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Sales Negotiation: 7 High-Value Deal Tactics | MBAinAction
Master anchoring, BATNA, objection handling, and closing techniques to win complex deals and build client trust
5.020 reviews22 learners
- All Levels
- 1h 6m video
- 8 lectures
- English
- Captions
- Updated 2026
Taught by Pawel M. Pawlak
- 1h 6m of on-demand video
- 8 lectures across 1 sections
- One-off payment — no subscription
- Lifetime access on web and mobile
- Closed captions (English)
Curriculum
1 sections8 lectures1h 6m total
- Anchoring Technique9:47
- Reciprocity Technique9:33
- Time Pressure ("Limited Time" Technique)11:53
- BATNA and Interest-Based Negotiations8:39
- Emotion Management Techniques During Negotiations7:34
- Negotiation Preparation and Initiation. Part I9:22
- Negotiation Preparation and Initiation. Part II9:15
- [EXTRA] Additional materials for all lessons0:17
About this course
Most negotiation courses teach you theory. This one makes you practice. Each of the 7 techniques in this course comes with three layers of hands-on materials you can use today: A Lesson Protocol with key takeaways, a "BS Detector" (exposing common negotiation myths), a detailed case study, reflection questions, and a Q&A section that answers the questions most courses skip. An Action Scenario: a realistic, high-stakes negotiation situation where you choose between three strategic options, then read the full cons…
Before you start
- No prior negotiation training needed. Each technique is taught from the ground up with step-by-step guidance
- Helpful if you have upcoming negotiations (deals, salary talks, vendor contracts) to apply the Field Tests immediately
- A willingness to practice: each lesson includes a 1-hour real-world challenge designed to build your skills fast
Who it’s for
- Sales professionals negotiating contracts, pricing, and high-value deals with clients
- Managers and team leaders who negotiate budgets, resources, timelines, and headcount
- Business owners and entrepreneurs closing partnerships, vendor agreements, and investor deals
- Customer success professionals handling renewals, upsells, and retention conversations
- Anyone preparing for salary negotiations or career advancement discussions
- Professionals who want a practical negotiation toolkit backed by Tversky, Kahneman, and Cialdini research
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