Watch Intro Video

Free Course Preview

Get More Comfortable Negotiating B2B Deals

Satisfaction Guarantee

Improve your negotiation skills to become more effective, comfortable, and confident when negotiating to close more deals. Build stronger relationships, and deliver strategic initiatives by using NSI's stress-tested, step-by-step negotiation process, best practices, lessons learned, and examples. Invest a little time taking the course to enjoy the ongoing payoff of moving up your negotiation learning S-curve.
Move up your S-curve with the course

Course curriculum

  • 1

    Acknowledgment

    • Acknowledgment and References

    • Glossary of Terms
  • 2

    NSI Course Preview

    • Preview - Video Lesson

    • Course Preview: PDF Textbook Lesson
  • 3

    NSI Step-by-Step Negotiation Process Overview

  • 4

    Step 1 | Set Preliminary Strategy

  • 5

    Step 2 | Identify Buyer & Seller Terms Dashboard

    • Step 2 - Video Lesson

    • Step 2 - PDF Textbook Lesson

    • Buyer and Seller Term Dashboards Template
  • 6

    Step 3 | Complete Buyer & Seller Next Best Alternative

    • Step 3 - Video Lesson

    • Step 3 - PDF Textbook Lesson

    • Next Best Alternative (NBA) Worksheet Template
  • 7

    Step 4 | Complete Buyer & Seller SWOT and Leverage Analysis

    • Step 4 - Video Lesson

    • Step 4 - PDF Textbook Lesson

    • SWOT and Leverage Templates
  • 8

    Step 5 | Complete Buyer & Seller Terms Dashboard

    • Step 5 - Video Lesson

    • Step 5 - PDF Textbook Lesson
  • 9

    Step 6 | Find Zones of Possible Agreement (ZOPAs)

    • Step 6 - Video Lesson

    • Step 6 - PDF Textbook Lesson
  • 10

    Step 7 | Develop Advanced Negotiation Strategy

    • Step 7 Part 1 - Video Lesson

    • Step 7 Part 2 - Video Lesson

    • Step 7 Part 1 - PDF Textbook Lesson

    • Step 7 Part 2 - PDF Textbook Lesson
  • 11

    Step 8 | Develop offer or Counter-offers

    • Step 8 - Video Lesson

    • Step 8 - PDF Textbook Lesson
  • 12

    Step 9 | Role play & Refine Negotiation Strategy

    • Step 9 - Video Lesson

    • Step 9 - PDF Textbook Lesson
  • 13

    Step 10 | Execute Strategy & Close Deal

    • Step 10 Part 1 - Video Lesson

    • Step 10 Part 2 - Video Lesson

    • Step 10 Part 1 - PDF Textbook Lesson

    • Step 10 Part 2 - PDF Textbook Lesson
  • 14

    Plus One | Closed Loop Learning

    • Plus One- Video Lesson

    • Plus One - PDF Textbook Lesson
  • 15

    Leverage Application Dashboard Tool

    • Leverage Dashboard - Video Lesson

    • Leverage Dashboard - PDF Textbook Lesson
  • 16

    Scenario and Comparative Business Case Analysis

    • Scenario and Comparative Analysis - Video Lesson

    • Scenario and Comparative Analysis - PDF Textbook Lesson
  • 17

    Value-based Pricing

    • Value-based Pricing - Video Lesson

    • Value-based Pricing - PDF Textbook Lesson
  • 18

    Post Course Challenge Questions

    • Post Course Challenge
  • 19

    Post-Course Survey

    • Post-Course Survey

Helpful negotiation tools

Lessons learned tools focus on 3 key decision factors to support your negotiation process: (1) relationships; (2) relative financial analysis; and (3) total cost of ownership/value

  • Leverage Application and Relationship Dashboard

    Many professionals struggle when negotiating to understand how assertively to apply leverage without damaging relationships or giving up value. The Leverage and B2B Relationship Dashboard provides a directional and simplified visual tool and guide to apply leverage more appropriately in each situation. Don’t give away value or damage the relationship at the negotiation table!

  • Scenario and Comparative Business Case Analysis

    Decision-making for the best-fit option and determining if a deal is good enough is hard. Incorporate a quantitative analysis tool for complex business cases and multiple scenarios to stress test recommendations and supercharge your decision-making.

