Negotiation Training: Close More Deals, Build Lasting Partnerships
Because most negotiation training stops at tactics, Dr. Rick Goodman's negotiation training goes further. It builds a solutions-oriented framework that establishes trust, handles objections, and produces outcomes that hold up long after the table clears. Available as a standalone workshop or folded into a keynote engagement.
Negotiation Training That Goes Beyond Tactics
To start, most negotiation training teaches tactics. Instead, Rick's negotiation training teaches strategy, since tactics get your team through one deal while strategy builds a reputation as the partner worth doing business with again.
Because your team learns to use the A.S.K. framework to uncover what the other party actually needs, and the WIIFM principle to connect every proposal to mutual benefit, negotiations stop feeling like battles. As a result, they start producing durable agreements that build long-term partnerships. Rick is also available through Advantage Speakers Bureau for organizations working with a bureau partner.
A Complete Negotiation Training Toolkit
Since every phase of a negotiation matters, this program covers preparation through close with practical, immediately applicable frameworks your team uses before their next deal.
Negotiation Preparation and Strategy
Because a plan beats improvisation, enter every negotiation ready. Define your objectives, anticipate counterpositions, and set the anchors that give you range to maneuver without giving away your position.
The Psychology of Successful Negotiation
First, understand what drives decisions on the other side of the table. Since emotional intelligence reveals hidden priorities, use the A.S.K. framework to connect your proposals to what actually matters.
Crafting Win-Win Solutions
Move beyond zero-sum thinking. Instead, learn the collaborative approaches that produce outcomes both parties commit to and build the long-term relationships that generate repeat business.
Handling Objections and Impasses
Since pushback is inevitable, respond to counteroffers and deadlocks with confidence. Use structured reframing techniques to convert objections into opportunities without surrendering value.
Communication Mastery at the Table
Above all, master active listening to uncover unstated priorities. Because language shapes outcomes, use persuasive framing, strategic silence, and non-verbal awareness to strengthen your position throughout every exchange.
High-Stakes and Emotionally Charged Negotiations
Even so, navigate pressure situations without losing composure or ceding ground unnecessarily. Since the highest-stakes moments demand the clearest thinking, build the mental frameworks that keep you strategic when tension peaks.
Built for Everyone Who Negotiates, Which Is Everyone
Sales Professionals
Since trust built early closes more business, learn to handle objections effectively and structure proposals that align with what clients actually value.
Executives and Business Leaders
Likewise, negotiate partnerships, vendor agreements, and strategic deals with the confidence that comes from a proven framework and practiced negotiation skill.
Entrepreneurs and Business Owners
Because the deals that determine your company's trajectory deserve better terms, secure them, from funding conversations to supplier contracts to partnership agreements.
HR and People Leaders
Navigate compensation negotiations, conflict resolution conversations, and organizational change discussions with the structure to reach productive outcomes.
Procurement and Operations Teams
Since vendor negotiations and contract renewals directly affect margin, improve them using frameworks that protect value while building partnerships.
Anyone Who Negotiates Regularly
In short, if you have conversations where outcomes matter and other people have a stake in them, this negotiation training will make you more effective every time.
Flexible Negotiation Training Formats for Every Organization
On-Site Workshop
Since real-time coaching accelerates skill development fastest in person, this format uses live negotiation simulations and role plays with immediate feedback.
Virtual Delivery
Meanwhile, instructor-led virtual sessions use structured breakout negotiation exercises, so distributed and remote teams get the same practice.
Corporate Program
Because every industry negotiates differently, multi-session engagements get tailored to your deal types and the specific challenges your team faces most.
Negotiations That Actually Close
"Rick's negotiation training transformed the way I approach deals. I now feel confident in every negotiation and have seen a dramatic improvement in results. The frameworks are practical, not theoretical."
Mark S.
Business Development Manager
"Even a few months after the negotiation skills training, we are still using the principles in our daily work. The A.S.K. and WIIFM frameworks are now ingrained in our organization. Rick truly packs 25 lbs of information into a 5 lb bag."
John Leone
Heineken St. Maarten N.V.
Build a Team That Negotiates With Confidence
Because every engagement begins with a discovery conversation, Rick will customize the negotiation training program around your industry, deal types, and team objectives.
Call 954-218-5325 | rick@rickgoodman.com
Negotiation Training, Answered
If a question about format, audience, or scheduling is still unanswered below, call 954-218-5325 or email rick@rickgoodman.com.
What does negotiation training actually cover?
Negotiation training covers preparation and strategy, the psychology of decision-making, crafting win-win solutions, handling objections and impasses, and managing high-stakes conversations under pressure. Because a real negotiation rarely follows a script, the strongest programs build judgment, not just tactics.
Is this negotiation training only for sales teams?
No. While sales professionals are a core audience, executives negotiating partnerships, entrepreneurs securing funding, HR leaders handling compensation conversations, and procurement teams managing vendor contracts all use the same underlying framework. Since almost every professional negotiates regularly, the skills apply far beyond sales.
What is the difference between a negotiation course and negotiation training?
A course typically delivers content on a fixed schedule with limited interaction. Training, by contrast, includes live role plays, real-time coaching, and scenarios built around your organization's actual deals. Because the practice happens in the room, training produces behavior change a self-paced course usually cannot.
How long is the negotiation training program?
The program runs as a half-day or full-day session, and it scales into a multi-session corporate engagement for organizations that want sustained skill development across a sales or leadership team. Since group size and objectives vary, Rick recommends the right format during the discovery conversation.
Can negotiation skills actually be taught, or are some people just naturally better at it?
Negotiation skills can absolutely be taught. Some people start with more natural confidence at the table, but the frameworks, preparation habits, and objection-handling techniques that separate strong negotiators from weak ones are learnable skills. Because deliberate practice builds them faster than experience alone, structured training accelerates the timeline significantly.
How does Dr. Rick Goodman customize negotiation training for different industries?
Every engagement begins with a discovery conversation where Rick learns the specific deal types, stakeholders, and negotiation challenges your team actually faces. Because the scenarios and role plays are built around your real situations rather than generic case studies, participants leave with skills they apply the next day, not concepts they forget by Friday.