Chat with us, powered by LiveChat

Critical Negotiation Skills

logo

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.

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.

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.

Train-the-Trainer

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.

Janek’s training implementation approach

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

ATLAS

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.

Customization

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

Reinforcement

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

Measurement

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

Xpert

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

Additional sales training programs

Sales Team Development
Core Skills
Critical Selling® Skills
Gold 2020
Stevie Winner

Our flagship sales training program provides top-performing skills and best practices to master each stage of the sales process.

Learn More
Critical TeleSelling® Skills

An inside sales methodology specifically designed to equip sales professionals on how to effectively engage with customers over the phone, build trust, and close confidently.

Learn More
Critical Prospecting™ Skills

A workshop designed to enable sales professionals with the prospecting and business development skills to build strong pipelines with qualified prospects.

Learn More
Critical Service & Sales™ Skills
Silver 2021
Brandon Hall

A training program designed to equip service, sales, and retail staff to deliver better customer service experiences and identify hidden sales opportunities.

Learn More
Trade Show Selling™

A workshop developed for sellers to have more meaningful event and trade show interactions, from the planning stage to post-show activities.

Learn More
Advanced Skills
Critical Account Planning™

A sales training program that equips account executives with the skills, processes, and tools to grow relationships with existing accounts and plan for strategic opportunities.

Learn More
Critical Negotiation™ Skills
Gold 2022
Stevie Winner

A research-based training program to provide sales professionals with the skills, tools, and best practices to handle complex and difficult negotiations.

Learn More
Selling Virtually™
Bronze 2021
Stevie Winner

Selling Virtually empowers sales professionals to effectively engage with prospects and clients in the new remote selling ecosystem and improve productivity and revenue.

Learn More
Selling to the C-Suite™

Selling to the C-Suite equips sales professionals with the unique skills and processes required to gain access and have better dialogues with executives.

Learn More
Strategic Storytelling™ Skills

Leverage stories in sales conversations to better position your solutions and drive momentum towards favorable outcomes.

Learn More
Sales Management Development
Management Skills
Critical Sales Coaching™ Skills

A coaching methodology to empower sales managers to coach, manage, and lead more effectively and drive their teams toward favorable results.

Learn More
TOPS® Reinforcement & Coaching

A proven playbook and toolkit for sales managers to sustain and reinforce our selling skill methodologies through a sustainable reinforcement and coaching plan.

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

Critical Negotiations™ 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.