{"id":6486,"date":"2021-04-13T09:30:00","date_gmt":"2021-04-13T04:00:00","guid":{"rendered":"https:\/\/kylas.io\/?p=6486"},"modified":"2023-01-10T18:44:57","modified_gmt":"2023-01-10T13:14:57","slug":"art-science-winning-sales-negotiation","status":"publish","type":"post","link":"https:\/\/kylas.io\/en\/sales-strategy\/art-science-winning-sales-negotiation","title":{"rendered":"Sales Negotiation- The Art and the Science Behind Every Winning Story"},"content":{"rendered":"\n<style>\n@media only screen and (max-width: 700px){\n.img-full-mob{\nwidth:100% !important;\nheight:100% !important;\n}\n}\n<\/style>\n\n\n\n<blockquote class=\"wp-block-quote is-style-large\"><p><em>\u201cWhen I first started negotiating, I thought of negotiating like a boxing match. My objective was to defeat the other person. Actually, my objective was to soundly defeat the other person.\u201d<\/em>&nbsp;<\/p><\/blockquote>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">This is how Paul S Goldner and Peter McKeon describe sales negotiations in their book &#8216;<a href=\"https:\/\/books.google.co.in\/books\/about\/Red_hot_Sales_Negotiation.html?id=Vuu_wAEACAAJ&amp;source=kp_book_description&amp;redir_esc=y\" target=\"_blank\" rel=\"noreferrer noopener nofollow\"><u>Red-hot Sales Negotiation<\/u><\/a>.&#8217; Sales negotiation is often perceived as a competition to see who gets the upper hand &#8211; the customer or the salesperson.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Unfortunately, the approach doesn&#8217;t promote long-term success. In fact, such sales negotiation strategies and tactics (mostly) fail to promote even short-term success as many studies in the field attest.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">A much better alternative is to focus on creating long-term relationships so that the relationship may continue benefiting all parties involved.&nbsp;<\/p>\n\n\n\n<div style=\"height:40px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<div class=\"wp-block-ht-block-toc  is-style-outline htoc htoc--position-wide toc-list-style-plain\" data-htoc-state=\"expanded\"><span class=\"htoc__title\"><span class=\"ht_toc_title\">The Art and the Science Behind Every Winning Sales Negotiation Story<\/span><span class=\"htoc__toggle\"><svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"16\" height=\"16\"><g fill=\"#444\"><path d=\"M15 7H1c-.6 0-1 .4-1 1s.4 1 1 1h14c.6 0 1-.4 1-1s-.4-1-1-1z\"><\/path><path d=\"M15 1H1c-.6 0-1 .4-1 1s.4 1 1 1h14c.6 0 1-.4 1-1s-.4-1-1-1zM15 13H1c-.6 0-1 .4-1 1s.4 1 1 1h14c.6 0 1-.4 1-1s-.4-1-1-1z\"><\/path><\/g><\/svg><\/span><\/span><div class=\"htoc__itemswrap\"><ul class=\"ht_toc_list\"><li class=\"\"><a href=\"#htoc-the-basics-of-sales-negotiations\">The Basics of Sales Negotiations&nbsp;&nbsp;<\/a><\/li><li class=\"\"><a href=\"#htoc-the-science-behind-sales-negotiations-a-sales-perspective\">The Science Behind Sales Negotiations &#8211; A Sales Perspective<\/a><\/li><li class=\"\"><a href=\"#htoc-the-art-of-sales-negotiations\">The Art of Sales Negotiations&nbsp;<\/a><\/li><li class=\"\"><a href=\"#htoc-next-steps\">Next Steps&nbsp;<\/a><\/li><\/ul><\/div><\/div>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"htoc-the-basics-of-sales-negotiations\">The Basics of Sales Negotiations&nbsp;&nbsp;<\/h2>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">What is it?&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Roger Fisher, William Ury, and Bruce Patton in \u2018<a href=\"https:\/\/en.wikipedia.org\/wiki\/Getting_to_Yes\" target=\"_blank\" rel=\"noreferrer noopener\"><u>Getting to Yes: Negotiating Agreement Without Giving In<\/u><\/a>&#8216; define negotiation as \u201ca back-and-forth communication designed to reach an agreement when you and the other side have some interests that are shared and others that are opposed.\u201d<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Essentially, we are moving away from the goal of winning negotiations to focusing on creating a context for a winning outcome for everyone. This context encompasses a wide range of topics and situations.<\/p>\n\n\n\n<div style=\"height:40px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"htoc-how-sales-negotiations-work-typically\" style=\"font-size:22px\">How Sales Negotiations Work Typically?