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Course Description
This course is 35 learning hours. It is recommended that students spend an average of 7 hours per week on this course.
Strategic deal structuring and negotiation are critical stages in the modern sales process. This course addresses the unique challenges today’s sales professionals face, including competitive pressures, increasing client expectations, and limited internal resources. Success in negotiation is not only about applying effective techniques—it’s also about proactively structuring deals to minimize unnecessary friction, shorten sales cycles, and protect margins. Participants will be equipped with the tools to strategically align client and company interests, maximize value, and close deals more effectively.
Course Outline
- Week 1: Building a Framework for Strategic Deal Structuring and Negotiation
- Week 2: Preparing for Successful Deal Conversations
- Week 3: Conducting the Strategic Negotiation Meeting
What You Will Learn
- When and how strategic negotiation begins within the sales cycle
- Common cause of negotiation objections, and how proactive deal structuring can prevent them
- How to apply influencing principles and value creation throughout the negotiation process
- Techniques for balancing client expectations while achieving internal sales goals
Notes
By enrolling in this course, you will be automatically enrolled in the Certificate in Principles of Professional Selling.The Faculty of Open Learning & Career Development recommends an intermediate level of English language proficiency for the most effective learning and participation in our online and face-to-face courses. A list of the minimum recommended scores on some common English tests can be found on our website. If you have questions about your English language proficiency and ability to succeed in this course, please contact openlearning@dal.ca.
Applies Towards the Following Certificates
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