Problem and solution
Navigating negotiations can be challenging, especially when customers or buyers try to push the price or use advanced negotiation tricks. For many salespeople and managers, this leads to stress, lower margins, and lost business.
Our Negotiation Techniques Training gives you the tools to plan and execute professional negotiations that create win-win situations for both parties. You will learn to defend your prices, handle tough negotiation tricks, and secure agreements that are beneficial to both you and the client.
Take control of the negotiating table and build stronger, more profitable relationships.
"Become a master of negotiation with our Negotiation Techniques Training"
Negotiation skills training
Negotiation techniques
Negotiation Techniques Training is a practical e-training that teaches you how to negotiate successfully in complex situations. The training covers everything from strategic planning to how to handle pressure situations and build credibility in negotiations.
For whom?
The training is perfect for salespeople, managers and consulting leaders who frequently participate in negotiations and want to improve their ability to create profitable and sustainable agreements.
About the training in negotiation techniques
Training content
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How to think win-win and avoid “win/lose”
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Knowledge evaluation, goals and expectations
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When and how the customer negotiates in the purchasing process
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To broaden the contact surface and find the right decision-makers
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Asking the right questions to explore the negotiation space
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How to plan your negotiation in several steps: solution, technology, finance and conditions
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How to set the negotiation space before the negotiation begins and find the green zone
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How to conduct a professional negotiation in 5 steps
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How to give and take fairly – create a give and take list and define what is non-negotiable
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How to create a situation for closure: roles, resources, and participants
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How to defend your price and build credibility with customer stories and ROI
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How buyers negotiate – 7 negotiation strategies:
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Good guy/bad guy
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Ghost negotiation
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Danish negotiation
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Low balling
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The honest one
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Psychological attacks
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How to handle customer negotiation tricks and avoid losing control:
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Time out
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Internal anchoring
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Clarify the negotiation status: what is to be negotiated and what is clear
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Documentation during the negotiation
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How to build your mental strength to recover from a setback
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Information to get your negotiations started
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Additional material: films and role-playing games
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Salami negotiation
The e-training The Art of Negotiation takes approximately 4–8 hours with all tasks and ends with a diploma and course certificate.
Customer quote
" The training gave me the confidence and structure I needed to navigate tough negotiations and create better business deals. " – Johan L., Sales Manager
" I have learned to handle pressure situations and defend my prices in a professional manner. " – Anna K., Key Account Manager
The value of training in negotiation techniques
With our Negotiation Techniques Training, you will master the art of negotiation. You will learn to handle difficult situations with confidence, build credibility, and create agreements that benefit both parties.
Who delivers?
The training is led by Jens Edgren , CEO of Sales Makeover and a recognized expert in solution sales, business development and strategic sales . During his career, Jens has helped hundreds of consultants, salespeople and leaders develop their sales skills and create sustainable business relationships.
With over 35 years of experience in B2B sales, Jens has trained companies globally on how to optimize their sales processes, improve their deal qualification and effectively implement sales methodologies such as MEDDICC – a sales methodology that helps salespeople close more deals, faster. Jens is also the author of the popular book “ MEDDICC – Sell More, Faster ”, which provides in-depth insight into how to use the MEDDICC framework to qualify and win deals in competitive markets.
Read more about the book here .
In addition to his work at Sales Makeover, Jens is a frequently hired speaker and coach, where he shares insights on how companies can strengthen their sales strategies in a digital world.
Want to know more about Jens and his professional background? Visit his LinkedIn profile for more information about his experiences, recommendations, and publications.