The Painless Negotiation

Confidently negotiate great B2B business deals in the right way to deliver positive outcomes for you and your customer.

What you’ll learn
Identify and avoid the four common negotiating mistakes.
Develop and target a Great Deal that is the right deal for both you and the customer.
Identify and analyze the customer Alternative you are negotiating against.
Determine which side has the power, who really needs the deal, and whether you can win the business.
Develop a Negotiation Plan that Anchors on the “right negotiation.”
Negotiate the “right way” to effectively manage customer negotiation tactics and keep the value in the deal for your company.
Requirements
Students should be familiar with the basic fundamentals of B2B sales such as how to plan a sales call, sales process, etc.
Description
The Painless Negotiation is an interactive course that addresses one of the critical pressure points in closing any B2B Deal – and that is the “Negotiation.” Throughout the course you will be applying new concepts to YOUR real Negotiation. Too often we view the Negotiation as a single event that occurs when we are “across the table” from the Customer (perhaps Procurement), when in reality we should have been Negotiating throughout the entire sales campaign. To make matters worse, we are typically not prepared to negotiate and this “event” is happening late in the sales cycle in a “crisis mode.” These are two things that Procurement Professionals are counting on and will exploit to their advantage. This often results in long drawn out negotiations that are painful at best, but usually result in bad Deals and/or slipped Deals.In this course, you will learn how to:Identify the four Common Negotiation Mistakes (and how to avoid them)Ensure you are aiming at a Great Deal for yourself and the Customer (after all, who wants an average Deal?)Manage the always challenging Internal Negotiation within your Company (it’s often the toughest part)Determine which side really has the Power in any Negotiation (so you don’t give too much away)Set up the “”Right Negotiation” (it’s always easier to negotiate when you’re negotiating the right things)Negotiate the “Right Way” (increases the odds of closing a Great Deal and solidifies the long-term relationship)Develop a Negotiation Plan and manage Customer Negotiation Tactics (you know they’re coming, so why not be ready for them?)As you learn and apply these concepts your understanding of how to better sell and position deals will also increase. And closing more deals, closing them faster and making them better deals is what makes the most successful salespeople!

Overview

Section 1: Introduction

Lecture 1 Introduction and Hello!

Lecture 2

Your Course Workbook
Lecture 3 Activity: Choose Your Live Sales Negotiation
Lecture 4 Four Common Negotiation Mistakes
Lecture 5 The Three Key Concepts of B2B Negotiations
Section 2: Are We Aiming at the Right Deal?
Lecture 6 What Do We Sell?
Lecture 7 Customer Outcomes
Lecture 8 Connecting the Dots: Turning Outcomes Into Deals
Lecture 9 Activity: Pursuing Your “Right Deal”
Section 3: Aiming for a Great Deal
Lecture 10 What is a Great Deal?
Lecture 11 Activity: Constructing Your Great Deal
Lecture 12 The Internal Negotiation
Lecture 13 Activity: Insights from Your Great Deal
Section 4: Who Has the Power?
Lecture 14 What Are We Negotiating Against?
Lecture 15 The Impacts of No Deal
Lecture 16 Activity: Determining Each Side’s Alternative
Lecture 17 Analyzing Each Side’s Alternative
Lecture 18 Activity: Who Has the Power in Your Negotiation?
Section 5: Having the Right Negotiation
Lecture 19 What Are Negotiation Anchors?
Lecture 20 Managing Customer Anchors
Lecture 21 Using Anchors To Our Advantage
Lecture 22 Activity: Having Your Right Negotiation
Section 6: Negotiating the Right Way
Lecture 23 Four Simple Rules for Negotiations
Lecture 24 Negotiation Tactics and How to Manage Them
Lecture 25 Activity: Your Negotiation Plan
Lecture 26 The One Objection We Should Always Expect
Section 7: Conclusion
Lecture 27 Thanks for taking this course!
My target students are interested in advancing their sales and professional careers by learning to become competent negotiators – particularly when negotiating with customer’s purchasing or procurement departments.