In times of tariff uncertainty, sales success depends not just on pricing strategies, but on how well you preserve trust, communicate value, and engage in conversations that reflect your customer’s real concerns. This article explores how principled negotiation helps sales professionals navigate external pressures while deepening relationships and strengthening business continuity.

Download the Full Article to Explore:

• Separate the person from the problem: When price concerns rise, reinforce that the external challenge doesn’t change your commitment to the customer relationship.
• Bring transparency with facts: Use documented tariff details, price indexes, or cost breakdowns to guide the conversation toward objectivity and fairness.
• Co-create flexible solutions: From adjusting order volumes to offering revised terms, joint problem-solving can reduce pressure and protect shared outcomes.
• Focus on deeper interests: Go beyond pricing. Understand what customers value most—continuity, service levels, or cash-flow—and build the discussion around that.
• Use disruption to build trust: Moments of uncertainty, if handled with clarity and care, can strengthen your position as a trusted advisor—not just a supplier.

Explore how principled negotiation helps sales teams turn today’s tariff pressures into tomorrow’s partnerships.