Negotiation & Deal Closure

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Provider

Coursera
Pricing

Paid Course
Languages

English
Certificate

Certificate Available
Effort

8 hours
Sessions

Self-Paced
Level

Intermediate
Subtitles

English

Found in

Part of

B2B Sales Negotiation: Leveraging AI

Overview

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Develop the negotiation skills needed to navigate complex B2B sales conversations and reach mutually beneficial outcomes. In this course, you’ll learn practical negotiation strategies that help sales professionals prepare for discussions, understand stakeholder priorities, and manage pricing and value conversations effectively. You’ll explore techniques for structuring negotiation plans, identifying decision-makers, and responding confidently to objections or competing proposals. Through realistic business scenarios, you’ll practice balancing client expectations with business goals while maintaining strong professional relationships. What makes this course unique is its focus on negotiation within modern B2B sales environments. Rather than focusing only on tactics, the course emphasizes preparation, stakeholder understanding, and value-based discussions that support sustainable business relationships. These skills help sales professionals approach negotiations strategically, communicate value clearly, and reach agreements that benefit both the client and the organization.

Syllabus

Tackle Client Objections: Diagnosing Root-Cause Pain Points

This module builds deep diagnostic capability. You will shift from reactive objection handling to structured root-cause analysis. Through guided coaching, conceptual learning, applied reflection, and practice testing, you strengthen your ability to identify underlying business drivers behind buyer resistance.

Tackle Client Objections: Building the Objection-Resolution Matrix

This module transitions from analysis to structured solution design. You construct a repeatable objection-resolution matrix and apply it to realistic buyer concerns, reinforcing structured problem-solving and negotiation precision.

Plan & Debrief Deals: Design the Renewal Before It Happens

In this module, you will build the structured preparation habits required for effective enterprise negotiations. Rather than relying on instinct or relationship pressure, you will learn how disciplined preparation protects leverage before the conversation begins. Using a realistic enterprise renewal scenario, you will define a target outcome, establish a clear stop-price, articulate your BATNA, and design conditional trade-offs that exchange value rather than giving it away. You will also explore how service add-ons can function as non-monetary value levers during negotiation. By the end of the module, you will understand how a structured negotiation plan clarifies your position, strengthens anchoring confidence, and reduces reactive discounting during high-stakes discussions.

Debrief the Deal: Strengthening Negotiation Performance

In this module, you will learn how to evaluate negotiation performance through structured debriefing rather than intuition. Instead of relying on impressions of whether a call “felt strong,” you will analyze observable negotiation behaviors such as anchoring clarity, silence discipline, and concession timing. Working from a recorded enterprise renewal negotiation, you will practice identifying the opening anchor, evaluating moments of productive silence, and detecting early discounting that may weaken leverage. By applying a structured debrief checklist, you will learn how to separate strategic concessions from reactive ones and identify specific adjustments that can strengthen your future negotiations.

Anchor Price Like Pro: Control the Negotiation With Anchors and Ranges

In this module, you’ll build a margin-protective opening strategy for price negotiations. You’ll learn how to set a credible anchor, frame a controlled bracket range, and pace concessions strategically so you can avoid large early discounts and guide the negotiation toward a close near your target margin.

Anchor Price Like Pro: Control Concessions and Protect Margin with Value Trades

In this module, you will break down a negotiation transcript to spot where margin leaked through fast or unearned concessions. You will tag each concession, map margin movement, identify the first avoidable give, and choose the right non-price trade to protect margin—then prove mastery with a final graded assessment.

Seal Deals Smartly: Executing the Summary-Then-Choice Close

In this module, you will develop the ability to confidently apply the summary-then-choice closing technique. You will practice recapping agreed benefits and presenting two clear implementation timelines to guide prospects toward a decision. Through guided scripting and applied scenarios, you build fluency in shifting the conversation from hesitation to commitment.

Seal Deals Smartly: Measuring and Evaluating Close-Rate Performance

In this module, you will focus on evaluating the effectiveness of the summary-then-choice technique by tracking results across five deals. You will calculate close-rate performance, compare outcomes against your historical baseline, and prepare a concise pipeline review summary to report measurable improvement.

Project: Mastering Negotiations: Strategic Deal Execution and Closure

In this project, you will develop and apply a structured negotiation strategy for a complex B2B sales opportunity. You will analyze client objections, prepare a negotiation plan, and align your approach with stakeholder priorities and deal dynamics. You will define your negotiation boundaries, including objectives, alternatives, and trade-offs, while also preparing to handle pricing discussions and protect deal value. As part of this work, you will demonstrate how a pricing tactic such as anchoring or bracketing would be executed in a short negotiation exchange. You will adapt your approach based on stakeholder needs and develop a strategy to guide the deal toward agreement. You will also debrief negotiation performance by comparing outcomes against your original plan and evaluating effectiveness using close-rate evidence across five deals against a baseline. This project reflects real negotiation scenarios where sales professionals must balance competing priorities, respond to pressure, execute pricing tactics, and make data-informed decisions that influence both outcomes and relationships. It focuses on integrating negotiation planning, execution, evaluation, and decision-making into a cohesive deal strategy.