Negotiation Mastery for Sales Professionals
5.0 (3 ratings)
Instead of using a simple lifetime average, Udemy calculates a course's star rating by considering a number of different factors such as the number of ratings, the age of ratings, and the likelihood of fraudulent ratings.
21 students enrolled
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Negotiation Mastery for Sales Professionals

The Secrets of Selling from the Silicon Valley
5.0 (3 ratings)
Instead of using a simple lifetime average, Udemy calculates a course's star rating by considering a number of different factors such as the number of ratings, the age of ratings, and the likelihood of fraudulent ratings.
21 students enrolled
Created by Sundar Nathan
Last updated 8/2017
English
Curiosity Sale
Current price: $10 Original price: $95 Discount: 89% off
30-Day Money-Back Guarantee
Includes:
  • 2 hours on-demand video
  • Full lifetime access
  • Access on mobile and TV
  • Certificate of Completion
What Will I Learn?
  • At the end of the course, students will be able to negotiate better deals, contracts and agreements in today's challenging selling environment.
View Curriculum
Requirements
  • You must have an interest in sales and negotiations.
Description

This course will teach you the negotiation skills needed to be successful in a professional sales setting, such as planning, communicating, and closing. With over 25 years of sales experience in the Silicon Valley and over $100 million negotiated in contracts, Sundar Nathan offers his insights and shares his learnings to help you become an exceptional negotiator.

Who is the target audience?
  • The target student for this course is a sales professional in business to business sales
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Curriculum For This Course
51 Lectures
01:53:38
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What is a Negotiation?
12 Lectures 21:20

Definition of Negotiation
03:30

Pain Point #1 - Price Gouging
01:16

Pain Point #2 - Opportunity Cost
00:52

Pain Point #3 - Conversation Blockers
00:40

What Can and Cannot be Negotiated
01:46

Setting Goals for Your Negotiation
01:54

Variables and Price Ranges
03:58

Reaching an Agreement
02:16

What is Principled vs. Positional Negotiation?
02:01

Principled vs. Positional Negotiation Scenario
02:18

Section 2 Summary
00:24

Quiz for 'What is a Negotiation' Section
5 questions
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Planning The Negotiation
11 Lectures 17:35
Section 3 Introduction
00:25

Why Research Before A Negotiation?
04:22

Conducting Effective Research
01:36

Prioritizing Issues
02:26

Establish the Right Mindset for a Negotiation
01:50

Team Roles Part 1
01:34

Team Roles Part 2
01:33

Team Roles Part 3
01:33

Team Roles Part 4
01:22

Team Roles Part 5
00:31

Section 3 Summary
00:23

Quiz for 'Planning the Negotiation' Section
5 questions
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Communication Strategies of Master Negotiators
18 Lectures 49:19
Section 4 Introduction
00:39

Framing Your Initial Proposal
04:06

Negotiation Tactics Part 1
03:30

Negotiation Tactics Part 2
02:42

Negotiation Tactics Part 3
01:06

Types of Buyers Part 1
04:51

Types of Buyers Part 2
00:56

Types of Buyers Part 3
09:32

Types of Buyers Part 4
00:41

Small-talk - When and How to Use It
01:41

Master Communication Strategies Part 1
01:08

Master Communication Strategies Part 2
01:19

Master Communication Strategies Part 3
01:06

Master Communication Strategies Part 4
01:52

Master Communication Strategies Part 5
01:15

Interpreting Body Language
05:56

Responding to Buyers
06:22

Section 4 Summary
00:37

Quiz for 'Communication Strategies of Master Negotiators' Section
5 questions
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Contracts, Future Deals & Concluding Thoughts
7 Lectures 20:27
Section 5 Introduction
00:33

Crafting a Contract
04:05

What is a Contingent Contract?
04:38

The Importance of Maintaining Relationships
02:22

How to Set up Renewals, Cross-Sells and Up-Sells
02:35

Learning From Negotiation Success
03:24

Concluding Thoughts
02:50

Quiz for 'Contracts and Future Deals' Section
5 questions
About the Instructor
Sundar Nathan
5.0 Average rating
3 Reviews
21 Students
1 Course
Director of Product and Solutions Marketing at Couchbase

Sundar Nathan has enabled more than 50,000 sales professionals at high-tech companies like SAP, Microsoft, Oracle, VMware, BMC Software, Zuora, MobileIron and NetApp. He has over 25 years of experience in managing marketing and sales teams with fast-growth startups and industry behemoths in Silicon Valley, and has negotiated more than $100M in sales contracts.