Power Negotiations
COURSE OVERVIEW
In B2B sales, negotiation is a critical business skill. Sales managers regularly negotiate with clients, vendors, internal stakeholders, and business partners on pricing, contracts, service commitments, budgets, timelines, and solutions.
For B2B Sales Managers, effective negotiation goes beyond simply securing the best price. It requires the ability to understand the other party's interests, create and protect value, influence decision-making, manage difficult tactics, and reach agreements that support both customer relationships and business objectives.
Power Negotiations is a two-day, highly interactive program designed to strengthen the negotiation capabilities of B2B Sales Managers. Participants will learn practical techniques for preparing negotiations, understanding different negotiation styles, responding to hardball tactics, defending their position, creating mutually beneficial outcomes, and knowing when to continue negotiating or walk away.
Through realistic B2B scenarios, role plays, and negotiation simulations, participants will practice handling situations involving pricing, contracts, service requirements, concessions, customer demands, vendor negotiations, and internal stakeholders.
Duration: 2 days / 16 hours
Delivery Method: Classroom-based, Virtual Instructor Led Training
LEARNING OBJECTIVES
At the end of the program, participants will be able to:
· Develop a confident and strategic negotiation mindset when dealing with clients, vendors, and internal stakeholders.
· Prepare effectively for negotiations by identifying objectives, priorities, alternatives, risks, and desired outcomes.
· Identify different negotiation styles and adapt their approach to create trust and improve negotiation effectiveness.
· Understand the interests, motivations, and priorities of the other party to uncover opportunities for mutually beneficial agreements.
· Apply practical negotiation techniques to protect business value while maintaining strong customer relationships.
· Strengthen their ability to influence and persuade during high-stakes B2B negotiations.
· Handle price pressure, demands, concessions, and difficult customer positions with greater confidence.
· Recognize and respond effectively to hardball negotiation tactics without losing control of the negotiation.
· Use questioning, active listening, and strategic communication to gain valuable information during negotiations.
· Determine when to make concessions, when to hold their position, and when to walk away from an unfavorable negotiation.
· Develop win-win negotiation strategies that balance customer expectations with organizational objectives.
· Create a practical negotiation action plan to improve outcomes in future client and business negotiations.
TARGET PARTICIPANTS
This program is designed for:
· Globe Telecom B2B Sales Managers
· B2B Sales Executives
· Key Account Managers
· Strategic Account Managers
· Enterprise Account Managers
· Business Development Managers
· Sales Leaders and Supervisors
· Relationship Managers
· Professionals involved in client, vendor, contract, or commercial negotiations
COURSE OUTLINE
DAY 1 – NEGOTIATION MINDSET, PREPARATION & STRATEGY
· Module 1: The Power of Negotiation in B2B Sales
o The role of negotiation in B2B sales
o Negotiation vs. selling
o When negotiation begins
o Common negotiation mistakes
o The cost of poor negotiation
o Negotiating for value—not simply price
o Developing a confident negotiation mindset
o Managing nervousness and negotiation pressure
§ Activity: Negotiation Confidence Self-Assessment
· Module 2: Understanding Your Negotiation Style
o Personal negotiation styles
o Strengths and limitations of different styles
o Competitive vs. collaborative approaches
o Identifying the other party's negotiation style
o Adapting your approach to different personalities
o Building trust without giving away leverage
o The impact of communication style on negotiation outcomes
§ Activity: Negotiation Style Assessment & Partner Exercise
· Module 3: Preparing for a Successful Negotiation
o The importance of preparation
o Defining negotiation objectives
o Must-have vs. nice-to-have outcomes
o Identifying priorities and trade-offs
o Understanding your BATNA and alternatives
o Establishing your walk-away point
o Identifying the other party's possible objectives
o Assessing leverage and sources of power
o Preparing negotiation questions
o Creating a negotiation strategy
§ Activity: Negotiation Preparation Worksheet
· Module 4: Understanding Interests, Needs & Motivations
o Positions vs. interests
o Identifying what the other party really wants
o Understanding customer and vendor motivations
o Asking strategic questions
o Active listening during negotiations
o Identifying hidden needs and priorities
o Finding areas of common interest
o Creating value before dividing value
§ Activity: Interest & Motivation Mapping
· Module 5: Building Value and Negotiating Without Discounting
o Price vs. value
