Reesby Academy · Sales & Business Development
Negotiation Fundamentals
Reach agreements that hold up for both sides.
About this course
Negotiation is a normal part of selling, buying and working together, and it goes better when preparation is thorough. This course introduces interests-based negotiation, shows how to prepare with clear alternatives, and explains how to trade concessions without giving away value for nothing. You will also learn how to close agreements with clear written terms that both sides understand.
What you will be able to do
- You'll be able to prepare a negotiation by defining interests and alternatives
- You'll be able to distinguish positions from underlying interests
- You'll be able to trade concessions in ways that protect your value
- You'll be able to close agreements with clear written terms
Course outline
- Preparing to Negotiate10 min · Lesson notes, example, action task · 2-question quizMost negotiations are decided before the meeting starts. Good preparation means knowing what you want, what the other side wants and what you will do if you cannot agree.
- Interests Versus Positions10 min · Lesson notes, example, action task · 2-question quizA position is what someone asks for, while an interest is the reason behind it. Focusing on interests reveals options that satisfy both sides and makes agreement easier.
- Creating and Claiming Value10 min · Lesson notes, example, action task · 2-question quizGood negotiations create value first and then claim a fair share of it. Creating value means finding trade-offs that suit both parties, while claiming value means agreeing how the gains are split.
- Trading Concessions Wisely10 min · Lesson notes, example, action task · 2-question quizConcessions are the movements you make towards agreement. Trading them carefully, and always in exchange for something, protects your value and signals that you are serious about finding a deal.
- Closing and Documenting the Deal10 min · Lesson notes, example, action task · 2-question quizA deal is only as good as its written terms. Summarising the agreement clearly, confirming it in writing and checking details before signing prevents misunderstandings later.
- Tools you'll need5 min · Lesson notes, example, action task · 2-question quizNegotiation relies on preparation and clear communication, which can be supported by simple tools you already have.
- Careers & next steps5 min · Lesson notes, example, action task · 2-question quizNegotiation skills are valued in sales, procurement, account management and leadership. This lesson shows where they lead and how to check what they may be worth.
- Final quiz and certificate10 questions, pass mark 8 of 10. Pass to get your Reesby Academy certificate with a verification link.