Sales Negotiations is a practical, one-day workshop for salespeople who need to protect margin, hold their ground, and close deals that work for both sides. It is built around the PREP framework — a structured approach to every negotiation, from preparation through to the final close:

Position — know the type of negotiation you are entering and set your parameters before you sit down. Desired outcome, walk-away, BATNA — these are not afterthoughts. They are the foundation everything else is built on.

Read — understand yourself and your customer. Your negotiation style shapes how you behave under pressure. Your customer’s interests — not their stated position — are where the real agreement lives.

Execute — move through the four phases of a negotiation with skill and intention. Know when to open and how. Concede strategically, never reactively. Use questions to surface information before you give any away.

Protect — hold your position when the negotiation gets hard. Professional buyers, competitive tactics, manipulative pressure — participants leave knowing how to respond to all of it without losing composure or the relationship.

Participants work on a real negotiation they are preparing for throughout the day, so the learning is immediate and the tools are already in use before they leave the room.