone who wants to negotiate better with customers, colleagues, business partners or suppliers
What will you gain

What will you gain

  • Develop the mindset of a professional negotiator and apply it to your life
  • Learn how to be prepared for negotiations and plan everything beforehand
  • Be ready when typical scenarios don’t go according to plan
  • Connect with the opposite negotiation party and build a relationship with them
  • Improve both verbal and non-verbal skills to turn your negotiations into an art form
  • Practice strategies and tactics for trading variables and concessions
  • Handle different levels of objections and skillfully reveal hidden objections
  • Recognize various types of manipulation and turn them in your favor
  • Utilize techniques to soothe conflict if negotiations have gone wrong
  • Know how to close negotiations successfully and increase the odds in your favor
  • Practice proven techniques on how to deal with the most common objections like price
Course Content

Key facts


Course code:


5 days


Admission requirements:



This course is worth 30 CPE credits
(1 credit for 50 minutes)
No CPE credits are applicable for online courses


Certificate upon successful completion

Course schedule sample one day

08:30 AM  -  10:00 AM  -  First Training Session
10:00 AM  -  10:15 AM  -  Coffee Break
10:15 AM  -  12:00 PM  -  Second Training Session
12:00 PM  -  12:15 PM  -  Coffee Break
12:15 PM  -  02:00 PM  -  Third Training Session
02:00 PM  -  03:00 PM  -  Lunch and Networking
Fees & whats included

Fees & what is included

Early bird 70 days before course start date Early bird 25 days before course start date Regular Course Fee
USD 3,400.- USD 3,900.- USD 4,400.-
USD 2,150.-
  • For early registrations special prices apply as outlined above.
  • All fees are exclusive of VAT. Tax Registration Number : 100312636200003.
  • Companies - register 2 participants for the same course and date and get one place free.
  • Only one type of discount can be applied to the same course & date registration.
  • For larger corporate clients there are special packages. Contact us for details.

At Atton Institute we do our best to ensure that all our courses and trainings are provided with the highest industry standards, are time efficient and praxis related, and bring the best education results. Our courses have the most up-to date info and secure the excellent course fee to value ratio quality.

Course Fee Includes

  • Extensive Workbook with Course Materials
  • Handouts and other Supporting Materials
  • Practical Examples and Various Case Studies
  • Quick Reference/Top Tips Guide
  • Professional & Experienced Instructor
  • Accelerated and Intensive Learning Techniques
  • Relationship Building within Course
  • Post Course Action Plan
  • Index of Additional Suggested Materials
  • Course Completion Certificate
Free Valet Parking
Coffee Breaks
Free WIFI access

Course certificate

Image for: Atton Institute Certificate

When would you like to start

Negotiations and Handling Objections Masterclass - 16 Sep 2024 Dubai, UAE
Negotiations and Handling Objections Masterclass - 16 Dec 2024 Dubai, UAE
Course Content

Course content

  • Negotiation Fundamentals
    • Defining negotiation
    • When you should negotiate and when you shouldn’t
    • Negotiations in life
    • Skills to succeed at negotiation
    • Developing the right mindset for negotiation
  • Planning for Negotiation
    • Research techniques for negotiation
    • Getting to know the client
    • Understanding your competition and different styles of negotiation
    • Planning the logistics, meeting times and other operational details
    • Typical Variables in Negotiation Scenarios
    • Planning your walk-away point
    • Anticipating the other side's limits and variables
  • Starting the Negotiation Process Effectively
    • Techniques for building rapport
    • Identifying real objectives for both parties
    • Defining your best / worst case scenarios
    • Nonstarters in negotiation
    • Setting the stage for a win-win negotiation
  • Best Practices During a Negotiation
    • The art of active listening
    • The art of asking questions and sharing information
    • Techniques for trading variables
    • Developing the art of reading body language
    • How to avoid major concessions and trade minor concessions
    • How to negotiate with multiple parties
    • How to negotiate on the phone
    • BATNA analysis
    • Teamwork in negotiation
    • Lessons from case studies of successful negotiation
  • Handling Objections and Deadlocks
    • Rephrasing objections as positive signals
    • How to pre-empt deadlock situations
    • Handling unexpected deadlock situations
    • Introducing solutions to break deadlocks
    • Dealing with hidden objections
    • Preparing for genuine and valid objections
  • Manipulation in Negotiations
    • Techniques and tactics of manipulative pressure; diagnosis of manipulation
    • Emotional manipulation - pressure on emotional buttons
    • Linguistic manipulation - the use of speech patterns for hidden suggestions
    • Practical training on countering manipulation
  • Tough Tactics, Aggression, and Pressure in Negotiations
    • What are tough negotiations?
    • Tactics and methods of pressure on the opponent in negotiations
    • How to resist pressure tactics
  • Advanced Negotiation Phase
    • Difference between concession and compromise
    • Dealing with conflict during negotiations
    • Using time to your advantage in negotiations
    • Leveraging organizational hierarchy in negotiations
    • How to know when to close or continue negotiations
  • Techniques of Bargaining - How to bargain correctly, discuss prices, terms and more
    • How to bargain correctly
    • Making Offers
    • How to justify your price in advance
    • How to respond to phrases like “that's expensive” and being asked for a discount
  • Closing the Negotiation
    • Ensuring contractual integrity
    • Ensuring legal accuracy of rights and responsibilities
    • Dealing with last-minute negotiation issues
    • Anticipating potential deal breakers
    • Finalizing an agreement or walking away
Participant insights

