B2B Sales: Negotiation Preparation And Strategy

О курсе

This course introduces the foundations of structured sales negotiation and prepares learners to approach deal conversations with greater clarity, confidence and control. Learners explore the core stages, styles and variables that shape negotiation outcomes, with a focus on preparation, alternatives and relationship-led decision-making. The course then strengthens negotiation planning through a focused text-based module on BATNA, walk-away points and preparation. Learners examine how to define target outcomes, identify fallback options, assess trade-offs and prepare for conversations where value, risk and customer priorities must be balanced. As the course progresses, learners explore the psychology behind negotiation behaviour, including power dynamics, bias, emotional control and ethical judgement. They then apply collaborative negotiation strategies to sales conversations where trust, customer value and mutually beneficial outcomes matter. By the end of the course, learners will be able to prepare more effectively for sales negotiations, assess alternatives with confidence and use structured negotiation principles to support stronger customer agreements.

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