Negotiation Skills and Techniques
- Negotiation Quotient
Are You Leaving Money on the Table?
Without professional negotiation skills, salespeople find themselves discounting and cutting into profits whenever buyers use simple tactics. Negotiation Quotient (NQ) teaches sales professionals the strategies and techniques needed to achieve better outcomes. Recognize and respond to buyer tactics. Preserve price points and margin. Create win-win outcomes and maximize satisfaction for both you and your buyers.
ABOUT THIS COURSE
Browse Lesson Plans
Episode 1: Intro to Tactical and Competitive Negotiating
Episode 2: Scenario: The Limo Case
Episode 3: Negotiation Tactics
Episode 4: Understanding Pressure and Planning
Episode 5: How to Uncover Pressure
Episode 6: Setting Targets and Managing Expectations
Episode 7: Countering Common Tactics
Episode 8: How Tactics Influence Outcomes
Episode 9: Scenario: The Surf Case
Episode 10: Using Persuasion in Negotiation
Episode 11: How to Concede and Maximize Satisfaction
Episode 12: Scenario: The Stud Case
Episode 13: Maintaining Relationships
Episode 1: Intro to Transactional Negotiating
Episode 2: Scenario: The Song Case
Episode 3: Planning Transactional Negotiations
Episode 4: Making Transactional Concessions
Episode 5: Approaches for Negotiation Tactics
Episode 6: Using Transactional Tactics
Episode 7: Applying Transactional Strategies
Episode 8: Scenario: The Food Case
Episode 9: Intro to Win-Win Negotiation
Episode 10: Preparing for Win-Win Negotiation
Episode 11: 3 Phases of an Effective Win-Win
Episode 12: Win-Win Negotiation Strategies
Episode 13: Win-Win Negotiation Tactics
Episode 14: Scenario: The MVP Case
Episode 15: Strengthening Relationships
Key Concepts & Topics:
- Understand pressures on the other side
- Plan for negotiation and set good targets
- Identify and respond to buyer tactics
- Maximize buyer satisfaction
- Win-win strategies to find value for both sides
Who It’s For:
- Account Managers and Account Executives
- Corporate Account Managers
- Sales Managers and Sales Leadership
Negotiation Strategies and Techniques for Sales Situations
A few key moments in a sales negotiation can result in significant profit impact. Learn how to plan for negotiations, navigate complex situations, and provide a high level of satisfaction to your customers and your company. Negotiation Quotient improves revenue and bottom-line profit while maintaining trust and satisfaction among your customers.
HOW IT WORKS
Always virtual. No full-day boot camps.
Negotiation Quotient is delivered through a series of television-style video episodes accompanied by interactive activities and discussion points. Offered in two versions, tactical negotiation fundamentals is presented in Negotiation Quotient 1.0 and win-win negotiation in 2.0. One or both may apply to your specific sales situations.
Negotiation Quotient 1.0
Tactical & Competitive Negotiation
Understand pressure, set targets and expectations, recognize and counter tactics, and concede strategically.
Negotiation Quotient 2.0:
Relationship-Focused Negotiation
Employ advanced strategies and tactics, prepare for complex negotiations, and achieve win-win outcomes.
GET STARTED
For Individuals
Negotiation Quotient 1.0
- 13 episodes of Hollywood-quality content
- 4.5 hours total runtime
- Reference guides
- Case exercises
$249
Negotiation Quotient 2.0
- 12 episodes of Hollywood-quality content
- 4.5 hours total runtime
- Case exercises
- Quizzes
$249
For Teams & Companies
Whether you have a small group or a large enterprise sales team, the Modern Sales Foundations family of courses are designed to provide you a highly-effective training experience that is repeatable and scalable.
