The Painless Negotiation

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

Created by: Steve Thompson
Negotiating Great B2B Deals

What Will I 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.

Target audience

• 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.