Critical Negotiation Skills


Learn how to negotiate by mastering techniques designed to handle even the most difficult negotiations.

Rethink how you negotiate with Critical Negotiation Skills

In today’s complex and hyper-competitive markets, the ability of companies to negotiate effectively with customers and suppliers is critical. Companies must avoid being outmatched as their customers and suppliers seek to gain full advantage in all aspects of a deal and a business relationship. To succeed over time, companies must lead negotiations with a win-win mindset and method that results in mutually beneficial outcomes.

Critical Negotiation Skills (CNS) is a purpose-built and research-based program for modern negotiations. The CNS method is artfully crafted to achieve win-win outcomes while maximizing one party’s benefits yet still satisfying the other party. CNS offers a robust model based on two Core Principles (Trust, Value) and four Negotiation Stages (Prepare, Open, Trade, Conclude).

Key benefits of Critical Negotiation Skills

After completing this program, your sales team will be able to:

  • Understand how readiness factors predict success before considering a decision to negotiate.
  • Prepare with purpose-built tools and worksheets to effectively manage and influence a negotiation.
  • Gain a deeper understanding of how to build trust to maximize deal potential and velocity.
  • Derive value that is tailored to fit how the other party perceives value.
  • Open a negotiation with confidence and align in a productive way.
  • Lead the trading rhythm to achieve mutually beneficial outcomes on big deals and small deals.
  • Maximize benefits while still satisfying the other party by applying key concepts.
  • Conclude a negotiation by making the commitment memorable and immediately actionable.

Program Objectives of Critical Negotiation Skills

Program objectives include:

  • Build skills and confidence by applying a proven approach.
  • Build trust to achieve velocity and favorable outcomes.
  • Derive value based on what is important and suitable.
  • Negotiate as a financial steward on fair exchange.
  • Recognize and respond to negotiation styles and tactics.
  • Maximize potential by knowing the company, people, deal.
  • Trade effectively in an offer, counter, assess rhythm.
  • Conclude with clarity to reinforce commitment to the deal.
  • Reduce resistance by fully understanding and addressing it.

Sales Training Delivery Options

Critical Negotiation Skills can be delivered in a variety of ways:

Onsite Instructor-Led Sales Training

This classroom delivery option allows for a comprehensive learning environment equipped with role plays, case studies, group discussions, and other interactive activities enabling participants to easily transfer new skills from the classroom to the real world. Learn more.

Virtual Instructor-Led Sales Training

Different from typical, self-paced e-learning environments, our online option is delivered by a live Janek facilitator, enabling participants to experience the same level of interaction they would in a physical classroom, utilizing technology. Learn more.

On-Demand, Blended Learning

This delivery method combines the ease of e-learning modules with traditional face-to-face teaching and allows participants to learn at their own pace while providing the benefits of group interaction and individual instruction. Learn more.


Our Train-the-Trainer option will certify your internal training staff on the skills, processes, support tools, and methods necessary for the highest quality ongoing, internal delivery. Learn more.

Janek’s training implementation approach

Our training implementation is guided by a proven world-class approach.


The Ultimate Guide to Sales Negotiations

The Ultimate Guide to Sales Negotiations

Sales negotiations can be incredibly delicate endeavors with a lot hanging on the line. Through communication, compromise, and concessions, sellers must find the right balance protecting their own priorities while keeping the customer’s interest in mind. Learn what an effective negotiations process looks like in today’s marketplace and how you can improve your overall sales negotiations game.

Supporting services

Leverage the full scope of Janek’s solutions to drive immediate and long-term results. Contact us to learn more about these services.


Let us adapt this program for your team’s specific needs, industry, vocabulary, and culture.


Take advantage of our turn-key and hands-on training reinforcement solutions.


Validate training effectiveness in terms of performance improvement, business results,  and ROI.


Use a technology solution to reinforce training in a convenient and fun format.

Critical Negotiation Skills

Download the brochure

More information about the Critical Negotiation Skills program is available in this downloadable PDF

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Questions about our sales training programs? Let us tailor a training solution that matches your needs.

Critical Negotiation™ Skills FAQ

Is Critical Negotiation™ Skills suitable for people new to sales?

Teaching proper sales negotiation skills early on in the career of a sales rep is a fantastic way to start them on a path to success as well as seasoned sales professionals. The five major negotiation styles that Janek teaches improves the negotiating ability of a new sales person, giving them the confidence and skills to succeed as their career develops.

Can you provide more information on your Collaborative Negotiations Model?

The foundation of the model focused on trust and value. The model provides a four-step approach for effective negotiations including Prepare, Open, Trade and Conclude.

What are Opponent and Partner Mindsets?

Successful negotiations are based on mutually beneficial relationships and an adoption of a “both/and” mindset, while rejecting an “either/or” mindset.

Who is Critical Negotiation™ Skills designed for?

Critical Negotiations Skills is designed for sales professionals looking to improve their overall approach to sales negotiation strategy. CNS is also designed for strategic account managers, account executives, and anyone in a client-facing role that needs to successfully handle difficult conversation and tough clients.

What is included in the Critical Negotiation™ Skills training program?

The Critical Sales Negotiations training program includes workbooks, tools, and other training materials that can be delivered via print or digital for on-going use. The program itself covers a wide range of topics on every aspect of negotiation skills, including a comprehensive training on the types of negotiation styles a salesperson is sure to encounter, as well as hands-on practice with Janek’s four-step collaborative approach to sales negotiations.

What business benefits will my team derive from Critical Negotiation™ Skills?

Critical Negotiation Skills provides a field-proven and research-backed approach to sales negotiation strategy. Your sales organization will benefit from enhanced confidence when negotiating with current and potential customers alongside a better understanding of the perspective that buyers have during the sales process; thus preserving margins and selling more so on value.