Negotiation is a key skill for any sales professional.  In this course we walk you through the fundamentals of negotiation including:

  • The key principles of negotiation
  • How creating options provides flexibility
  • The importance of knowing your numbers
  • Techniques to protect your price
  • Maintaining momentum 
  • Understanding concessions
  • Striving for win-win
  • and a great deal more.


On completion of this course you will be able to confidently negotiate more effectively and achieve a higher value for your product or service.


Course Curriculum

  • 1

    Introduction

    • Course overview

    • Negotiation basics introduction
  • 2

    Course chapters

    • Buyer perspective

    • Striving for win-win

    • Options = Flexibility

    • Know your 'asks'

    • Maintaining momentum

    • Understanding concessions

    • Keeping it positive

    • Price protection techniques

    • Give more get more

    • Closing
  • 3

    Quiz

    • Negotiation quiz

About the instructor

Founder of Sales University

Ferdinand Roberts

Ferdinand Roberts is a sales veteran who has spent the majority of his career working in Europe and the US, initially as a senior executive for companies such as Yahoo! and Cisco, and for the last decade building (and selling) a number of his own ventures. Roberts' experience closing in excess of $100 Million over the course of his career is brought to bear in his courses. He offers a no-nonsense, practical style of teaching that is immediately applicable in the sales arena. Roberts lives between Europe and the US and has worked with and advised companies on their customer interaction and sales strategies across the globe. 

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