Sales negotiations are tricky and sensitive. There’s a lot to win and a lot to lose.
To end up with a satisfactory conclusion, you have to stay focused on the end
game and know just what you need and what you really want out of the final
agreement.
Sales
negotiation training specialists who have studied a number of deals post mortem
have come up with some advice and warnings:
- Be willing to take some risks. If you are entering an agreement and you feel there is some upside to extending the terms, do it. Hedge your bets but be willing to sacrifice a bit on the front-end for increasing future potential.
- Know who you are dealing with. The better you know the other side (personally and professionally) and what they want, the better your bargaining power and the greater your wiggle room.
- Take the long view. If you focus just on getting the deal signed, you may be leaving money on the table. Consider how the terms will affect you and your side in the future. Determine as best you can the impact of the deal on your organization going forward.
No comments:
Post a Comment