Corporate Negotiation Skills Training

POWERFULLNEGOTIATOR

Negotiate Successfully, Effectively and Profitably

One negotiation can be worth more than a year of sales. The PowerFULL Negotiator is Mihir's proprietary negotiation system — built on decades of high-stakes deal experience, refined across 14 countries, and responsible for some of the most extraordinary negotiation outcomes ever documented in corporate training history.

Duration2–3 Full Days
Batch SizeUp to 20 (even)
AudienceAll who negotiate
FormatIn-Person / Online
Enquire About This Program View Curriculum ↓
The PowerFULL Negotiator Framework
  • MDO (Most Desired Outcome) & LDO (Least Desired Outcome) — your strategic anchors
  • BATNA, Reality Check & ZOPA — know exactly when to walk away
  • The PowerFULL Planner — Mihir's pre-negotiation strategy tool
  • Game Changers — variables that shift power in your favour
  • Dirty Tricks Defence — the Tricky 10 exposed and neutralised
  • NLP Communication techniques for negotiators
  • Multiple live role-plays — each participant negotiates 2–3 times
$215M
Deal closed in 7 days post-training
$612M
Single deal closed using the frameworks
$1M
Saved in the first month post-training
★★★★★
Rated 5/5 across all parameters
Major Success Stories

What Happens When
Your Team Negotiates
With a System.

$215M
Closed in 7 Days

A leading multinational in the UAE had a deal stuck for months. Seven days after attending the PowerFULL Negotiator workshop, they closed it — for USD 215 Million. "The insights shared put things into perspective." — MD, Shapoorji Pallonji

$612M
Biggest Deal in Company History

A single individual from a Land Acquisition team used the PowerFULL Negotiator learnings to single-handedly close a deal worth USD 612 Million — the largest in the organisation's history.

$1M
Saved in Month One

A Ship Repair Company in Qatar applied the negotiation frameworks immediately after the workshop and saved USD 1 Million in the very first month. From training room to bottom line — in 30 days.

Who Is This For?

For Everyone
Who Negotiates.

If you negotiate as part of your work — whether buying, selling, or managing — this program will transform how you approach every deal. Customised based on your function, role, and participant profile.

💼

Sales Professionals

Win bigger deals, protect margins, and close more profitably.

🔑

Key Account Managers

Protect and grow your most important accounts with strategic leverage.

📦

Procurement Teams

Save millions by negotiating better contracts with suppliers.

🏛️

Senior Leadership

High-stakes negotiation strategy for department heads and executives.

Course Objectives
  • Gain the confidence to conduct negotiations profitably every time
  • Master MDO, LDO, BATNA, Reality Check, and ZOPA in practice
  • Identify your natural negotiation style and its strengths/weaknesses
  • Prepare for every negotiation using the PowerFULL Planner
  • Understand and use Game Changers to shift negotiation power
  • Recognise and dismantle the Tricky 10 Dirty Tricks used against you
  • Use advanced NLP communication techniques during negotiations
  • Manage deadlocks, avoid concession traps, and navigate conflict
  • Know exactly when and how to close any negotiation
  • Apply learnings immediately through live role-plays in the session
What Your Team Will Gain

The Complete Negotiation
Toolkit.

01

MDO / LDO / BATNA Mastery

Know your optimum target, your walk-away point, and your best alternative — before you enter any room. Never negotiate blind again.

02

The PowerFULL Planner

Mihir's signature pre-negotiation strategy tool. Map every variable, anticipate every move, and walk into every negotiation with a plan that works.

03

Game Changers Strategy

Identify the variables that change the shape of a deal — and use them strategically to create leverage without damaging relationships.

04

Dirty Tricks Defence

The Tricky 10 — the manipulation tactics used by seasoned negotiators. Learn to recognise them, stay calm, and turn them to your advantage.

05

NLP For Negotiators

Advanced NLP elements that enhance your communication, reading of the room, and ability to influence outcomes — even under pressure.

06

Live Role-Play Practice

Each participant negotiates 2–3 real scenarios during the program. Theory becomes skill through practice, not just understanding.

Full Curriculum

8 Modules. A Complete
Negotiation System.

Case studies and role-plays are an essential part of this programme. Every participant negotiates live — multiple times. This is not a classroom lecture. It's a negotiation laboratory.

  • We Are Capable Of Much More (Star Activity)
  • What Truly Is 'Negotiation'?
  • Real Value Of Negotiation
  • How Individual Values And Ethics Affect Negotiation
  • What Skills Are Needed To Be A Powerful Negotiator?
  • Importance Of Positivity (Star Activity)
  • Structured Negotiation Groundwork
  • Different Outcomes Of A Negotiation And Their Benefits
  • Needs And Wants In Negotiation — The Hierarchy
  • Your Bottomline (LDO) And Optimum (MDO)
  • Redefining Objective Setting
  • BATNA, Reality Check And ZOPA
  • Identifying Areas Of Agreement
  • Finding Your Natural Negotiation Style (Star Activity)
  • Understanding The Other Side's Motivation And Needs
  • Dynamics Of Team Negotiations
  • Setting Strategy For Negotiation
  • Pre-Planning Concessions
  • Planning The Climate
  • Opening Strategy
  • The Power Of First Offer
  • The PowerFULL Planner — Complete Negotiation Planning Matrix (Star Activity)
  • Introduction To 'Game Changers'
  • Identify The 'Exchangers' In A Negotiation
  • Exchangers In Your Own Negotiations (Star Activity)
  • What To Share And What To Keep
  • Give And Get Principle Of Effective Negotiation
  • Advanced Communication Techniques For Negotiators
  • Using NLP Elements To Your Advantage
  • Dealing With Tips, Traps And Ploys — The Tricky 10 (Star Activity)
  • Retaining Flexibility During Conflict And Rejections
  • Avoiding Deadlocks
  • When And How Of Closing A Negotiation
  • What To Do After Sealing The Deal
  • Implementation Of The PowerFULL Planner
  • Multiple Live Negotiation Role-Plays (2–3 per participant)
  • Peer Feedback And Coaching
  • Individual Action Plan For Workplace Implementation
Session Approach

You Negotiate Live.
In The Room.

