Fear of Negotiating

Almost 2,000 employees were surveyed to determine how many of them negotiated their salary amounts once a job was offered. Almost 20% never negotiated (and thus left an estimated half a million dollars on the table by age 60 according to Salary.com). Why? Most often because they were afraid.

Whether discussing salary in a hiring situation or price in a sales negotiation, negotiating is a skill that requires self-confidence, practice and finesse. Some salespeople avoid negotiating because they fear the discussion could poison the deal. Some retreat because they feel they lack the necessary skills. Others won’t negotiate because they find haggling over the nitty-gritty details an unpleasant exercise or do not feel empowered to make a decision.

Bottom line from sales negotiation training experts, don’t leave money or value on the table.

The chances are your customer expects that there will be some pull and tug over contract details. Be prepared for what you can give in terms of concessions and what you cannot. Don’t be belligerent but stand strong. You should learn to state your requirements simply and objectively. An unbalanced deal or relationship does not serve you, your company or your customer well.