TRAINING
Negotiation: from preparation to outcome
A practical program for executives and B2B teams who need to negotiate with large clients, partners, suppliers, or internally — and want to hold their position while keeping the relationship.
Discuss a projectWhy negotiation needs a dedicated program
Negotiation isn't a set of clever tricks or a way to push the other side into a corner. It's a structured skill: preparation, understanding the other party's interests, managing pressure, listening well, and finding outcomes that work for both sides.
In most B2B contexts, negotiations happen without a system — on intuition, improvisation, and a habit of conceding where it's unnecessary. The result: lost margin, unclosed deals, and the feeling of having been pushed around.
This training addresses a specific gap: participants leave with working tools for preparing, running, and closing negotiations — built on real cases from their own practice.
Who this training is for
Sales team leads
Those who run final negotiations with major clients, set pricing, and manage deal terms.
Key Account Managers
Those who develop long-term relationships with key clients and regularly face discount requests, contract renegotiations, and price pressure.
Commercial directors and partners
Those involved in partnership negotiations, supply contracts, procurement, or internal senior-level agreements.
Founders and entrepreneurs
Those who negotiate with investors, corporate clients, or partners and want to leave with better terms without damaging relationships.
What the program covers
Negotiation preparation
How to analyze the other side's position, define your own interests, and map your acceptable compromise zone before sitting down at the table.
Negotiation process structure
How to run a conversation from opening to close: entering negotiations correctly, managing pace, using pauses, and handling turning points.
Handling pressure and manipulation
How to recognize tactical moves, hold your position without aggression, and offer alternatives that don't look like concessions.
Price and terms negotiation
How to avoid collapsing on the first price objection — anchoring, conditional concessions, and condition-linking instead of direct discounting.
Multi-party negotiations
How to manage conversations when the other side has multiple participants with different interests, and how to work with coalitions.
Locking in agreements
How to close negotiations so that both sides have the same understanding of what was agreed — and that understanding holds after the meeting ends.
What changes after the program
- The team stops conceding where it isn't necessary — finding exits through interests rather than positions.
- Participants feel more confident in high-stakes negotiations and less likely to accept poor terms under pressure.
- A shared language emerges within the team: a common approach to preparing, running, and reviewing negotiations.
- Margin losses on price and terms decrease — without damaging client or partner relationships.
Frequently asked questions
Is this a 'tough negotiation' training?
No. Tough negotiations are a special case that we cover — but most B2B situations require precision, not aggression: knowing your position, hearing the other side, and finding exits that preserve the relationship. That's what the training focuses on.
We already have negotiation training. What's different here?
Most negotiation trainings work from generic scenarios and universal frameworks. This training is built around real situations from the participants — we work on what's actually happening in your practice right now. The focus is also B2B-specific: long deals, multiple stakeholders, and price pressure.
How long is the training?
The base format is 1–2 days in-person. There's also an online version in modules of 3–4 hours. For teams with a specific challenge, a deeper format with individual deal review is available.
Is this suitable for people who are new to sales?
The training works best for those who already have negotiation experience and specific situations to work through. People new to sales are better served starting with foundational communication skills.
Can the program be adapted for our industry?
Yes. Before the training, a short diagnostic covers what negotiations are typical for your team, where you most often lose ground, and which situations are the most challenging. The program is adjusted accordingly.
Is this a one-time event or does it need to be repeated?
One training session provides tools and an initial push. Lasting change in negotiation behavior requires practice — real situation review a few weeks after the training. This is optional but significantly increases the outcome.
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