In this lesson, we explore each of the 6 Essential Rules of Sales Negotiation, dive a little deeper in to why successful sales negotiators use the 6 Rules (whether they know it or not), and understand how the rules can help you win major sales at favorable terms while strengthening your relationships.

Regardless of whether you're negotiating an issue big or small, you’re trying to get something done, and you’re trying to figure out how to do it. This is the essence of dealing with the negotiated issue. In this lesson, we outline the core components of the negotiated issue: Objectives, Possibilities, Requirements, and Alternatives.

Coming to an agreement in a negotiation requires addressing the negotiated issue in a systematic way. Buyers, however, don't always focus on objectives. You can avoid making the mistake of jumping into a negotiation by trying to identify the possibilities without first understanding objectives. In this lesson, we explore the importance of objectives, examine how to uncover the objectives of both parties, and develop creative possibilities that can help you and your buyer craft successful agreements.

Requirements are the objective guidelines that shape whether or not you’re a good fit with the other party in a negotiation and if they are a good fit with you. Together with objectives, requirements form the "what" of the negotiated issue and the parameters for moving forward. In this lesson, we take a closer look at asking about requirements directly to improve your negotiation outcomes, identifying the buyer’s alternatives to agreement, and knowing your Best Alternative to a Negotiated Agreement (BATNA) so you know when to walk.

All too often, sellers allow buyers to take control of a negotiation, leaving sellers playing defense and catch up. Sellers should lead the negotiation, but leading the negotiation requires understanding the process. In this lesson, we cover how to master the four stages of the negotiation process, identify the Zone of Possible Agreement (ZOPA), and use investment norming and anchoring to your advantage.

To understand the role of emotions in sales negotiations, we take a look at how there's a common misconception about emotions in negotiation, the surprising role of anger, and three ways to approach emotions in yourself to maximize negotiation outcomes. We also focus on the four emotions to effect in the buyer during the negotiation.

To understand the role of emotions in sales negotiations, we take a look at how there's a common misconception about emotions in negotiation, the surprising role of anger, and three ways to approach emotions in yourself to maximize negotiation outcomes. We also focus on the four emotions to effect in the buyer during the negotiation.

This is a continuation of the previous lesson. 

Regardless of the business or emotional reasons why people buy, buyers have personal preferences for how they prefer to buy. The best sales people map their selling approaches to the processes and psychology of buying. In this lesson, we review the different buyer personas: how to recognize them, how they prefer to buy, and how you should approach each buyer in a way that will facilitate sales success.

If the power dynamic is tipped in the buyer's favor, they're likely to seek concessions. When some buyers know a seller is willing to cave, they push and push until the seller holds their ground. In this lesson, we cover sources of power and leverage, ways to change the power dynamics in a negotiation, and how to trade and not cave to buyer demands.

Objections aren't the end of the world, but they're often poorly handled. Unless you're fortunate enough to find prospects who completely understand their own needs, recognize the value you provide, and agree with the impact of moving ahead, you will, at some point in your conversations, run into serious objections. In this lesson, we share what objections are, what's behind them, how to classify types of objections, and walk through a four-step process you can employ when faced with objections. We also look at money objections and help you to leverage the advanced technique of uncovering hidden objections.

Objections aren't the end of the world, but they're often poorly handled. Unless you're fortunate enough to find prospects who completely understand their own needs, recognize the value you provide, and agree with the impact of moving ahead, you will, at some point in your conversations, run into serious objections. In this lesson, we share what objections are, what's behind them, how to classify types of objections, and walk through a four-step process you can employ when faced with objections. We also look at money objections and help you to leverage the advanced technique of uncovering hidden objections.

This is a continuation of the previous lesson. 

When a buyer comes to the negotiation in partner mode, it allows you to work collaboratively to create possibilities that expand the pie and result in the best possible agreement for both sides. But what do you do when the buyer takes a positional approach instead? You need to know how to deal with positional buyer tactics when they arise. In this lesson, we cover the 16 buyer tactics you may encounter during a negotiation and strategies for responding to each of them.

Great negotiators plan to win. Planning is a huge factor leading to success and preventing failure, and perhaps the single greatest factor in negotiation success. Buyers throw curveballs; if you know what's coming, you can plan to hit them. In this lesson, we briefly review all the important topics in RAIN Sales Negotiation, walk through the RAIN Sales Negotiation Planner, and share tips for building your negotiation plan.

Round out the RAIN Sales Negotiation course by participating in a 45-minute simulation based on a real-life negotiation situation. At the end of the simulation, you'll be given scores on how well you did with the various concepts learned throughout the course. You'll also receive specific feedback on the choices you made, as well as how your choices affected the overall outcome of the negotiation.