Just Negotiate® for Sales

Accordence, Inc.
Training overview
Corporate / Group Training
Virtual Classroom, On-site
1 day

Start dates
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Inquire for more information

Course description

Just Negotiate® for Sales

Just Negotiate® transforms organizations by optimizing negotiation skills and sales savvy. Using next-generation negotiation methods built around the ICON® Negotiation Framework (Interests, Criteria, Options, No-Agreement Alternatives), and the 4D Negotiation Strategy (Design, Dig, Develop, and Decide) sales leaders, representatives, and account managers learn to generate innovative solutions and methods to close challenging sales and build strong relationships with customers and with teams in their own organizations.

The workshop fosters awareness of negotiation as joint problem solving throughout the sales cycle that requires understanding other parties' needs and concerns and the development of creative options to negotiate optimal agreements. This course provides opportunities for team-building and learning from sales colleagues and their experience.

Participants who complete Just Negotiate® benefit from:

  • the ability to negotiate agreements that meet strategic goals
  • increased awareness of sources of value in negotiation
  • enhanced ability to start, sustain, and repair critical business relationships
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Who should attend?

Professionals representing global, national and regional sales, account management, and pricing.

Training content

Just Negotiate® participants learn a strategic framework for preparing, conducting, and reviewing negotiations. They practice using simple, powerful tools for understanding and planning the different phases of negotiation. Participants apply analytical and preparation tools to their real-world work challenges, act as advisors to each other, and foster a clear understanding of effective uses for the new principles and tools back on the job. At the same time, they examine how they can manage working relationships both outside and inside their organization for negotiation success.

Through practice and application, the workshop improves participants’ ability to create better, more efficient deals by providing:

  • a strategic framework for preparing for an conducting negotiations
  • hands-on practice using participants’ own upcoming client and internal negotiations
  • coaching and feedback about each participant’s style and approach to negotiating
  • tools for continuous learning using the ICON® Framework and 4D Strategy

Specifically, Just Negotiate® enhances participants’’ competence in:

  • identifying key interests, their own, those of customers/clients, and other key stakeholders
  • fostering creativity and trust to get to optimal solutions
  • developing good communication, questions, and listening for collaborative negotiation
  • using objective criteria to develop consensus with differing perspectives and conflicting views
  • strengthening relationships so parties can negotiate agreements effectively and efficiently

Course delivery details

Just Negotiate® is an interactive program that provides focus on practice and application to resolve relevant issues at the organization. Case scenarios and discussions are matched to your organization’s specific challenges and optional client-specific role plays can be developed.

Program length can vary depending on the objectives with 3-6 hours for more awareness and exposure to the framework and best practices and 7 to 14 hours for the full details on the framework with practice and application on real situations for sustained skills. Delivery is available in a virtual classroom or onsite. Pre-work offers foundational skills via a web-based e-module and reflection with a short questionnaire. Post-program surveying can assess implementation and impact.


For information on expenses, please contact the institute.

Why choose Accordence?

Founded in 2005

99% of participants recommend our programs

Global - facilitators servicing clients around the world

About Accordence

Accordence, Inc.

Accordence® is a global training company that partners with our clients to help employees at all levels develop the competencies and mindset to enhance performance individually, contribute to team objectives, and produce results for their company. In addition to our flagship...

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Contact info

Accordence, Inc.

Suite 400, 533 Airport Boulevard
94010 Burlingame CA

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Average rating 5

Based on 7 reviews.

Sophia G.

High value! The session highlighted to me the importance of being prepared for a negotiation and having my leverages ready! Know the customers position and interest.

Darren P.

Priceless -- It was great to dive deeper into strategic sales, and build on previous sessions relating to planners and buying influences. This course has provided me with a deeper understanding and appreciation of what else I need to consider in preparation for future client meetings and negotiations.

Guy C.

A lot of value! A well defined program with great interaction and links to segments within the business (procurement, sales, commercial) and assists in placing everybody on the same playing field/plane in approach.

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