Deal Negotiation, Pricing Strategy & Stakeholder Mapping

About this course

Most sales professionals know how to run a deal. Far fewer know how to prepare a defensible negotiation plan, anchor price without losing momentum, map the stakeholders who actually control a decision, or structure a discount conversation that protects margin. This program develops all of those skills. Deal Negotiation, Pricing Strategy & Stakeholder Mapping is an intermediate program designed for B2B sales professionals, account executives, and enterprise sales practitioners who want to negotiate more effectively, price more strategically, and engage stakeholders more deliberately. Across ten focused courses, you will build a complete deal strategy skill set: territory planning with AI propensity signals, stakeholder mapping and influence analysis, BATNA-based negotiation preparation, collaborative and competitive negotiation techniques, pricing anchoring and bracket strategies, structured discount evaluation, decision matrix frameworks, deal closing techniques, post-deal debriefing, and pipeline performance tracking. Every course emphasizes practical application over theory, using realistic scenarios, guided coaching, and hands-on simulations that reflect the actual conversations sales professionals navigate daily. By the end of the program, you will be equipped to approach every deal with greater preparation, clearer strategy, and more confident execution from first conversation to signed agreement.

Course objectives

• develop strategic pricing skills
• improve negotiation effectiveness
• enhance stakeholder engagement
• build a complete deal strategy skill set