Negotiation and Price Discussions
Not giving discounts — protecting value.
Programme overview.
How to protect margin in price negotiations: concession-for-concession logic, alternative offers and negotiation psychology. Participants learn to close deals on their own product or service without losing margin.
Why this training?
Every 1% discount does not cost 1% of profit — in most sectors it means 5-8% of net profit lost. Yet most salespeople reflexively offer a discount at the first objection. This programme builds the discipline of closing without discounting, and of always asking for something in return when a concession is made.
The backbone of the programme.
BATNA (best alternative to a negotiated agreement)
Each side's best option if no deal is reached. Knowing yours sets your leverage; estimating the customer's sets your strategy.
ZOPA (zone of possible agreement)
The range both sides can accept. If the ranges do not overlap, you need a different proposal, not a deal.
Concession for counter-concession
Every free concession grows the expectation of the next one. The discipline of: 'if we do this, will you do that?'
Trade-off logic in alternative offers
Instead of cutting price, reshape the package through scope, payment terms, delivery time and contract length.
Field example.
A Swiss facility management firm faced a 15% discount demand on a CHF 180,000 maintenance contract. Instead of the discount we built an alternative offer: 5% discount + a 3-year commitment + 6 instalments instead of upfront payment. The customer accepted: nominal price fell only 5%, contract length tripled, and net profit actually rose 11%.
By the end of the training, the participant will:
- 01Enters price discussions prepared
- 02Negotiates value instead of discount
- 03Asks for something in return for every concession
- 04Closes agreements in writing and unambiguously
Programme flow.
- Core principles of negotiation
- BATNA, ZOPA and the target range
- Price, value and cost
- Alternative offers in response to price objections
- Difficult negotiation simulations
- Locking the agreement down in writing
Minimum 2 days
Turkish / French / German
Simulation, Video feedback, Margin calculation exercises
Certificate of participation issued
What do you leave with?
No pure theory: templates and documents adapted to your business, usable from day one.
- 01Discount-to-profit impact table calculated for your product
- 02Alternative offer template for 3 scenarios
- 03Negotiation preparation card (BATNA / ZOPA / target range)
- 04Written agreement confirmation email format
Target participants.
- Experienced sales representatives
- Key account managers
- Sales managers
- Entrepreneurs
Preparation.
- Holding pricing authority or working with the decision maker
- Knowing at least approximately your product's margin
Negotiation and Price Discussions — join the programme.
You can take this training individually, in a group or in-company. Send your request with your preferred language and format.