  • Value-based Pricing

    Decision-making among multiple value-based factors is difficult but important to include in negotiations. But, many times, it's not included by Buyers. Using a value-based analysis approach creates an important and incremental input to develop the value proposition and include it in your negotiation preparation & execution process.

Instructor(s)

J A Zugay

Managing Director

J A Zugay is the Managing Director of Negotiation Strategy Insights LLC. Negotiation Strategy Insights LLC is an advisory firm that provides procurement and negotiation expertise and perspective to help companies fix problems and drive operating cash flow improvement and business transformation - successfully stress tested in the medical device and automotive industries. JA developed proprietary innovations for negotiation and customer relationship management. Before starting Negotiation Strategy Insights LLC, JA led Procurement teams responsible for multi-billion dollar per year global buys at Ford Motor Company (Seat and Transmission Systems). JA earned a Bachelor's Degree in Industrial Engr from Purdue and an MBA from Indiana University. Career Achievements/Highlights include: Designed Disruptive Global Strategies and Led Buying Teams of 20+ for Seat and Transmission Systems | Achieved $1B+ of Negotiated Savings | Delivered Ford’s Next-Gen Transmissions at Cost and Timing | Orchestrated Ford’s Disruptive Global Seat Strategy to Reduce Cost by 15% and Improve Customer Sat | Launched Ford’s 1st eMobility startup | Divested $600M Ford business to Eliminate $150M Loss/yr

Black Friday Special

50% Off (coupon code: "blackfriday")

  • 00 Days
  • 00 Hours
  • 00 Minutes
  • 00 Seconds

The Premier level course requires a Services Agreement to provide one-on-one coaching. Cost $750

Enter your email, and NSI will contact you shortly to provide more details. Or, consider enrolling in the Pro or Basic courses listed in the Addition Products section below which can be purchased online now!

Additional products

FAQ

  • What is the best way for you to navigate course content?

    Course content is shared through short micro-lessons using a video lesson and a text/pdf lesson for each learning module. The pdf is the course's "textbook" and the video is supplemental information including real-world examples and further thoughts. The instructor does not review all content while narrating slides so students have (2) preferred options to cover all course material: 1. Listen to the instructor and pause the video if more time is needed to review slide content before moving on to the next slide; or 2. Review the text/pdf lesson to understand slide content before watching the video lesson

  • What are the course options?

    1. Basic - NSI Step-by-Step Negotiation Process, lessons learned, and examples. 2. Pro - Basic plus the helpful tools (Leverage Application and Relationship Dashboard, Value-based pricing, Scenario and Comparative Business Case Analysis 3. Premier - Pro plus 1 hour of one-on-one remote instruction/coaching (Services Agreement required).

  • How will course content be delivered to students?

    You have on-demand, self-service access to course materials - course instruction is not live. Following best eLearning practices to enhance content retention and to provide an opportunity for you to complete assignments between lessons, NSI will add a new lesson daily to your account over the course duration of 1 week. All lessons are available immediately to beta group participants.

  • What is NSI's refund policy?

    Rely on our 14-day, no-hassle refund policy. Enjoy your NSI eLearning course risk-free with our money-back guarantee. Give it a try for 14 days—if you’re not completely satisfied, we’ll refund your payment in full. Benefits of NSI’s refund policy: (1) Purchase risk-free: Choosing our eLearning course can be an important business decision. So we refund you if you think ours isn’t right for you; (2) Get our guarantee: Take your time and give your NSI eLearning course a thorough test drive. Our money-back guarantee is good for 14 days after purchase; (3) Return with ease: Refund required? Send us an email at [email protected], share your order information, the reason for the refund request so that we can improve our course, and we’ll process your request within 5 to 7 days. Additional refund policy information - Enrollment orders for NSI’s eLearning course placed directly with NSI online are processed immediately and can only be canceled by contacting NSI Customer Service. If you decide you no longer wish to use or retain access to the eLearning course or services to which you've enrolled, you must contact us to request cancellation within 14 days of the original purchase to receive a refund. When your refund is approved and processed by NSI, typically within 5 to 7 business days, the credit will be issued to the payment method used for your enrollment order. Please contact the card-issuing bank for information about when the credit will post to your account. Access to related eLearning courses and services will terminate when your refund is processed.