Negotiation: Remember Levers and Record Notes

Overview

Negotiation: Remember Levers and Record Notes is a foundational course for any professional entering the world of procurement and commercial agreements. Successful negotiation begins long before you enter the room and continues through every word spoken. This course demystifies the process by focusing on two core skills: knowing your negotiable variables and accurately recording the conversation. You will learn to identify and evaluate the three fundamental negotiation levers—price, payment terms, and lead-time—so you can move beyond a single-minded focus on price to create more strategic value. More importantly, you will learn to apply a structured note-taking method using a professional template. Through hands-on exercises and a simulated negotiation, you will practice capturing concessions and counter-offers with precision. This course provides the essential tools to leave every negotiation with a clear, accurate record, enabling better analysis, stronger agreements, and greater confidence.

Syllabus

The Negotiator's Toolkit: Mastering Key Levers

This module provides the foundational knowledge for any successful negotiation. We start by exploring why looking beyond price is a strategic advantage. You will learn what the three fundamental negotiation levers are—price, payment terms, and lead-time—and how to prepare them before a discussion. This module gives you a downloadable reference guide and hands-on practice to apply and assess your ability to identify the variables that create value and flexibility in any deal.

Capturing the Conversation: Structured Note-Taking in Action

This module focuses on the critical skill of documenting a live negotiation. You will learn why unstructured notes can lead to costly disputes, referencing a real-world case study. We will provide a professional note-taking template (what) and show you how to use it to capture offers and concessions with precision. You will apply your skills in a reflective dialogue before being assessed in a final project where you document a simulated negotiation from start to finish, creating an accurate record for post-negotiation analysis.