Don’t Leave Good Business on the Table

By Michael Leimbach, PhD

5 Negotiation Strategies for Win-Win Sales

Salespeople often hear demands like “Your price is too high” or “Can you match the competitor’s price?” In today’s economy, it’s tempting to cut margins or offer freebies. Traditional bargaining leads to win-lose outcomes. A principled negotiation approach expands opportunities, fostering win-win agreements by focusing on interests and creative solutions. 

 

Download and explore the 5 Strategies for Successful Negotiations: 

  • Separate the People from the Problem: Shift from adversarial positions to collaborative problem-solving, focusing on mutually beneficial solutions.
  • Identify the Interests Behind the Position: Understand the true needs behind customer demands and offer solutions that align with their goals.
  • Invent Options for Mutual Gain: Address customer interests to create more value, expanding the range of possible solutions.
  • Introduce Independent Standards: Use objective criteria to ensure fair, justified decisions that satisfy both parties.
  • Know Your BATNA: Maintain a strong negotiating position by knowing your Best Alternative to a Negotiated Agreement.

Principled negotiation empowers salespeople, fostering collaboration and profitability. 

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