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Negotiation Program
The Deal Room
Capture value while protecting the relationship.
The Deal Room helps B2B teams prepare, anchor, and close negotiations with discipline: planning positions and limits, trading concessions instead of giving them, handling objections without improvising, and protecting both margin and relationship. Negotiation is reframed as a structured path from preparation to signed agreement — participants learn to think like deal architects, not discount dispensers.
The Problem
Most teams do not have a closing problem. They have a preparation and concession problem.
The discount reflex
Price pressure triggers an immediate concession instead of a defense of value or a trade.
Unprepared trade-offs
Teams enter the room without limits, alternatives, or a concession plan — so every ask feels urgent.
Improvised objection handling
Predictable objections on price, timing, and risk are met with in-the-moment answers, not rehearsed responses.
Value or relationship — not both
Deals are won by giving margin away, or defended so hard the relationship pays the price.
One Blended Program — Three Integrated Components
The Deal Room is delivered as a sequenced blended journey: each component builds on the previous one, moving participants from negotiation logic to live deal simulations to a real negotiation strategy.
Phase 1 · 3 × 30 min game
E-Learning
A self-paced game where participants discover the logic of negotiation: prepare positions and limits, set anchors, plan concessions, handle objections, and close with confirmation.
Builds — the foundation: the negotiation plan and concession logic.
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Phase 2 · 3 × 90 min role-play
Live Online Sales Simulation
Live role-play as seller, buyer, manager, and observer — rehearsing anchoring, trade-offs, and objection handling in realistic deal scenarios generated with an AI objection simulator.
Builds — confidence: negotiation moves pressure-tested in simulation.
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Phase 3 · 2 × 6 h seminar
In-Person Seminar
Teams apply everything to real deals in the pipeline — connecting preparation, concession strategy, and objection responses into one negotiation strategy.
Builds — results: negotiation strategies for real deals.
Three Core Skills of Deal Making
Preparation
Define targets, limits, alternatives, and stakeholder interests before entering the room.
Trade-Off Management
Plan concessions with values and counterparts — trade, never give, and keep the package whole.
Objection Handling
Anticipate price, risk, and timing objections and respond with rehearsed, value-based answers.
The final deliverable: a deal-ready negotiation strategy
Participants leave with a concrete negotiation artifact — deal context, targets and walk-away limits, concession matrix, objection-response plan, and closing sequence — ready for manager review and the next customer meeting. The result is not a harder line. It is a better-prepared deal.
The Deal Map
01
Prepare
02
Set Anchors
03
Trade, Don't Give
04
Handle Objections
05
Close & Confirm
06
Negotiation Strategy
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