Participant insights

The course was highly beneficial for my job and career. This info will clearly give me the great support for my day-to-day tasks.
Muhammed A. (Senior Auditor)Auditing Company, Dubai.
What I have learned in the course was exactly what I was looking for. Highly clear and pragmatic with perfect guidelines on how to use it at my work.
Antony S. (Manager) Drilling Equipment Company, Abu Dhabi.
A very useful course that provided new insights in the customer behavior and definitely would help me with my communications with customers.
Mario A. (Business Owner) Boutique Shops, Dubai.
Great thanks – one of the best courses I have made.
Brian G. (Projects Coordinator) Events Management Company, Ras Al Khaimah.
Exciting and inspiring course. Helped me to see things differently and re-organize our customer service department.
Abbas H. (Company Manager) Project Engineering, Muscat.
Would really suggest the training to any professional who is in charge of customer care.
Jane A. (General Manager) Real Estate Company, Dubai.
The time spent at course was really enjoyable and useful. Easy to understand and I used part of knowledge the next day after training.
Samira K. (Sales Team) Car Rental, Abu Dhabi.
Was the real great overview on what I shall do to improve in the Customer Service in my business.
Syed H. (Company Owner) Data Storage Solutions, Dubai.
The info I received on the course is the surprise for me. Never though of such simple techniques which help to handle difficult customers conversations.
Gabriela H. (Manager) Call Center, Sharjah.
The training I have chosen was very useful and informative with a number of very useful points. Was well explained by the trainer.
Colin G. (General Manager) Safety Equipment, Riyadh.
The program was very explanatory and gave me a lot of points to re-think. Would sure make a difference to my work approach.
Gabriela Y. (Supervisor) Call Center, Kuwait.
Would recommend to my team members to attend the same course. It would positively help me to do my job better.
Udo C. ( Department Head) Heavy Machinery Maintenance, Abu Dhabi.
The time spent at the course was the excellent investment – a lot of useful and practical info. Exactly what I was looking for.
Idul R. (Supervisor Sales) Construction Materials, Umm Al Quwain.
It was great idea to join such training. Would be a definite backing in my career development. Thinking of taking more courses – on other subjects.
Cristina R. (Sales Coordinator) Retail Company, Dubai.
The training was a great mixture of information and practical aspects. The instructor was highly professional and the course was organized the excellent way.
Samaa J. (Projects Manager) IT Solutions, Oman.
I really liked the scope and the style of the training – very friendly, a lot of communication and highly informative.
Stefan L. (Client Relationships) Insurance Company, Doha.
It was a great idea to join such training. All members of our team shall complete it. A lot of new points and useful hints.
Burcu W. (Marketing Head) Corporate Banking, Abu Dhabi.
Was really pleased by the content of the course and qualifications of the instructors. Got a lot of useful points for my business.
Marty Z. (General Manager) Travel Company, Dubai.
Great trainer and perfect information materials. Was really worth to attend. A lot of insights and ideas on how to improve job performance.
Daniel D. (PR Officer) Private Hospital, Muscat.
As we were in the process of restructuring of our call center this training was just perfect for the time. Remarkable and valuable suggestions and solutions.
Joselito B. (Marketing Department) E-commerce, Dubai.
The course was very beneficial and practical for my duties. Handling complicated customers from now on would be easier. Great instructor. Perfect training venue.
Amira Z. (Sales Manager.) Designer Apparel, Abu Dhabi.
FAQ for Internal Part of the Courses:


We use the best and latest educational praxis. All of our courses and trainings are designed using our unique Atton LPI Learning Methodology© which guarantees the delivery of extensive knowledge over a short time period with an easy-to-understand approach. All course materials are absolutely unique and are the combination of fundamental and systematic knowledge, practical studies and real-life implementation elements.

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