Sales Development

Effective Negotiations

Negotiation focused only on bargaining over the final price or the features of a contract is limiting and likely to result in an unsatisfactory outcome for one or both parties. To avoid leaving business on the table, salespeople need to move away from a bargaining approach and toward a principled negotiation process by developing the confidence and skills to "separate the people from the problem," identify and respond to customers' interests (not just their positions), generate options to expand the pie, use independent standards for objective evaluation, and know their own BATNAs (Best Alternative To a Negotiated Agreement). If they are able to master these five strategies, they can increase the probability of both win-win outcomes and more profitable sales.


Negotiating to Yes (Sales Edition)

Negotiating to Yes helps salespeople become better negotiators by turning face-to-face confrontation into side-by-side problem solving. It is based on the concept of Principled Negotiation, a method that offers salespeople an efficient process for reaching optimal business agreements that are satisfying to both parties and actually strengthen professional relationships. learn more