Negotiating Sprint Series

What You'll Learn:

• How to use a deep understanding of leverage and power dynamics in complex negotiations
• Advanced techniques for navigating negotiations that involve procurement or multiple decision-makers
• Strategies for handling tactics like "good cop/bad cop" and other manipulative negotiating approaches
• Best practices for knowing when to walk away and using disqualification as a negotiating tool

 

Negotiation is an ongoing process throughout complex sales cycles, not just a final-stage event. This negotiating series builds on foundational concepts with advanced techniques for handling tough situations—multi-party negotiations, committee decisions, procurement involvement, and competitive bidding scenarios. You'll learn how to maintain control and protect value even in the most challenging negotiating environments.