When will I have access to the lectures and assignments?

To access the course materials, assignments and to earn a Certificate, you will need to purchase the Certificate experience when you enroll in a course. You can try a Free Trial instead, or apply for Financial Aid. The course may offer 'Full Course, No Certificate' instead. This option lets you see all course materials, submit required assessments, and get a final grade. This also means that you will not be able to purchase a Certificate experience.

What will I get if I subscribe to this Specialization?

When you enroll in the course, you get access to all of the courses in the Specialization, and you earn a certificate when you complete the work. Your electronic Certificate will be added to your Accomplishments page - from there, you can print your Certificate or add it to your LinkedIn profile.

Is financial aid available?

Yes. In select learning programs, you can apply for financial aid or a scholarship if you can’t afford the enrollment fee. If fin aid or scholarship is available for your learning program selection, you’ll find a link to apply on the description page.

Map Deal Stakeholders

本课程是 Deal Negotiation, Pricing Strategy & Stakeholder Mapping 专项课程的一部分

位教师：ansrsource instructors

包含在中

了解更多

2个模块

深入了解一个主题并学习基础知识。

中级等级

推荐体验

2 小时完成

灵活的计划

自行安排学习进度

2个模块

深入了解一个主题并学习基础知识。

中级等级

推荐体验

2 小时完成

灵活的计划

自行安排学习进度

您将学到什么

How to identify the 3 core roles in complex deals & translating those roles into a practical influence–interest map.
Rather than listing contacts, you will learn to justify who holds authority, who carries risk concerns, and where deals are most vulnerable.
By the end, you will be able to analyze stakeholder systems more realistically and design smarter engagement and negotiation strategies.

您将获得的技能

要了解的详细信息

可分享的证书

添加到您的领英档案

了解顶级公司的员工如何掌握热门技能

了解关于 Coursera for Business 的更多信息

Petrobras, TATA, Danone, Capgemini, P&G 和 L'Oreal 的徽标

积累特定领域的专业知识

本课程是 Deal Negotiation, Pricing Strategy & Stakeholder Mapping 专项课程专项课程的一部分

在注册此课程时，您还会同时注册此专项课程。

向行业专家学习新概念
获得对主题或工具的基础理解
通过实践项目培养工作相关技能
获得可共享的职业证书

该课程共有2个模块

Map Deal Stakeholders is an intermediate-to-advanced short course within the B2B Sales Negotiation: Leveraging AI Professional Certificate. It is designed for sales professionals with prior experience in B2B or enterprise sales who want to improve how they navigate multi-stakeholder buying environments. Learners should already be familiar with basic sales cycles, deal stages, and pipeline reviews.

The course focuses on identifying the three core roles in complex deals economic buyer, technical buyer, and user champion and translating those roles into a practical influence–interest map. Rather than listing contacts, you will learn to justify who holds authority, who carries risk concerns, and where deals are most vulnerable. By the end, you will be able to analyze stakeholder systems more realistically and design smarter engagement and negotiation strategies.

单元详情

This module builds the recognition foundation needed to map stakeholders correctly. Learners learn what the economic buyer, technical buyer, and user champion roles do in a deal (authority, risk ownership, adoption pull) and how those roles show up in realistic sales evidence like call notes, objections, and meeting behavior. The lesson focuses on correct identification under ambiguity—because titles alone are unreliable. Learners finish the lesson able to assign roles confidently and justify their reasoning in sales terms.

涵盖的内容

2个视频1篇阅读材料1个作业

This module converts role recognition into a usable planning artifact: an influence–interest map. Learners learn how to separate influence (power over the outcome) from interest (level of care and engagement) and how to place stakeholders based on case evidence. The lesson emphasizes usefulness: the map should tell you who to prioritize, who to align, who to de-risk, and where the deal is vulnerable.

涵盖的内容

2个视频1篇阅读材料2个作业

2个视频总计9分钟

Influence vs Interest—The Two Variables That Prevent Deal Surprises5分钟
Congratulations and Continuous Learning Journey4分钟

1篇阅读材料总计5分钟

Strategic Navigation: The Rules of the Map5分钟

2个作业总计35分钟

Graded Assessment: Mapping Stakeholders with Evidence: Roles, Influence, and Strategic Judgment20分钟
Hands-On Learning: Create a Stakeholder Influence-Interest Map for an Enterprise Prospect15分钟