Role-plays are the centrepiece of the PowerFULL Negotiator. Every participant negotiates 2–3 times during the program. Adult Learning, Accelerated Learning, and NLP ensure the frameworks stick — not just in the room, but in the boardroom.

🎭
Live Role-Plays
⚡
Star Activities
📊
Case Studies
🧠
NLP Techniques
📝
Individual Assessments
👥
Team Negotiations
🎯
Action Planning
🎬
Videos
Previous Participant Ratings
Delivery
★★★★★
Content
★★★★★
Trainer
★★★★★
Session
★★★★★
Mihir Koltharkar delivering a corporate training session
Duration & Inclusions

Everything You Need.
Nothing Extra to Buy.

What's Included

  • ✓ Training Needs Analysis — fully customised for your function and roles
  • ✓ Personal delivery by Mihir Koltharkar
  • ✓ Individual assignment checking with feedback
  • ✓ All training materials including PowerFULL Planner worksheets
  • ✓ Completion certificates (co-branded if required)
  • ✓ Process improvement suggestions post-training
  • ✓ 60-day post-training implementation support

Duration & Batch Size

2 or 3 Full Days (depending on session objectives)
Ideal batch: up to 20 participants (even number preferred for role-plays)

How It Works

1
First Contact — Call or email to understand your team's needs
2
Proposal — Workshop outline, dates, and commercials presented
3
TNA — Questionnaires and 1:1 calls with select participants
4
Customisation — Role-play scenarios built around your real deals
5
Delivery — Engaging, insightful and thought-provoking negotiation workshop
6
60-Day Support — Implementation help + best practice report
What Clients Say

The Words That Matter
Most.

★★★★★

"The insights shared during the Powerful Negotiator program put things into perspective and were able to bring a multi-million dollar ($215 Million) deal to fruition. Full marks — you have done a wonderful job."

Cyrus EngineerManaging Director, Shapoorji Pallonji International Properties, UAE
★★★★★

"I have learned a lot from this course. The PowerFULL Planner and The Tricky 10 — Dirty Tricks played by Negotiators, are my favourites. The course widens up my knowledge on negotiation."

KimEntrepreneur
★★★★★

"It was a game changer, a wonderful experience, thought provoking and educative."

FeisalTelecom Executive
★★★★★

"I thought negotiation is just a skill people are born with. Now I am confident that this skill can be learnt, improvised, enhanced. Really good stuff!"

NarayanLeadership Team
★★★★★

"This course was just what I needed. My approach to negotiations needed a revamp — and it sure got it. Very insightful. I would highly recommend it to anyone at any level of negotiation."

ErnestB2B Sales, Africa
"You won't know what you are missing until you attend this session"
"Saying Thank you is not enough — my brain seems to have opened up"
"This has changed my perspective on how to get a better deal while maintaining a better relationship"
Ready to Negotiate Like a Champion?

Let's Start Creating
Your Success Story.

The PowerFULL Negotiator is a corporate-only program, fully customised for your team's context, function, and deal environment. Get in touch to discuss a workshop for your organisation.

Enquire About PowerFULL Negotiator Home WhatsApp Mihir Directly

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Frequently Asked

Questions

What is the best negotiation training programme in India?

Mihir Koltharkar's PowerFULL Negotiator is one of the most results-documented negotiation training programmes in India. Built on the P.O.W.E.R.S. framework, it has helped clients close a $215 million (approx. ₹1,600 crore) deal within 7 days of training and save $1 million in their first month. Mihir holds the Pride of India award for Negotiation Skills Training.

What is the P.O.W.E.R.S. negotiation framework?

P.O.W.E.R.S. stands for Prepare, Open, Win-Map, Exchange, River, Seal. It is Mihir Koltharkar's structured negotiation method, covering MDO (Most Desirable Outcome), LDO (Least Desirable Outcome), BATNA, Give-Get trading and Game Changer variables — so negotiators walk in with a plan rather than react under pressure.

Is the programme suitable for sales teams and procurement teams?

Yes. The same framework is applied from both sides of the table: sales teams learn to protect price and margin and to trade rather than concede, while procurement teams learn to negotiate total value, build a strong BATNA and handle supplier tactics.

How long is the PowerFULL Negotiator programme?

PowerFULL Negotiator is delivered as a 2- to 3-day in-company programme, in person or virtually. The exact length is agreed after a Training Needs Identification, based on your team's experience, deal types and goals.

Who should attend the PowerFULL Negotiator programme?

Sales teams, key account managers, procurement professionals and leaders who negotiate significant commercial deals. It has been delivered across real estate, banking, oil & gas, pharma, FMCG and other sectors.

What results has PowerFULL Negotiator produced?

Documented results include a $215 million (approx. ₹1,600 crore) deal closed within 7 days (Shapoorji Pallonji International Properties, UAE), $1 million saved in month one by a ship repair company in Qatar, and AED 4.51 billion turnover growth in 12 months for a property developer.

From The Blog

Further Reading

Programme Procurement Negotiation Training → Programme Negotiation Training for Leaders & HR → Guide Top 5 Negotiation Trainers in India → Programme Commercial Negotiation Training → Article Best Negotiation Trainer in India → Article MDO, LDO & BATNA Explained → Article The $215M Deal: Negotiation Case Study → Article Two Landmark Deals: $215M & $612M →
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