Do’s & Don’ts for a Successful Negotiation

Background No matter the complexity or size of the deal, there are certain Do’s and Don’ts that you should follow prior, during and following the negotiation. Your goal should be to reach a compromise that is fair and equitable to both parties. Remember–if you close the deal both parties will be partners. Negotiate a win-win […]

Handling Disruptive Negotiation Tactics: Defusing Anger, Threats & Ultimatums

During the lunch break for a recent negotiation workshop a participant asked “How do you handle a customer who seems friendly during the sales process but turns into a monster when negotiating?” He shared with us a story of a mild mannered executive who was engaging and value-focused throughout the sales process but became aggressive, […]

Three Deal Killing Blind Spots in Negotiations

One factor common to all sales professionals is the nagging suspicion and doubt that surfaces in our thoughts as we approach negotiating a close to a major deal. Have I answered all my customer’s questions? Is my price low enough or has someone else brought in a low-ball number at the last minute? Can I […]

“Negotiating the Complex Sale: 10 Questions to Guide Your Preparation”

Preparation is key to every effective negotiation strategy. Brian Mandell, Senior Lecturer in Public Policy at the Harvard Kennedy School, says that a good negotiator prepares by understanding fully what he/she wishes to accomplish. A great negotiator prepares by understanding what the other side wishes to accomplish. At the heart of your preparation should be […]

“Negotiating the Complex Sale: Five Fatal Myths”

In a recent workshop on negotiation, we asked the sales representatives “When that long awaited telephone call comes from your client, what steps do you take in preparing yourself to negotiate the contract or deal?” It was relatively easy to tabulate the data. One participant raised her hand and said that she does a quick […]