Master the intersection of advanced negotiation methodology and cutting-edge sales technology through this innovative program that transforms traditional sales approaches into value-creating, technology-enabled commercial excellence. Participants will develop sophisticated negotiation capabilities focused on expanding value rather than dividing existing value, creating outcomes where all parties achieve superior results through collaborative problem-solving. The curriculum emphasizes practical integration of negotiation frameworks with customer relationship management systems, sales intelligence platforms, and digital enablement tools that enhance preparation, execution, and relationship management. Through simulations with technology-enhanced scenarios, attendees will learn to leverage data insights during negotiations, use digital tools to demonstrate value, and maintain relationship continuity through integrated systems. This program prepares sales leaders and negotiators to excel in complex, multi-stakeholder commercial environments enhanced by digital capabilities.
Objectives
- Master value-based negotiation frameworks creating and claiming value through collaborative problem-solving and interest-based bargaining
- Implement CRM integration strategies leveraging customer data and interaction history for informed negotiation preparation and execution
- Develop sales intelligence capabilities utilizing data analytics for customer profiling, need identification, and value quantification
- Design digital sales enablement toolkits enhancing value communication, proposal development, and post-negotiation implementation
- Create negotiation playbooks and strategy templates systematizing approach development for different customer and deal types
- Implement technology-enhanced negotiation preparation processes utilizing data visualization, scenario modeling, and stakeholder analysis tools
- Develop post-negotiation implementation tracking ensuring agreement compliance, value realization, and relationship development
- Build negotiation capability development programs scaling advanced methodologies and technology integration across sales organizations
Target Audience
- Key account managers and strategic sales professionals handling complex, high-value negotiations
- Commercial directors and business development leaders designing negotiation strategies and sales technology roadmaps
- Procurement professionals applying collaborative negotiation approaches with strategic suppliers and partners
- Sales operations managers integrating negotiation methodologies with CRM systems and sales processes
- Entrepreneurial founders and business owners negotiating with investors, partners, and major customers
- Consultants advising organizations on commercial excellence, negotiation capability, and sales technology implementation
- Customer success managers negotiating renewals, expansions, and value-based pricing with existing clients
- Professionals in any field seeking to enhance their negotiation effectiveness through technology integration
Methodology
- Technology-enhanced negotiation simulations practicing complex scenarios with CRM data access and digital support tools
- Value creation workshops developing innovative solutions that expand value beyond traditional price-quantity tradeoffs
- CRM integration sessions designing data capture, analysis, and utilization workflows supporting negotiation effectiveness
- Digital tool evaluation assessing and selecting sales enablement technologies for different organizational contexts
- Case study analyses examining successful and problematic technology-enabled negotiation implementations
- Role-playing exercises with video recording and analysis of negotiation techniques and technology utilization
- Capstone project designing complete technology-enabled negotiation system for specific industry or organizational context
