Negotiation Mastery for Sales Professionals

Course Curriculum

Chapter 1: Course Introduction

Lecture 1: Introduction To The Course

Lecture 2: Making The Most Of This Course

Lecture 3: Introducing the Instructor

Chapter 2: What is a Negotiation?

Lecture 1: Section 2 Introduction

Lecture 2: Definition of Negotiation

Lecture 3: Pain Point #1 – Price Gouging

Lecture 4: Pain Point #2 – Opportunity Cost

Lecture 5: Pain Point #3 – Conversation Blockers

Lecture 6: What Can and Cannot be Negotiated

Lecture 7: Setting Goals for Your Negotiation

Lecture 8: Variables and Price Ranges

Lecture 9: Reaching an Agreement

Lecture 10: What is Principled vs. Positional Negotiation?

Lecture 11: Principled vs. Positional Negotiation Scenario

Lecture 12: Section 2 Summary

Chapter 3: Planning The Negotiation

Lecture 1: Section 3 Introduction

Lecture 2: Why Research Before A Negotiation?

Lecture 3: Conducting Effective Research

Lecture 4: Prioritizing Issues

Lecture 5: Establish the Right Mindset for a Negotiation

Lecture 6: Team Roles Part 1

Lecture 7: Team Roles Part 2

Lecture 8: Team Roles Part 3

Lecture 9: Team Roles Part 4

Lecture 10: Team Roles Part 5

Lecture 11: Section 3 Summary

Chapter 4: Communication Strategies of Master Negotiators

Lecture 1: Section 4 Introduction

Lecture 2: Framing Your Initial Proposal

Lecture 3: Negotiation Tactics Part 1

Lecture 4: Negotiation Tactics Part 2

Lecture 5: Negotiation Tactics Part 3

Lecture 6: Types of Buyers Part 1

Lecture 7: Types of Buyers Part 2

Lecture 8: Types of Buyers Part 3

Lecture 9: Types of Buyers Part 4

Lecture 10: Small-talk – When and How to Use It

Lecture 11: Master Communication Strategies Part 1

Lecture 12: Master Communication Strategies Part 2

Lecture 13: Master Communication Strategies Part 3

Lecture 14: Master Communication Strategies Part 4

Lecture 15: Master Communication Strategies Part 5

Lecture 16: Interpreting Body Language

Lecture 17: Responding to Buyers

Lecture 18: Section 4 Summary

Chapter 5: Contracts, Future Deals & Concluding Thoughts

Lecture 1: Section 5 Introduction

Lecture 2: Crafting a Contract

Lecture 3: What is a Contingent Contract?

Lecture 4: The Importance of Maintaining Relationships

Lecture 5: How to Set up Renewals, Cross-Sells and Up-Sells

Lecture 6: Learning From Negotiation Success

Lecture 7: Concluding Thoughts