Negotiating the Do's to Win

• Negotiation is the process of discussing ways to find a bigger solution for both sides.
• Aim high.
• Understand who has the power and how you’ll counter it.
• Negotiate with people who are able to negotiate with you.
• Ask lots of questions.
• Be patient – time can be power.
• Empathize, but do not sympathize.
• Keep communicating to advance relationships and the negotiation objectives.
• Avoid confrontation.  Never allow the negotiations to become personal.
• Know who you’re negotiating with.
• Give some on time.
• Know when to leave comments alone (the use of silence).
• Take notes.
• Expect the unexpected and rehearse.
• Maximize the value of your concessions.
• End negotiations positively.  Think how to make the outcome a bigger win for both sides.

Related posts:

1. Sales Training Tip #310: When Do You Start Negotiating
2. Professional Selling Skills: "Negotiating Don'ts" Podcast
3. Professional Selling Skills: "Negotiating the Do’s to Win"
4. Professional Selling Skills Training: Consultative Selling and Negotiating