Practice the skills learned in this course with two exciting negotiations.

1. SkimaTalk Official Course
Negotiation Skills
Lesson 5: Bringing it All Together

2. Practice Negotiation #1
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Situation:
l Your role: Buyer. You are the President of a new start-up. You are purchasing a
new sales software for your company.
l Your teacher’s role: Seller. The seller is the sales rep for the software company.
Key Information:
l Your company has 3 sales people, so you need 3 licenses of the software. You
expect your team to grow to 5 sales people next month.
l The list price of the software is $50 per license.
l Your friend’s company just bought the same software for $35 per license.
l Another company is offering a similar software for $25 per license, but the
products isn’t quite as good.
Negotiation Instructions:
l Negotiate the purchase of the software. You will eventually need 5 licenses.
l Your goal is to achieve the lowest price per license.

3. Practice Negotiation #2
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Situation:
l Your role: Buyer. You are at the furniture store and you want to buy a mattress.
l Your teacher’s role: Seller. The seller wants to get a high price for the mattress.
Key Information:
l There is no price tag visible on the mattress.
l A different store sells the mattress for $1,000.
l You also need a new rug, but you don’t want to spend more than $1,500 in total for
a rug and a mattress.
Negotiation Instructions:
l Negotiate the price of the mattress with the seller.
l Don’t pay more than $1,200 for the mattress, or $1,500 for a mattress and rug.
l Don’t forget to try some of the tips from earlier lessons in this course.
l Your goal is to purchase the mattress for the cheapest price, but you don’t want to
go to a different seller.

4. Negotiation Tips
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In this lesson, you will conduct two simple negotiations.
Here are some tips to help you prepare:
l Volume discounts: many sellers offer volume discounts. If you can’t agree on a price,
ask the seller if he / she will offer a discount if you buy multiple units of the item.
l Multi-item discounts: many sellers offer discounts if you buy multiple items. If you
can’t agree on a price, ask the seller if he / she will offer a discount if you buy
multiple items from the seller.
l Cash discounts: many sellers offer discounts if you pay with cash. If you can’t agree
on a price, ask the seller if he / she will offer a discount if you pay with cash.

5. Preparing For Your Negotiation
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You should spend 30 minutes preparing for your final two negotiations. To
prepare, please take the following steps:
1. Focus on a specific goal: read the details for each negotiation and
set a specific goal you want to achieve.
2. Build your strategy: prepare a strategy to help you achieve your
specific goal. Don’t forget to use the tips / information from earlier
lessons in this course.
3. Develop a list of concessions: identify the concessions you are
willing to make to achieve your goal (e.g., pay cash to achieve the
lowest price)

6. Course Recap
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In this course, we covered several techniques to help you negotiate more
effectively:
• Assume that all prices are negotiable; no offer is too low.
• The “Final Offer” approach.
• Explore discounts for volume, multi-unit, and cash purchases.
1 Negotiation Tips
• Your BATNA helps your understand when to walk away.
2 Understanding your BATNA
• Leverage competitors’ prices, previous sales data, and knowledge
of market dynamics to help negotiate a great deal.
3 The Power of Information

7. 7
End of Lesson
We Hope You Enjoyed It!
© 2016 SkimaTalk, Inc.