This module introduces psychological negotiation techniques that help you understand motivation, manage competing priorities and create more constructive sales conversations. You will explore how bias, perception and framing influence negotiation behaviour, especially when buyers are uncertain or protective of their interests. By applying practical negotiation strategies, you will learn how to create value, manage resistance and guide discussions towards mutually beneficial outcomes.

This module explores how psychological insight can strengthen your ability to influence thinking, behaviour and decision making. You will examine how motivation, trust, communication and group dynamics affect how people respond to ideas and recommendations. In a sales context, these insights help you understand the human factors behind buyer alignment, stakeholder confidence and decision momentum.

This text-based module introduces the behavioural economics principles that shape buyer decisions in sales contexts. You will explore how cognitive bias, anchoring, framing, loss aversion, scarcity, social proof and reciprocity influence the way buyers assess value and risk. By understanding these decision patterns, you will learn how to guide buyer choices ethically, frame options responsibly and support confident decision making without manipulation.