B2B Sales: Negotiation Preparation And Strategy
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 val
Skills you'll learn
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