Course Description
In many sales scenarios, there is often some aspect of negotiation involved in the sales process. This course provides you with the knowledge you need to become an effective and successful sales negotiator. You’ll learn to determine your best and final offer, and how your best alternative to a negotiated agreement can help in the negotiation process. We’ll discuss the basics of negotiations, such as how and where negotiating can surface in the sales process. These lessons also provide instruction on how to choose the ideal rationale, understanding terms like constraint and disparagement rationale, and how to conduct mutually beneficial negotiations. In this course, you will learn the most important concepts about negotiations, and discover the differences between negotiating and compromising. You’ll also learn how the offer and counteroffer process works, and the right mindset to be successful while learning ways to prevent deals from failing. Finally, you’ll learn about how deals fail, what to do to avoid them from failing, and what to do if a deal fails.
What You'll Learn
- Distinguish between negotiating and compromising in the sales process
- Determine your best and final offer and your best alternative to a negotiated agreement
- Choose the right rationale, including constraint and disparagement rationale
- Apply the offer and counteroffer process during negotiations
- Develop a negotiation mindset for conducting mutually beneficial negotiations
- Identify how deals fail, how to prevent failure, and what to do if a deal fails
Key Takeaways
- Many sales scenarios involve some aspect of negotiation within the sales process.
- Knowing your best and final offer and your best alternative to a negotiated agreement supports the negotiation process.
- Negotiating and compromising are not the same, and effective negotiations are mutually beneficial.
- Choosing the ideal rationale, such as constraint and disparagement rationale, is part of negotiating well.
- Understanding how deals fail helps you prevent failure and respond when a deal does fail.
Frequently Asked Questions
What does this course cover?
It covers the basics of negotiations, including how and where negotiating surfaces in the sales process, determining your best and final offer, your best alternative to a negotiated agreement, choosing the right rationale, the offer and counteroffer process, developing a negotiation mindset, and how deals fail and what to do about it.
Who is this course for?
It is for people who want to become an effective and successful sales negotiator, since many sales scenarios involve some aspect of negotiation.
What is the difference between negotiating and compromising covered here?
The course teaches the differences between negotiating and compromising, listed as one of its learning objectives, with a dedicated lesson titled Negotiating, Not Compromising.
What lessons are included?
The lessons are Negotiating, Not Compromising; Offering and Counteroffering; Choosing the Right Rationale; How Deals Fail and What to Do; Dealing with Uncertainty; and Test Your Knowledge.
Does this course address deals that fail?
Yes. It covers how deals fail, what to do to avoid them from failing, and what to do if a deal fails.
