Negotiation as method, not personality, explore, propose, bargain, close, with your back against the wall practised in the room rather than in the account.
Negotiation is where margin is won or lost, yet most commercial teams prepare for it in the taxi. Concessions get made to relieve discomfort rather than to buy something, and energy is spent on victories that change nothing.
2 sessions × 3 hours, or 2 days face-to-face · Simulation-based · RO / EN
Opening with a negotiation-for-survival case study: is negotiation about power, or about trust? Finding common understanding and ways past barriers. Knowing the right time to negotiate, and how healthy it is to spend energy on pointless victories.
Negotiation versus the sales process. What should I do before a negotiation? Group work on preparation.
Explore → Propose → Bargain → Close. Buyer needs at each stage.
Case studies under pressure: professional buyer tactics, deadlock, and the concession you should not make.
Simulations on the team's own live negotiations, with observation and feedback.
Know your variables, your limits and your trades before you sit down.
Move the other side without spending the relationship to do it.
Find the trade that costs you little and is worth a lot to them.
Hold the line with your back against the wall, having practised it first.
Separate the person from the problem, so the deal survives the pressure.
A High Performance Learning Journey that moves a sales team from transactional to consultative, diagnose before you prescribe, and build the customer's business case with them.
The same rigorous method, plus a behavioural read of the person in front of you, so the approach adapts in real time to how that buyer actually buys.
A participant-centred development journey for a whole sales organization: define the picture of success, measure the real gap with an assessment centre, then build only what is missing.