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17 students
7 Skills of the Elite Negotiator
Real-World Tactics for High-Stakes Technology Negotiations
Created byMohammed Faridy
Last updated 5/2026
English
What you'll learn
- Wearing Different Hats
- Getting to the back table in a 2-table negotiation
- Mastering the waiting game
- Knowing when to lead and when to follow
- Controlling your emotions...and theirs
- Understanding the breaking point
- Dealing with Post-Merger Suppliers
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Course content
10 sections • 10 lectures • 55m total length
Requirements
- Some professional negotiation exposure — you've sat across the table in at least a few business negotiations, even informally
- A role with negotiation touchpoints, such as: Technology procurement (software, SaaS, hardware, cloud services)
- Basic business communication skills — comfortable in professional meetings and written correspondence
- No formal negotiation training required — this course provides the framework
Description
What separates a good negotiator from a truly elite one?
It's not a certification. It's not a law degree. And it's definitely not knowing when to slam your fist on the table — although that can help.
It's street smarts. Hard-won, real-world experience that no textbook can teach and no classroom can replicate.
In this course, Mohammed — a procurement strategist and contract negotiation expert with over two decades of experience at the table with Oracle, IBM, Microsoft, and some of the world's most aggressive enterprise suppliers — shares the 7 skills that consistently separate elite negotiators from everyone else in the room.
These aren't theoretical frameworks. They're battle-tested techniques drawn from hundreds of real negotiations, a Harvard program on negotiation, and a career that started on an airport tarmac and ended up advising organizations on deals worth tens of millions of dollars.
What you'll learn:
How to identify and manage the 6 roles every negotiator must play
How to get to the decision makers hiding at the other side's back table
How to use patience as a strategic weapon against deadline pressure
When to lead, when to follow, and how to coordinate both at the table
How to control your emotions — and strategically influence theirs
How to find the real breaking point in any deal, on both sides
How to protect your organization when suppliers show up after a merger
This course is for you if:
You work in technology procurement or vendor management
You negotiate software, SaaS, or technology service contracts
You're a technology leader who regularly faces suppliers across the table
You've had formal negotiation training but know there's a gap between theory and the real world
This course is not for you if:
You're looking for consumer negotiation tactics
You have no professional business experience
Whether you're trying to claw back budget on a software renewal, navigate a post-merger supplier scramble, or simply hold your ground when a supplier says their terms are "non-negotiable" — this course will give you the tools, the mindset, and the confidence to get a better deal.
Every term in a contract is negotiable. Let's get to work.
Who this course is for:
- Professionals involved in technology purchasing, vendor negotiations, or procurement who want a proven, structured approach to getting better outcomes at the table.