Category Archives: Negotiations

June 3rd, 2015

Are You Caught in a Negotiating Trap?

Are You Caught in a Negotiating Trap?

Here’s a common scenario: You’ve just presented your truly tailored, well researched, totally relevant proposal. The customer, who had been nodding in agreement all along, now has a strange look on her face. The change happened the minute you mentioned price.

She says your price is too high.

It’s your move. What do you do? If you start negotiating on price, trying to find a figure that she’ll accept without hurting your business, you’ve just landed in a negotiation trap.

The trap is in starting to negotiate too early, before justifying your value. This is how a lot of money is lost, either by discounting too early or by leaving money on the table.

Getting pushback on price is a common occurrence for sales professionals. That’s why it’s important to recognize the negotiation trap and learn how to avoid it.

First, don’t start off trying to resolve any immediate price objections; focus instead on justifying the value of your proposal.

Consider the objection as an opportunity to learn more about the customer’s situation. Where does the objection come from? Is the customer at the end of a budget cycle? Would splitting payment over two cycles be workable? Or, would changing delivery options add value?

The point is, you need to understand what the customer is trying to accomplish so that you can determine which terms are most important. This can be more » Continue Reading.

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October 14th, 2014

Successful Negotiations: Why it’s Critical Not to Lose Sight of the Big Picture

Successful Negotiations: Why it’s Critical Not to Lose Sight of the Big Picture

“Are we negotiating?”

“Always.”

That succinct bit of dialogue from the 1997 movie “The Devil’s Advocate” serves as a good reminder for sales professionals to heed when selling to prospects or existing accounts. Don’t take for granted that it is a mere formality or confined to the period leading up to inking an agreement. You are constantly negotiating and should not only realize this, but practice their approach.

Negotiating is certainly about prices and fees, but also about so much more. What’s negotiable? Pretty much any aspect of a sale can be negotiated from delivery date, warranty, and payment or service terms to product features, account team, and the like. What’s important to realize is that each bit of dialogue and revelation throughout the sale process enlightens both seller and buyer alike with information that will influence this deal – or the next.

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June 9th, 2014

Building Confidence in Sales Negotiations by Understanding the Role of Power, Time, Information, and Skill

selling-with-insights

Building Confidence in Sales Negotiations by Understanding the Role of Power, Time, Information, and Skill

Four basic elements determine how successful you will be in negotiation. These four factors are: power, time, information, and skill.

Power

Power is not what people might think. Power might be best defined as the ability to accomplish things — the ability to do, not necessarily the ability to order things to be done. Power is a state of mind. It is a multidimensional concept that involves how you think, feel, and act. Power is not related to position. If you think you have power and project it, you have it. If you don’t, you don’t. Power is confidence. If you feel powerless, you cannot be an effective negotiator. You will communicate your lack of confidence.

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May 12th, 2014

14 Adversarial Negotiation Tactics & High-Impact Countermeasures

Adversarial negotiation tactics work through manipulation. These buyers use a range of pressure tactics to defeat you and get what they want. Fortunately, adversarial negotiators are easy to spot if you know what to look for. Once you recognize their tactics, they quickly lose power. Below are some common adversarial negotiation tactics you might encounter in the course of closing a sale along with some brief countermeasures.

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May 1st, 2014

The Why and How of Preparation for Sales Negotiations

The Why and How of Preparation for Sales Negotiations

There are probably situations where an initial sales contact seems to occur without preparation; a “meeting engagement,” as the military says. But even here, such as with a causal conversation waiting for an elevator, sales people may already have some idea of the needs of the firm whose representative they meet. They certainly should have some idea of what their company offers.  What happens here is simple – you get the person’s business card, ask what they might be seeking, offer some insight, promise to get back to them soon, make note of the conversation, and get back to them . . . soon.

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April 21st, 2014

How to Spot an Adversarial Negotiator

How to Spot an Adversarial Negotiator

Asymmetric warfare is what military and defense experts call it when an adversary seeks to attack where you are weakest. An enemy weaker than you will often use this method as part of the idea of choosing the battlefield. In military affairs, this is a smart idea. The military’s goal is to defeat resistance. The win-win, the mutual accommodations, of effective negotiations only then can come.

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April 7th, 2014

Consultative Negotiations: Why Not Just Split Things Down the Middle?

consultative-negotiations

Consultative Negotiations: Why Not Just Split Things Down the Middle?

Compromise is a much-heard term these days, particularly with what is going on in the world these days. Politics is said to be the art of the possible. We get the two sides with positions seemingly set in stone. They should compromise; they should split the difference. This forgets that effective policy is frequently not splitting the difference but is rather taking ideas from both sides and mixing them into a better whole. Compromise is creating a third position, not split things down the middle. Both sides seem unhappy at first but will eventually realize that all have benefited.

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April 2nd, 2014

What You Can Learn From the Rolling Stones about Win-Win Negotiations

win-win negotiations

What You Can Learn From the Rolling Stones about Win-Win Negotiations

Mick Jagger got it right when he wrote “You can’t always get what you want.” You can’t always get what you want. But if you try sometimes you just might find you get what you need.

Win-win negotiations are where both parties to the negotiation walk away satisfied. They have each gotten something they can live with. They can go back to their bosses, their boards of directors, their stockholders, their union membership, their government, their constituents, and all other stakeholders and report “we were successful.” Win-win negotiations leave each side with a good taste in their mouths and with good opinions of the process and the result. Each side will want to deal with the other party in the future.

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