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Negotiation is learned behaviour. So we make it a habit.
The buyers your team sit across from, negotiate every day. It is practised, repetitious, learned behaviour, and there is a void in their day if they do not take something from the meeting. COMPASS gives your newer people the same discipline: a clear model, the right tools and the habits to walk in prepared and stay in control.
WHY COMPASS
Level the field from day one.
Most training teaches people to sell. COMPASS teaches them to negotiate: to read the customer, build a fact-based position and trade with intent. It is built for commercial and sales team members early in their negotiation journey, so they stop leaving value on the table.
THE COMPASS MODEL
One model, learned once, used every time.
The program runs on a single model with seven connected parts: negotiation context, objective and mandate, building power, negotiation variables, the engagement framework, personal performance, and resilience and tactics. Each one becomes a habit your team carries into every deal, so preparation stops being guesswork and starts being routine.
DAY ONE
Foundations and context
Selling versus negotiating, getting inside the customer's head, the COMPASS model, negotiation context, and setting up your position.
DAY TWO
Variables, engagement and self
Choosing and setting your variables, the engagement framework in the room, personal performance, and resilience and tactics.
OVER TWO DAYS
What we cover.
A consistent way to plan
One repeatable approach to preparing for any negotiation, used across the whole team.
Fact-based positions
The tools to set targets, choose variables and hold their limits under pressure.
The right approach for the customer
Knowing which style to use, with whom, and when.
Composure in the room
Managing signals, emotions and resilience so they stay in control of the conversation.
WHAT YOUR TEAM WALKS AWAY WITH
Prepared, consistent, harder to move.
HOW IT RUNS
Two days, built around your team.
COMPASS is delivered in-house for your commercial or sales team, using your real customers and categories so the learning sticks. Every participant leaves with a personal action plan they can put to work in their next negotiation.
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