The Value of Compromise During Sales Negotiations

Our current Congress may view compromise as a dirty word (at least they are behaving that way) but in sales negotiations it should be welcomed as a means to a mutually beneficial end.

By making a deal whereby each party gives up part of a demand, there is recognition that individual egos are not what matter most but the organization and desired outcomes that should come first.

For both sides to accept a final resolution there needs to be mutual respect. How do you achieve this when you are far apart at the start of a complex sales negotiation?

By understanding the other’s perspective.

Dump ideology and rigid points of view; try to open your mind to the world your counterpart lives in. Ask questions; be genuinely curious about how they feel and why. Ask for their thoughts on how the negotiation process might be improved. Request their help in understanding their situation and constraints.

Trust follows better understanding and respect. With mutual trust, compromise comes much more easily.