o Communicating business value
o Defending your offering
o Avoiding unnecessary concessions
o Trading instead of giving
o Creating value-added alternatives
o Using conditional concessions
o Protecting margins and profitability
o Negotiating contracts and commercial terms
§ Activity: Value Defense & Concession Exercise
· Module 6: Communication and Influence in Negotiation
o Using persuasive communication
o Asking powerful negotiation questions
o Listening for information and leverage
o Using silence effectively
o Managing emotions
o Maintaining composure under pressure
o Framing and reframing proposals
o Building credibility and trust
o Influencing without becoming confrontational
§ Activity: Negotiation Communication Role Play
DAY 2 – HARD-BALL TACTICS, COMPLEX NEGOTIATIONS & CLOSING
· Module 7: Handling Hardball Negotiation Tactics
o Recognizing common hardball tactics
o The aggressive buyer
o The "take it or leave it" approach
o Artificial deadlines
o Last-minute demands
o Good cop/bad cop
o Anchoring and extreme offers
o Threats and pressure tactics
o Competitive bidding pressure
o Silence and intimidation
o Responding without becoming defensive
§ Activity: Hardball Tactics Simulation
· Module 8: Managing Price, Contract & Commercial Negotiations
o Negotiating price with confidence
o Responding to discount demands
o Handling "Your competitor is cheaper"
o Negotiating contract terms
o Service-level expectations
o Payment and commercial terms
o Scope and deliverables
o Timelines and commitments
o Managing multiple negotiation variables
o Trading concessions strategically
§ Activity: B2B Commercial Negotiation Simulation
· Module 9: Negotiating with Different Stakeholders
o Negotiating with customers
o Negotiating with vendors and partners
o Negotiating with procurement teams
o Negotiating with senior decision-makers
o Negotiating internally with colleagues and management
o Managing conflicting stakeholder interests
o Adjusting strategies based on stakeholder influence
o Building alignment across multiple parties
§ Activity: Multi-Stakeholder Negotiation Role Play
· Module 10: Creating Win-Win Outcomes
o What win-win really means
o Balancing business and customer interests
o Identifying mutual gains
o Expanding the negotiation pie
o Developing creative options
o Creating mutually beneficial trade-offs
o Protecting the relationship while protecting value
o Building long-term partnerships through negotiation
§ Activity: Win-Win Negotiation Challenge
· Module 11: Knowing When to Stay, Escalate or Walk Away
o Recognizing a good vs. bad deal
o Understanding your limits
o Identifying unacceptable terms
o Evaluating risks and opportunities
o Knowing when to escalate
o Protecting the organization from unfavorable commitments
o When walking away is the right decision
o Maintaining professionalism when negotiations fail
o Preserving the relationship for future opportunities
§ Activity: Stay-or-Walk-Away Case Analysis
· Module 12: Closing the Negotiation & Securing Commitment
o Recognizing agreement signals
o Summarizing negotiated terms
o Confirming commitments
o Documenting agreements
o Preventing last-minute changes
o Creating clear next steps
o Maintaining accountability after the negotiation
o Turning negotiated agreements into long-term relationships
§ Activity: Negotiation Closing Practice
CAPSTONE ACTIVITY: B2B POWER NEGOTIATION SIMULATION
Participants will participate in a realistic end-to-end B2B negotiation involving:
· Preparation → Stakeholder Analysis → Opening → Information Gathering → Positioning → Value Creation → Bargaining → Objection/Hardball Handling → Concessions → Agreement → Closing
The simulation may involve scenarios such as:
· Negotiating pricing with a major corporate client
· Responding to competitor pricing
· Negotiating contract terms
· Managing customer demands for additional services
· Negotiating service commitments and timelines
· Handling procurement pressure
· Negotiating with multiple decision-makers
Participants will be evaluated based on:
· Preparation and clarity of objectives
· Negotiation strategy
· Understanding of interests and motivations
· Questioning and active listening
· Communication and influence
· Value protection
· Concession management
· Handling of hardball tactics
· Emotional control and professionalism
· Creativity in creating mutually beneficial solutions
· Decision-making
· Quality of final agreement
EXPECTED OUTCOMES
After completing the program, participants will be better equipped to approach negotiations with confidence, prepare strategically, protect business value, manage difficult tactics, influence stakeholders, make effective concessions, and secure stronger commercial outcomes.
The program ultimately aims to help B2B Sales Managers become more confident, disciplined, and strategic negotiators who can achieve business objectives while strengthening long-term customer and stakeholder relationships.
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