Global

Sales negotiation: Concessions, discounts and win-win deals

A ready-made course you customise for your organisation, with a live session deck and two surveys. You only add the 10 details that are specific to your organisation.

See the live deckSee the full outline
Try the coursePreview the survey
Length
40 min
Lessons
6 lessons
Frequency
At onboarding for account executives
Last reviewed
21 Oct 2026
Closing the deal and recording the terms: grey areas
What would you do?

The buyer asks you to "throw in" free delivery by phone, and nothing is written

Try it: this is one of 18 interactive activities in the course.

What's included

Three pieces that work together

Copy once, get everything. Learners prepare on their own, you answer questions live, and the surveys tell you what stuck.

Self-paced course

Short lessons with real workplace scenarios, not walls of text.

  • 6 lessons, about 40 minutes
  • Scenario, process, flashcards, sorting activity and quizzes

Live session deck

An AhaSlides presentation to run after the course, in person or online.

  • 11 slides
  • Quiz, poll, scale, open-ended slides
  • A closing slide for your contacts

Two surveys

Find out what landed, and whether people use it on the job.

  • Post-course feedback, about 2 minutes
  • 30-day check-in
  • Anonymous by default
  • Results feed your next refresher

Learning objectives

At the end of this course, learners can

Each objective and the lesson that covers it.

IDObjectiveSourceWhere it's covered
TO 384.0Achieve ≥ 80% on the final assessmentNoneWhole course
SO 384.1Prepare a negotiation: your interests, the buyer's likely interests, your alternatives and your limitsBest practiceWhole course
SO 384.2Open with a reasoned position and recognise anchoringBest practiceWhole course
SO 384.3Trade a concession for something in return instead of giving it awayBest practiceWhole course
SO 384.4Respond to price pushback without defaulting to a discount + your infoOrganisation's pricing policyWhole course
SO 384.5Close the deal and record the agreed terms accuratelyBest practice; organisation's policyWhole course
SO 384.6Avoid price talk with competitors and inducements that breach the rules, and ask before actingCompetition law, for example Art. 101 TFEU [secondary]; anti-bribery rulesWhole course

Your part: what a template can't do for you

  • Your workplace details: fill in the 10 highlighted fields so the course describes your own policies, contacts and locations.
  • Records: record completion in your own LMS or record system.

Course outline

6 lessons, about 40 minutes

Minutes per lesson are an estimate, shared out by page count.

ContentInteractiveVideoYou customise
1

Preparing and opening: interests, alternatives, limits and first offers

3 pages

8 min
Before you beginNoteList
An invented storyTextImage
Prepare, then openChecklistTabsKey factQuiz
2

Trading concessions, not giving them

3 pages

8 min
The tradeProcess
What can be traded?Flashcards
Put it in orderSorting activityMatching quiz
3

Discounts and price pushback

3 pages

8 min
Why the buyer pushesAccordion
Responses that protect valueFlashcards
Approval and authorityNoteQuiz
4

Closing the deal and recording the terms: grey areas

3 pages

8 min
ScenarioScenario
ScenarioScenario
ScenarioScenarioQuiz
5

Keeping it lawful: price talk, gifts and where to ask

2 pages

5 min
Where to askProcessYour infoYour infoYour infoYour info
Lines you do not crossAccordionYour infoSorting activityMulti-select quiz
6

Final assessment

1 page

3 min
PracticeQuizKey factNoteButtonYour info

Live deck and surveys

11 slides to run live, two surveys to close the loop

Pink slides are interactive. Both surveys are anonymous; pink questions are written for this course.

ContentTitle, agenda, "not legal advice
PollWhen a buyer pushes on price, what do you usually do first?
ContentPrepare, trade, record: the negotiation loop
QuizA buyer asks for ten per cent off to close this week. Best first move? (Ask what they need and offer a trade ✔)
QuizAnchoring means… (The first number shapes the range ✔)
Content · customiseCustomise: our discount authority levels {{DISCOUNT_AUTHORITY_LEVELS}} and approval route {{DISCOUNT_APPROVAL_ROUTE}}
QuizA colleague suggests promising an unapproved date to close the quarter. You… (Promise only what is approved ✔)
ScaleHow confident are you trading a concession instead of giving it?" 1 to 5
Open-endedA trade I could have asked for last time
Q&AAsk the trainer anything
Content · customiseClosing {{SALES_ENABLEMENT_CONTACT}}, {{SURVEY_1_URL}}, {{SURVEY_2_URL}}
Post-course feedback: 11 questions, about 2 min
  1. Overall rating 5 stars
  2. Relevant, realistic, right length, helpful activities agree/disagree grid
  3. What was most useful? multi-select
  4. Confidence before this course, and now 1-5 scale
  5. Roughly what average discount did you give on your latest deals? short text
  6. In how many recent deals did you trade a concession for something in return? multiple choice
  7. How confident are you answering price pushback? 1-5 scale
  8. I would ask before agreeing to something outside my authority without worrying. 1-5 scale
  9. One thing we should change or add open text
  10. Would you recommend this course? NPS
30-day check-in
  1. Have you used what you learned since the course? multiple choice
  2. How confident are you today? Compare with day 1 1-5 scale
  3. Do you know where to find the discount approval route? yes / no / not sure
  4. A moment where the training helped, or where you weren't sure open text
  5. Which topics should the next refresher focus on? ranking

Results show whether people use the training on the job, not just whether they finished it.

Make it yours

10 fields to fill in, and you're ready

Everything else is done. These are the details only your organisation knows; each one is highlighted inside the course.

  • Discount authority levels{{DISCOUNT_AUTHORITY_LEVELS}}
  • Discount approval route{{DISCOUNT_APPROVAL_ROUTE}}
  • Gifts and hospitality policy link{{GIFTS_AND_HOSPITALITY_POLICY_LINK}}
  • Crm system{{CRM_SYSTEM}}
  • Compliance contact{{COMPLIANCE_CONTACT}}
  • Escalation route{{ESCALATION_ROUTE}}
Show all 10 fields
  • Sales enablement contact{{SALES_ENABLEMENT_CONTACT}}
  • LMS or record system{{LMS_OR_RECORD_SYSTEM}}
  • Survey 1 URL{{SURVEY_1_URL}}
  • Survey 2 URL{{SURVEY_2_URL}}

FAQ

Common questions

Can I run sales negotiation: Concessions, discounts and win-win deals training online?

Yes. The course is self-paced and online, and the live deck lets you add a live session in the room or online.

How often is this training needed?

At onboarding for account executives, before a pricing change or renewal season, annually for the sales team.

Who needs this training?

Account executives, sales managers and procurement-facing staff; run by L&D with the sales director.

What records should I keep?

Record completion in your own LMS or record system, so you can show who finished the course and when.

Can I edit the content?

Yes, everything. Change the wording, swap scenarios for ones from your workplace, add your logo, or remove parts that don't apply.

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Last reviewed: 21 October 2026Templates are a starting point, not legal advice.

Ready to run it?

Open the live deck to see how the session runs alongside the course and both surveys.

See the live deck