NEGOTIATION TRAINING RESOURCES

Welcome to our B2B Negotiation Resources page, where we concentrate on giving our clients innovative concepts and insightful information on the most relevant negotiation strategies and negotiation techniques. Our mission is to provide sales and procurement professionals involved in B2B negotiations with the negotiation training they need to increase value in their negotiations.

3 min

Struggling with Price? Uncover Their True Business Problem!

Negotiation Tips

Get out of the battle for price.

3 min

How Understanding Switching Costs Changed My Game

Negotiation Tips

March 2024 Newletter

5 min

Prepare to Negotiate like a B2B Pro with these Six Steps

Negotiation Tips

6 Steps to Negotiating Like a Pro

3 min

"Let's Meet in the Middle" - The Lazy Approach to Negotiation Strategy

Negotiation Skills

Splitting the Difference: A Tempting Trap, but Don't Take the Bait!

5 min

Protecting Leverage in Negotiations: The Key to Achieving Your Goals

Negotiation Tips

Methods to use Leverage in your Negotiations

5 min

Winning the Battle of Silence in B2B Negotiations: A Powerful Tool for Success

Negotiation Tips

How can silence help me become a better negotiator?

3 min

Empowering Engineering Teams: The Vital Role in Preventing Backdoor Selling

Prevent Backdoor Selling

Educating your engineering teams about the dangers of backdoor selling is imperative for all organizations

3 min

Don't Give Away Your Negotiation Leverage!

Negotiation Tips

Think twice before you give away something that is of little value you to you

3 min

Unlock Negotiation Success: Be the First to Anchor with Expert Negotiation Skills!

Negotiation Tips

Learn how to start your B2B negotiation from your position.

3 min

B2B Negotiation Tips: Prepare Like a Pro for Success!

Negotiation Tips

Easy-to-use tips that anyone can use to prepare for their B2B negotiations.

3 Min

5 Ways Prospect Theory can Improve your Negotiations

Negotiation Tips

Prospect theory explains how people make decisions under risk. Learn how this can help you.

3 min

Don't let others cherry-pick your deals: Keep them fair and balanced

Negotiation Tips

Nothing is agreed to until everything is agreed to!

3 Min

Stop Paying the Ignorance Tax

Negotiation Skills

We are all paying a tax for the things we don't know.

2 min

Unleash the Hidden Power of Cognitive Anchoring for Winning Deals!"

Negotiation Tips

Uncover the mysterious connection between calorie preservation and negotiation success.

2 min

Is Backdoor Selling Killing Your Negotiation Leverage?

Prevent Backdoor Selling

Prevent Backdoor Selling from Stealing Your Negotiation Leverage

5 min

Mastering The Art of Negotiations

Negotiation Skills

Mastering The Art of Negotiations

5 min

Prevent Backdoor Selling! Spies are sneaking around your company. They’re leaking information and your suppliers are robbing you blind.

Prevent Backdoor Selling

End Backdoor Selling

3 min

Let Prospect Theory Unlock Value in Your Negotiation

Negotiation Tips

Video: Learn how prospect theory can be used in your next B2B negotiations.

Unlock the Power of Flexibility in Negotiations: How Being Like a Willow Can Help You Build Trust and Create Enduring Value

Negotiation Tips

Learn how being more like a Willow can help you build value in your next negotiation.

2 Min

Defending Price in a Difficult Negotiation

Negotiation Tips

Negotiation Skills: What's included in your price is important to answer as what's your price.

5 mins

The best negotiators Have a co-pilot by their side, Here's why

Negotiation Tips

Negotiation as a team is much like a rally driver and co-pilot working together in a race. The rally driver is responsible for maneuvering the vehicle through the twists and turns of the negotiation process, while the co-pilot gives guidance and points out hazards along the way.

5 min read

5 Negotiating Styles to Consider when Closing a Deal

Negotiation Tips

So you’re preparing to negotiate. Have you thought about your style? How about the style of your counter party? The hard truth is that style is often left off our preparation list. Many negotiators fall into the trap of unwittingly charging forward with their own natural style and don't consider what impact it plays in the outcome.‍

5 min read

5 Top Mistakes New Negotiators Make

Negotiation Tips

Don't focus entirely on what you want, instead focus on what they want or need. This will ensure that you make equitable trades.‍What are their interests? What do they need? During your preparation you will have uncovered most of the information you need, now put your listening skills to use so you can recognize how they view the importance of their interests. Some of these interests will match your own and some will be in opposition to yours. It's the opposing interests that you negotiate.