Negotiation Planner
Create a comprehensive negotiation strategy for your deal. Get tactics, scripts, and a concession plan to maximize your outcome.
Mastering Sales Negotiations
Great negotiators don't wing it. They prepare thoroughly, understand both sides' positions, and have a clear strategy before entering any negotiation. This preparation is what separates average reps from top performers.
Key Negotiation Concepts
BATNA
Best Alternative to Negotiated Agreement. Know your walkaway option and theirs.
ZOPA
Zone of Possible Agreement. The range where a deal can happen for both parties.
Anchoring
The first number mentioned sets the frame. Make your anchor first when possible.
Trading
Never give without getting. Every concession should be exchanged for something.
Negotiation Best Practices
- Prepare thoroughly: Know your numbers, their situation, and your alternatives
- Listen more than you talk: Understanding their needs creates leverage
- Never negotiate against yourself: Make them respond to your offers
- Use silence: After making an offer, wait. Silence is powerful.
- Focus on interests, not positions: Find underlying needs you can address
- Know when to walk away: The power to walk away is the ultimate leverage
Common Negotiation Mistakes
- Giving concessions too quickly: Makes you look desperate
- Not asking for anything in return: Free concessions are wasted leverage
- Negotiating with the wrong person: Ensure you're talking to the decision-maker
- Focusing only on price: Other terms (payment, implementation, support) have value
- Getting emotional: Stay calm and rational, even when they don't
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