Sales
Sales Negotiation Workshop
A two-day intensive for sales professionals, customer success managers, and consultative sellers who close deals where the negotiation itself is where margin lives or dies. Preparation, value framing, multi-issue trade-offs, concession discipline, procurement tactics, and the post-agreement implementation handoff — drawn from the Harvard Program on Negotiation, RAIN Group, and the consultative-selling canon.
- Format
- Live virtual, in-person, or private on-site
- Duration
- 2 days
- Level
- Practitioner
- From
- $1495.00
About this course
Course overview
The skill that separates closers from order-takers.
Most sales training stops at qualification and discovery. This workshop picks up where that ends — at the deal table, where margin actually gets won or lost. It's not a methodology rebrand (we don't compete with Sandler / SPIN / Challenger / MEDDIC), it's the specialty layer on top: what to do when procurement enters the conversation, when the buyer flinches at price, when a competing vendor undercuts, when legal red-lines the MSA, and when the deadline pressure spikes.
Two days of preparation drills, value-framing exercises, multi-issue trade matrices, procurement counter-tactics, and two intensive role-play rounds with peer + instructor coaching. Day 2 ends with a high-pressure simulation that includes a procurement-engagement curveball, because the cleanest deal-room negotiation often dies the moment legal and procurement step in.
Learning outcomes
What you'll learn
Every module is tied to an outcome you can bring back to your team the next day.
- Build a complete pre-negotiation prep doc — interests, BATNA, ZOPA, walk-aways, anchor points, and the trade matrix — for any deal in your pipeline
- Map the buying committee — economic buyer, user buyer, technical buyer, coach, blocker — and design a multi-thread strategy that doesn't depend on one champion
- Frame value in the buyer's language — quantified business outcomes, risk mitigation, time-to-value — instead of feature lists and seller-speak
- Negotiate multi-issue deals using bundled trade-offs (price ↔ terms ↔ scope ↔ timeline) rather than line-item concessions that erode margin
- Run concession discipline — never concede without trade, signaling your concession curve, and the math behind decremental concession patterns
- Engage procurement and legal counterparts effectively — recognizing common procurement playbooks and responding without losing the deal
- Recognize and counter common buyer tactics (the flinch, higher authority, deadline, nibble, take-it-or-leave-it) without escalating into a stalemate
- Handle the post-agreement implementation handoff so negotiated terms translate into a successful client relationship and a clean renewal next cycle
Audience
Who it's for
- Sales reps, AEs, and senior account executives carrying number quotas
- Customer success managers, account managers, and renewal specialists negotiating expansions and re-prices
- Sales engineers, SCs, and technical sellers participating in the close motion
- Sales leaders and managers coaching their reps through difficult deals
- Founders, consultants, and service-business owners who close their own deals and want to stop discounting reflexively
Course structure
Syllabus
A structured path from core concepts to applied practice.
Day 1 — Preparation, Value Framing, and the First Negotiation Round
- Distributive vs integrative negotiation; interests vs positions; BATNA, ZOPA, reservation values, walk-aways
- Pre-negotiation prep doc — interests, BATNA, anchor analysis, trade matrix
- Buying-committee mapping: economic, user, technical, coach, blocker — and multi-thread strategy
- Value framing in buyer language: outcomes, risk reduction, opportunity cost, ROI / TCO articulation
- Anchor strategy + multi-issue trade matrix; first negotiation role-play with peer feedback
Day 2 — Hard Tactics, Procurement, Closing, and Implementation
- Concession discipline: never-concede-without-trade, the concession curve, decremental patterns, conditional offers
- Buyer tactics + counter-tactics: flinch, higher authority, deadline, nibble, take-it-or-leave-it
- Procurement playbooks (multi-vendor squeeze, competitive bid, MSA red-lines) and how to respond
- Closing mechanics: alignment summaries, decision documents, signed-and-countersigned handoff
- Implementation handoff to CSM + renewal setup; high-pressure round-2 negotiation simulation
Public cohorts
Upcoming sessions
Secure your seat in a live, instructor-led cohort. Private team deliveries available on request.
No public cohorts on the calendar yet.
We run this course as a private team cohort on demand, or you can be the first to know when the next public date drops.
Frequently asked questions
Still have questions?
How is this different from Consultative Selling Foundations?
Does this conflict with our internal sales methodology (Sandler / SPIN / Challenger / MEDDIC)?
Is there role-play?
Will this work for renewal / expansion negotiations, not just new business?
Can this be delivered as a private cohort?
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Bring this training to your team
We deliver private cohorts in-person and online, tailored to your operating context.