Class 3: Leading & Executing Complex Deals

Becoming an Effective Deal Leader and Expert Negotiator 

This class was designed and developed to even the playing field with strategic suppliers by combining interactive discussions, past deal experiences, and self-guided work with significant coaching from the instructor! Participants create a detailed, actionable deal plan for a specific supplier engagement on which they are working. They complete the class with a plan to bring back to their organization to help drive a better negotiation and deal outcome. 

Learning Objectives 

• Engage with the class instructor and peers to build a customized, actionable deal plan 
• Assess deal leverage and build specific action plans to improve with assigned resources 
• Apply deal leverage and stakeholder priority tools to improve stakeholder alignment 
• Work with class instructor and peers to gather input from lessons learned from other deal experiences to apply to their deal plans 

Expected Outcomes 

The Class Participants will return to their organizations with a deal plan to execute on an upcoming negotiation that has developed with coaching from the class instructor and vetting by their peers as well as tools used to build the plan, which include: 

• Stakeholder alignment and leverage assessment worksheet 
• Deal risk assessment worksheet 
• Deal plan template based on the process to build, maintain, and manage deal leverage 
• Deal message development worksheet

*This class will be held daily from September 23rd to September 27th, 2024, from 1:30 PM to 3:00 PM EDT.