Today we ran a hands-on session with SP Nature’s bonsai and aggregate sales representatives on designing a negotiation structure for price pressure in a downturn. Rather than reacting instantly to demands for price cuts, participants learned to read the customer’s anxiety structurally, then map out the conditions they could trade in place of price and the baseline they must hold. Using real cases from their own work kept engagement high, and the reaction that stood out most was “I can use this in tomorrow’s client meeting.”
17 Dec 2025
[ Instructor: John Kim ]