Course curriculum

    1. Segment 00: Welcome to the Course: Course Overview

    2. Segment 01: Introduction to the Course

    3. Segment 02: Meet the Experts

    4. Segment 03: The Art and Science of Deal Making

    5. Segment 04: Reading: Helpful Tips for Course Completion

    1. Segment 06: Negotiation Principles and BATNA

    2. Segment 07: Concession Strategy and Trade-Offs

    3. Segment 08: Win-Win Strategies and Value Creation

    4. Segment 09: Creative Option Generation

    5. Segment 10: Downloadable Resource: Negotiation Planning Template

    6. Segment 11: Hands-On-Learning: Draft a Negotiation Planner

    7. Segment 12: Practice Quiz: Negotiation Strategy and Value Creation

    8. Segment 13: FAQ: Negotiating with Procurement - Strategies for Tough Buyers

    1. Segment 14: Buying Signals and Closing Techniques

    2. Segment 15: Creating Ethical Urgency

    3. Segment 16: Smooth Success Transitions

    4. Segment 17: Maintaining Momentum and Building Advocacy

    5. Segment 18: Reading: Closing and Post-Close Playbook

    6. Segment 19: Downloadable Resource: Handoff Checklist Template

    7. Segment 20: Hands-On-Learning: Execute a Close and Transition Plan

    8. Segment 21: Practice Quiz: Closing Execution and Post-Close Management

    9. Segment 22: Reading: Summary and Highlights: Negotiation Mastery

    10. Segment 23: Quiz: Closing Execution and Post-Close Management

    1. Segment 24: Market Analysis Fundamentals

    2. Segment 25: Turning Trends into Sales Strategy

    3. Segment 26: Reading: Market Research Methodology

    4. Segment 27: Hands-On-Learning: Conduct a Mini-Market Analysis

    5. Segment 28: Practice Quiz: Market Research and Analysis

    1. Segment 29: Ethical Intelligence Methods

    2. Segment 30: Analyzing a Competitor's Positioning

    3. Segment 31: Reading: Competitive Analysis Framework

    4. Segment 32: Downloadable Resource: Competitor Profile Template

    5. Segment 33: Hands-On-Learning: Build a Competitor Profile

    6. Segment 34: Practice Quiz: Competitive Intelligence and Battle Cards

    7. Segment 35: FAQ: Competitive Intelligence Sources - Where to look

    1. Segment 36: Building Effective Battle Cards

    2. Segment 37: Win/Loss Analysis Excellence

    3. Segment 38: Reading: Why Trap Questions Are So Effective

    4. Segment 39: Downloadable Resource: Battle Card Template

    5. Segment 40: Hands-On-Learning: Finalize a Battle Card with Trap Questions

    6. Segment 41: Practice Quiz: Strategic Positioning and Win/Loss Analysis

    7. Segment 42: Reading: Summary and Highlights: Intelligence and Positioning

    8. Segment 43: Quiz: Strategic Positioning and Win/Loss Analysis

About this course

  • Free
  • 81 lessons
  • 2.5 hours of video content

Discover your potential, starting today

Enroll today