Mike works for a software company selling antivirus software. He shares four experiences to demonstrate negotiation skills. In the first case, Mike settled for a price below cost to make the sale but the company lost money. In the second case, neither party would compromise so the deal fell through and both lost. In the third case, Mike wouldn't budge on license numbers so the client felt they lost. In the fourth case, Mike negotiated over multiple rounds and found a win-win solution by offering more licenses and support at a higher price.

1. NEGOTIATION SKILLS DEMO
TRAINING PROGRAM
“Everything is negotiable. Whether or not the
negotiation is easy is another thing.’........
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Trainer Name – Sudip Nag
Tel: 8017205457
Email : nagsudip08@gmail.com
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2. A Blue Sky Presentation - Black Hat
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Mike works for a software company (EL Terreno Pvt ltd), selling anti
virus ( Webstar Magic ) to various clients in bulk. He has been working
for this company for last 4 years and by the way this was in fact his very
first job.
He recalls a few of his own experiences to help us understand the art of
Negotiation, which was what he did as a sales person day in and day
out.
MIKE

3. Case : 1
• Mike started working in a software sales
company (EL Terreno Pvt ltd ) . He was new to the
job and his company was also new in the market.
Their product WebStar Magic an anti virus was
newly launched amidst many other known and
trusted brands that already existed in the market.
• In his first few months he visited a client
( Miranda LLP ), he pitched for 90 anti virus
licenses for INR 1,75,000.
• The client negotiated for INR 1,24,000.
• Without much negotiation Mike settled at that
price and it was below his cost price and made a
loss of INR 20,000. 3A Blue Sky Presentation - Black Hat
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4. Result
• Mike did make a sale. But the price at which
he sold the products were below the
expectations and the company actually didn’t
make any profit.
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5. Learning
• Why do you think Mike did not negotiate with
the client
• In this case who was the winner?
• Do you think it was the correct thing to do?
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6. • I Lose – You Win situation
• Mike felt like he lost out and the
client felt like he was a winner alone.
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7. Case : 2
• Mike went to a client (DESAP ltd ) to sell anti
virus license for the companies 150
computers.
• He quoted an amount if INR 3,00,00.
• The client wanted it at INR 2,00,000
• After long negotiations neither party came to
a deal as none wanted to shift their positions
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8. Result
• DESAP Ltd buys the licence from another
company after 2 months for INR 2, 58,000
• Mike sells 150 licenses to another company
( Datasi Amz pvt ltd ) after a month at INR
2,55,000
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9. Learning
• Why did the deal not take place and who all
lost out? Or did both parties win?
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10. • I Lose – you lose situation
• Both lose
• None of the two parties win
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11. Case - 3
• Mike went to a certain client Intercool Station &
Wagon company Ltd or ISW & C Ltd.
• He wanted to sell the client 200 licenses at a price of
INR 3,87,000.
• The client needed only 150 Licenses but Mike insisted
that this was a good offer and there was a discount of
INR 13,000 if they buy 200.
• Client was unhappy that he pushed for 200 licenses
when he actually didn’t need it and Mike was not ready
to negotiate anything below 200 licenses and specially
if the client was to take 150 licenses.
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12. Result
• The client felt he lost out as Mike was not
ready to negotiate on the numbers and was
willing to give a discount on 200 Licenses and
not 150 Licenses.
• Mike felt like he was a winner as he could sell
200 licenses at a price that he had expected
and made a good profit out of the sale for his
company.
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13. Learning
• What do you think will be the effect for
making the client feel like he has lost and Mike
has won?
• What mistake did Mike make even when he
actually made a good profit?
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14. • I Win – You Lose situation
• Mike felt like he was the winner and
the client felt like he had lost out
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15. Case : 4
• The another case an year later Mike went to a very
renowned client. A Global MNC, LWP LTD.
• He pitched for 400 anti virus licences for INR 9,20,000
• After three rounds of negotiations over a period of two
weeks, a deal was made.
• The Client LWP LTD wanted to pay INR 7,10,000 for all 400
licenses
• Mike negotiated hard and offered 400 licenses at INR
8,70,000
• The client didn’t agree, they still wanted it at INR 7,50,000.
• In the third round Mike finally closed the deal at INR
8,20,000 by offering 410 licenses instead of 400 and after
sale service for 3 months free with it.
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16. Result
• The client wanted to bargain hard at a certain
price much less than the rate that was quoted by
Mike.
• Mike on the other hand wanted to negotiate till a
certain point.
• After several rounds of negotiation Mike came up
with a deal that he gave the client extra licenses
and after care for three months and make the
client feel like a winner who was getting much
more and in return Mike also settled for a price
above his expections.
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17. Learning
• Who was the winner in this case?
• How did Mike manage to close the teal with
such a tough negotiator?
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18. • I Win – You Win situation
• Both are winners
• Both sides felt they were winners
• The client got more number of
licenses with free after care for 3
months and Mike got a good deal too
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We Both WIN I WIN, You LOSE
I LOSE, You WIN You both LOSE
ME
YOU
WIN
LOSE
WIN LOSE

20. Trainer Name – Sudip Nag
Tel: 8017205457
Email : nagsudip08@gmail.com
A BLUE SKY PRESENTATION
A Blue Sky Presentation - Black Hat
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