Addressing Advanced Concession Requests

PROGRAM DESCRIPTION

Join Sales Assembly and Todd Caponi for Addressing Advanced Concession Requests, part of the Negotiation certification.

This program focuses on how to approach complex negotiation scenarios by aligning concessions to mutual value rather than reacting to pressure or discount requests. Participants will explore how to navigate requests for pricing changes, contract flexibility, and additional terms while maintaining consistency and protecting long-term deal integrity.

Designed for revenue teams managing high-stakes negotiations, this session helps participants build trust through transparency, reduce unnecessary discounting, and drive more predictable, balanced outcomes by structuring negotiations around what matters most to both sides.

GENERAL PROGRAM INFO

New for 2026: This program has been developed by one of our Executives-in-Residence (in collaboration with Sales Assembly), meaning new content and takeaways. Even if you’ve completed this program in past years, if you decide to take this program again in 2026 you’ll gain fresh insights and strategies.

The content of this, and all of our programs, is designed around specific elements, frameworks and strategies needed to build proficiency within the skill.

To earn your certification for this skill, you must complete all required live programs and fulfill participation requirements (you must be live on the zoom for at least 40 minutes). Programs can be completed in any order and at your own pace, offering flexibility to fit your schedule.

ADDITIONAL INFO TO KNOW

This program is open to all employees of Sales Assembly member companies. You must be logged into your Sales Assembly account to RSVP for this program. If you need help logging in or need help setting up your account, please email support@salesassembly.com. All registrants of this program comply with our Terms and Conditions.