-
How long does it take?
It's self-paced, so that's up to you. Work through all 24 lessons in one sitting or a chapter at a time. Your progress is saved as you go.
-
Is this live training?
No. It's built from videos with a quick activity after each idea, so you can do it whenever it suits you.
-
Who is it for?
Sellers and account managers who negotiate renewals, pricing or terms, and sales leaders who want fewer deals decided on discount.
-
What happens to my reflection answers?
They're saved in the course. They're there to help you think, not to test you. The salesmaking team can see responses, which helps us improve the course.
-
What is the Gym?
The Gym is where salesmaking skills are kept sharp after a course ends, with short practice reps spaced out over the following weeks. It's part of the Value Engineer path.
Course · Self-paced
Trade on value instead of on price.
One running example: a customer at the end of their contract, pushing hard on price. Learn three ideas that change that conversation, then use them to prepare for the negotiation and to run it.
- 5 chapters
- 24 lessons
- 13 videos
- 11 reflection activities
01What you'll learn
Three ideas that change the conversation.
-
01
Positions versus interests
The gap between what the customer asks for and why they're asking for it.
-
02
BATNA
Your best alternative to a negotiated agreement, and theirs. Know both, and spot when theirs is weaker than they think.
-
03
Concession management
Work out before the meeting which concessions you could give, how they line up with their interests, and what you can offer beyond price.
-
04
Running the negotiation
Open with a question, shift BATNA in your favour, and trade concessions in the room.
02What's inside
Twenty-four lessons, one clear path.
Every idea comes as a video, followed by a short activity that puts it to work.
- Chapters
- 5
- Lessons
- 24
- Videos
- 13
- Activities
- 11
-
01 Introduction 2 lessons
- Welcome to Negotiation Skills Video
- First impressions Activity
-
02 Three key concepts 5 lessons
- Three key negotiation concepts Video
- William Ury on positions versus interests Video
- BATNA Video
- Reflecting on the three concepts Activity
- Which concept interests you most? Activity
-
03 Preparation 9 lessons
- Preparation: identifying the objective Video
- Positions versus interests revisited Video
- What's their position? Activity
- What interests are driving it? Activity
- Getting clear on BATNA Video
- When their BATNA is weaker than they think Activity
- Lining up concessions with interests Activity
- Concession management Video
- Concessions beyond price Activity
-
04 Conduct 6 lessons
- Conduct: running the negotiation Video
- Opening with a question Activity
- BATNA in conduct Video
- Shifting BATNA in your favour Activity
- Concession management in conduct Video
- Outcomes of identifying the concessions Video
-
05 Wrap-up 2 lessons
- Outro Video
- Your commitment Activity
03How it works
Watch it. Then try it on your next negotiation.
No live sessions to book and no slides to sit through. Videos, then a quick activity that turns the idea into something about your own work.
-
1WatchThirteen videos from the Jumping Fox team, built around one customer pushing hard on price.
-
2ReflectAfter each idea, a short activity asks you to work it through for yourself. It's for thinking, not grading.
-
3CommitPick one thing you'll do differently the next time a customer pushes on price.
For sales leaders
Get the whole team trading, not discounting.
When every rep prepares the same way, knowing the customer's interests, both sides' alternatives and which concessions are worth giving, price stops being the only lever.
- 01Have every rep prepare positions, interests and BATNA before a big renewal
- 02Give everyone one shared way to plan concessions beyond price
- 03Start with one course, see what lands, then go further
Questions, answered
Go into your next negotiation prepared.
Twenty-four lessons at your own pace, and one thing you'll do differently by the end.
salesmaking · powered by Jumping Fox