Never Split the Difference - Negotiations in Sales

This intermediate course path examines negotiation methods. It is designed for sales professionals and others who want to handle complex client conversations with greater awareness and control.

You will learn how to uncover hidden opportunities, prepare bargaining strategies, and use calibrated questions and framing to guide discussions. The path also explores how cultural similarities can support productive outcomes.

Through tactical empathy and attentive listening, you will practice recognizing emotions, understanding client perspectives, and revealing valuable information. These skills can help you build trust, navigate difficult situations, and strengthen client relationships.

Syllabus

Apply advanced bargaining strategies to complex sales negotiations
Uncover hidden interests, constraints, and opportunities in client conversations
Guide negotiations through calibrated questions, framing, and observation
Use tactical empathy to recognize and address emotions
Practice active listening to build trust and reveal useful information
Leverage cultural similarities to pursue mutually beneficial outcomes