Plan & Debrief Deals

Overview

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"Plan & Debrief Deals is an intermediate-to-advanced course within the B2B Sales Negotiation: Leveraging AI Professional Certificate. In this course, you will strengthen two critical enterprise negotiation capabilities: structured preparation and disciplined post-deal review. You will learn how to design a negotiation plan that clearly defines your BATNA, stop-price boundaries, conditional trade-offs, and value-add options before entering a negotiation conversation. Using a realistic enterprise renewal scenario, you will create a two-page negotiation brief that translates preparation principles into a practical planning artifact you can defend and explain. You will then analyze a recorded negotiation conversation and evaluate anchoring strength, silence discipline, and concession timing using a structured debrief checklist. Through these applied exercises, you will learn how to protect margin through thoughtful preparation and improve negotiation performance through reflective analysis. By the end of the course, you will have a repeatable approach you can use to prepare for enterprise negotiations and systematically improve your performance after each deal."

Syllabus

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.