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The Painless Negotiation
Rating: 4.5 out of 5(6,231 ratings)
13,536 students

The Painless Negotiation

Confidently negotiate great B2B business deals in the right way to deliver positive outcomes for you and your customer.
Created bySteve Thompson
Last updated 10/2020
English
Arabic [Auto],English

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.

Course content

7 sections • 27 lectures • 1h 42m total length

  • Introduction and Hello!3:07

    Discover a painless approach to B2B negotiations as Steve Thompson debunks myths of confrontation and shows how power balances in real deals; download your course workbook to apply these strategies.

  • [DOWNLOAD] Your Course Workbook0:26
  • Activity: Choose Your Live Sales Negotiation1:12

    Choose a live sales negotiation to apply key concepts, analyze a recent deal, and invite your team to discuss together in your workbook before the next lecture on negotiation mistakes.

  • Four Common Negotiation Mistakes4:50

    Avoid four common b2b negotiation mistakes: internal misalignment, granting the customer too much power, treating negotiations as isolated events, and price-focused tactics; align internally and use three key questions.

  • The Three Key Concepts of B2B Negotiations5:18

    Master three core concepts of B2B negotiations—a great deal, each side's most likely alternative, and anchoring—to improve your negotiation outcomes and maximize value.

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!

Who this course is for:

  • 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.

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