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Empathy and Psychology in Negotiation training

Ten short microlessons on using empathy and psychology to negotiate, from weak positions and discount requests to crucial conversations.

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Using Empathy and Psychology in Negotiation course preview
10Short, TikTok-style microlessonsIn the browser or the iOS and Android apps

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  • 1Assessments
  • 10Microlessons
  • MobileBrowser, iOS and Android apps
About this course

What the Empathy and Psychology in Negotiation course covers

This course covers the people side of negotiation in ten short microlessons. It's built for sellers who want to stay calm and persuasive under pressure, and covers negotiating from a weak position, discount requests, questions that win negotiations, why agreeing helps, win-win outcomes, responding to customer tactics, lasting behavior change, the five C's of negotiation, negotiation basics and crucial conversations. It ends with a situational test about a client with objections on value and cost.

Learning outcomes

What your people will be able to do

  • Negotiate with confidence from a weak position
  • Protect profitability when a customer asks for a discount
  • Ask questions that uncover what the other side wants
  • Use agreement and empathy to lower tension
  • Respond to common customer negotiation tactics
  • Use persuasion methods that lead to lasting change
Course contents

10 microlessons

Each microlesson is a short, TikTok-style video lesson, with knowledge checks along the way.

1How to Negotiate From a Weak Position
2How to Negotiate When They Ask For a Discount While Still Being Profitable
3Ask These Questions to Win More Negotiations
4Why Agreeing is a Part of Negotiation
5How to "Win-Win" More Negotiations
6How to Respond to Customer Negotiation Strategies
7Behaviour Changes
8Concern & Confidence
9What's Negotiation?
10Mastering 'Crucial Conversations'

  1. How to Negotiate From a Weak Position: Holding your position when you have little leverage.
  2. How to Negotiate When They Ask For a Discount While Still Being Profitable: Answering a discount request without giving away your margin.
  3. Ask These Questions to Win More Negotiations: Discovery questions that lower tension and win more negotiations.
  4. Why Agreeing is a Part of Negotiation: Why agreeing with the other side can help you hold your terms.
  5. How to "Win-Win" More Negotiations: Reaching win-win outcomes while sticking to your negotiation goals.
  6. How to Respond to Customer Negotiation Strategies: Spotting customer negotiation tactics and responding honestly.
  7. Behaviour Changes: How persuasion works, and how to make behavior change last.
  8. Concern & Confidence: The five C's of negotiation and the mindset behind them.
  9. What's Negotiation?: The basics of negotiation, and how often you already do it.
  10. Mastering 'Crucial Conversations': Key ideas from Crucial Conversations for high-stakes discussions.
Audience

Who should take this course

Who it's for

  • Account executives and account managers who negotiate price
  • Customer success teams handling renewals and pushback
  • Sales managers coaching reps through difficult deals
How it runs in 5Mins

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Customer stories

Revenue teams that train with 5Mins

Sales, people and L&D leaders on what changed when they moved their training to 5Mins. Pick a team to see what changed.

SalesSales & CS Enablement SaaS 83%

less training time, from 24 hours to 4 hours a quarter

  • 100% voluntary retention, with zero drop-offs
  • Better live sessions, built on short pre-work

Switching to 5Mins cut our online training time from 24 hours to 4 per quarter, and our live sessions got better. We kept 100% voluntary retention and saw zero drop-offs.

Scott BrinkmeyerScott BrinkmeyerLearning and Development Manager, Channable
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SalesSales & CS Enablement Clinical trial payments 95%

less setup time, from 3+ hours per session to one annual setup

  • 100% of manual tracking spreadsheets removed
  • 3+ hours saved on every training session

We wanted our salespeople to have real conversations with customers, built on listening and reflecting. 5Mins takes the pressure off the people delivering the training. It's like the Duolingo of the corporate world.

Richard McCannRichard McCannGlobal VP of Clinical Site Payments & Data Analytics, Greenphire
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SalesSales & CS Enablement Marketing agency, multiple offices 2 weeks

between live sessions, with microlessons and discussion questions sent out before each one

  • Multiple offices and time zones
  • No full days blocked out for training

Blocking out a full day for training was never realistic. Now short lessons and discussion questions go out before each session every two weeks, so people arrive having already done the thinking.

Lucy StilemanLucy StilemanGlobal Director of Campaign Delivery, Interlink
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★ Free sample lesson

See 5Mins in action with a free sample lesson

Interested in Empathy and Psychology in Negotiation training? Request a free sample lesson, book a short demo with our team, and we'll share your sample lessons after the call.

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  • A short demo with our team
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Your questions answered

Questions about Empathy and Psychology in Negotiation training

How long is the Empathy and Psychology in Negotiation course?

It's made up of 10 short microlessons, plus a situational test. Learners can finish it in one sitting or spread it over a few days, and 5Mins sends reminders until it is done.

How are learners assessed?

The course ends with a situational test: a realistic negotiation scenario, with questions on how you would handle it.

What does the course cover?

Weak positions, discount requests, winning questions, the role of agreement, win-win outcomes, customer tactics, persuasion, the five C's of negotiation and crucial conversations.

Who should take this negotiation training?

Account executives, account managers and customer success teams who negotiate price, renewals and contracts.

Can I try the course first?

Yes. Request a free sample lesson and book a short demo with our team. After your demo, we'll share sample lessons with you so you can see the format for yourself.

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