Mihir Koltharkar's commercial negotiation training equips sales and procurement teams to negotiate large B2B deals with a structured, repeatable method — the P.O.W.E.R.S.™ framework from his PowerFULL Negotiator programme. Documented outcomes include a $215 million deal closed within 7 days of training (Shapoorji Pallonji International Properties, UAE) and $1 million saved in the first month by a company in Qatar. He holds the Pride of India award for Negotiation Skills Training.
Two Tracks, One Framework
For sales teams: protecting price and margin, trading concessions instead of giving them, handling procurement tactics and closing without last-minute discounts.
For procurement teams: negotiating total value rather than unit price, building a real BATNA, using payment terms, volumes, service levels and warranties as levers, and handling supplier pressure.
What the Programme Covers
- Preparation — MDO, LDO and BATNA defined across every dimension, not just price
- The Negotiation Planning Matrix — context, variables and positions on one page
- Variable inventory — walking in with ten or more tradeable variables
- Give-Get trading — no unconditional concessions
- Reading the "River" — whether the other side is driven by price, risk, speed or story
- Pressure tactics — deadlines, walkouts, good cop/bad cop, salami tactics, late changes
- Sealing — closing cleanly and protecting what was agreed
Clients include Abbott, TCS, JP Morgan Chase, Boston Consulting Group, Ferrero, Mahindra, Safaricom, Audi, Almarai, Fly Dubai and Shapoorji Pallonji — see all clients by sector and country.
Related reading: MDO, LDO & BATNA Explained · Negotiation Training for Procurement Teams · Top 5 Negotiation Trainers in India
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What is commercial negotiation training?
Commercial negotiation training teaches sales, procurement and business teams a structured method for negotiating B2B deals — preparation (MDO, LDO, BATNA), variable trading, handling pressure tactics and closing agreements that protect value.
Is negotiation training different for procurement and sales teams?
The framework is the same, but the application differs: sales teams focus on protecting margin, while procurement teams focus on total value, alternatives and supplier leverage. Mihir Koltharkar's programme offers both tracks.
Where is commercial negotiation training available?
Mihir Koltharkar delivers commercial negotiation training in India, the UAE, Saudi Arabia, Qatar, Oman, Kenya, the Philippines and other markets, in-person or virtually.
