Plan & Debrief Deals

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Plan & Debrief Deals

This course is part of Deal Negotiation, Pricing Strategy & Stakeholder Mapping Specialization

Instructor: ansrsource instructors

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2 modules

Gain insight into a topic and learn the fundamentals.

Intermediate level

Recommended experience

2 hours to complete

Flexible schedule

Learn at your own pace

2 modules

Gain insight into a topic and learn the fundamentals.

Intermediate level

Recommended experience

2 hours to complete

Flexible schedule

Learn at your own pace

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Shareable certificate

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This course is part of the Deal Negotiation, Pricing Strategy & Stakeholder Mapping Specialization

When you enroll in this course, you'll also be enrolled in this Specialization.

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There are 2 modules in this course

"Plan & Debrief Deals is an intermediate-to-advanced course within the B2B Sales Negotiation: Leveraging AI Professional Certificate. In this course, you will strengthen two critical enterprise negotiation capabilities: structured preparation and disciplined post-deal review. You will learn how to design a negotiation plan that clearly defines your BATNA, stop-price boundaries, conditional trade-offs, and value-add options before entering a negotiation conversation.

Using a realistic enterprise renewal scenario, you will create a two-page negotiation brief that translates preparation principles into a practical planning artifact you can defend and explain. You will then analyze a recorded negotiation conversation and evaluate anchoring strength, silence discipline, and concession timing using a structured debrief checklist. Through these applied exercises, you will learn how to protect margin through thoughtful preparation and improve negotiation performance through reflective analysis. By the end of the course, you will have a repeatable approach you can use to prepare for enterprise negotiations and systematically improve your performance after each deal."

In this module, you will build the structured preparation habits required for effective enterprise negotiations. Rather than relying on instinct or relationship pressure, you will learn how disciplined preparation protects leverage before the conversation begins. Using a realistic enterprise renewal scenario, you will define a target outcome, establish a clear stop-price, articulate your BATNA, and design conditional trade-offs that exchange value rather than giving it away. You will also explore how service add-ons can function as non-monetary value levers during negotiation. By the end of the module, you will understand how a structured negotiation plan clarifies your position, strengthens anchoring confidence, and reduces reactive discounting during high-stakes discussions.

What's included

2 videos1 reading2 assignments

2 videosTotal 11 minutes

From Instinct to Structure: Planning the $500K Renewal5 minutes
Designing Trade-offs and Stop-Price Discipline6 minutes

1 readingTotal 8 minutes

Why Planning and Debriefing Drive Enterprise Negotiation Success8 minutes

2 assignmentsTotal 25 minutes

Hands-On Learning: Draft a Two-Page $500K Renewal Brief15 minutes
Practice Quiz: Evaluating Renewal Preparation Discipline10 minutes

In this module, you will learn how to evaluate negotiation performance through structured debriefing rather than intuition. Instead of relying on impressions of whether a call “felt strong,” you will analyze observable negotiation behaviors such as anchoring clarity, silence discipline, and concession timing. Working from a recorded enterprise renewal negotiation, you will practice identifying the opening anchor, evaluating moments of productive silence, and detecting early discounting that may weaken leverage. By applying a structured debrief checklist, you will learn how to separate strategic concessions from reactive ones and identify specific adjustments that can strengthen your future negotiations.

What's included

2 videos2 readings2 assignments

2 videosTotal 10 minutes

Listening for Leverage: Anchoring, Silence, and Discount Timing6 minutes
What You’ve Built and How to Apply It4 minutes

2 readingsTotal 16 minutes

The Negotiation Debrief Checklist Explained8 minutes
Why Planning and Debriefing Are Core to Enterprise B2B Negotiation8 minutes

2 assignmentsTotal 26 minutes

Graded Assessment: Enterprise Renewal Negotiation Planning and Debrief Mastery20 minutes
Hands-On Learning: Complete the Renewal Debrief Checklist6 minutes

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ansrsource instructors

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