<\/h3>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Whether the sales negotiation is a one-time event or a multi-touchpoint event, most negotiations look like this. Salespersons&nbsp;and&nbsp;customers&nbsp;communicate&nbsp;with each other across the sales cycle and converse about-<\/p>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul class=\"has-medium-font-size\"><li>What the\u00a0customer\u00a0needs &#8211; Think pain points, requirements\u00a0<\/li><li>What the salesperson can offer &#8211; Think product or service and the benefits of addressing pain points, and<\/li><li>Are both willing to make concessions to reach an agreement<\/li><\/ul>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<div class=\"wp-block-image\"><figure class=\"aligncenter is-resized\"><img data-src=\"https:\/\/kylas.io\/wp-content\/uploads\/2021\/04\/The-Art-and-the-Science-Behind-Every-Winning-Sales-Negotiation-Story-Infographic-1.png\" alt=\"Negotiatons and concessions\" class=\"img-full-mob lazy\" width=\"577\" height=\"433\"><\/figure><\/div>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">When all three points are agreed on by all involved parties, the negotiation is termed successful. The more factors that play a part in reaching a deal, the longer will be the complexity and the length of the process.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Still, it is always the salesperson\u2019s responsibility to synthesize a deal and never the customers\u2019 to do so.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Why?<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">The salesperson via conversation(s) must gauge-<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul class=\"has-medium-font-size\"><li>How badly they need the product or service.\u00a0<\/li><li>Identify concession factors that are a priority and those that are non-negotiable.\u00a0<\/li><li>Identify whether the person(s) they are talking to have purchasing power. And if not, identify the decision-makers and engage them in a conversation.<\/li><\/ul>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Addressing all of these will help create a foundation for the outcome of your negotiation. And this very point brings us to the science behind sales negotiations.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<hr class=\"wp-block-separator\"\/>\n\n\n\n<div style=\"height:40px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"htoc-the-science-behind-sales-negotiations-a-sales-perspective\">The Science Behind Sales Negotiations &#8211; A Sales Perspective<\/h2>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Sales negotiations do not happen in a vacuum \u2013 this we know. Traditional sales have always addressed the transactional, talking about the best sales strategies and techniques. What was often missed was the role emotions play in sales negotiations.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Research in the past two decades has pointed out a few keys and less tangible factors than the transactional ones but play a major role in every negotiation process.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">We are talking about the psychological influence emotions have on negotiations and how they affect stakeholder behavior.<\/p>\n\n\n\n<div style=\"height:40px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"htoc-the-science-of-emotions-the-story-of-anger-amp-anxiety\" style=\"font-size:22px\">The Science of Emotions \u2013 The Story of Anger &amp; Anxiety<\/h3>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Salespersons and prospects, both have to deal with emotions. But since the onus of creating a winning context is on the salesperson, understanding and preparing for emotions is a new challenge. While all these emotions do play a role in negotiations, the biggest-maddest emotions of the lot are anger and anxiety.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Anxiety comes into play before the process begins or in the early stages. Anger, on the other hand, comes in a little later in the process.<\/p>\n\n\n\n<div style=\"height:40px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h4 class=\"has-vivid-cyan-blue-color has-text-color has-medium-font-size wp-block-heading\" id=\"htoc-anxiety-and-its-role\">Anxiety and its Role&nbsp;<\/h4>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Let&#8217;s go back to the basic human psychology of \u2018fight and flight.\u2019 Unlike anger which can stimulate us to fight, anxiety encourages the flight response. This state of distress makes the salesperson want to exit the scene rather than follow through.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Situations that salespeople can find themselves in when anxiety kicks in-<\/p>\n\n\n\n<div style=\"height:15px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n\n\n<ul class=\"has-medium-font-size\"><li>Flee the discussion hastily&nbsp;<\/li><li>Offer weak first offers in order to please the prospect<\/li><li>Offer weak offers early in the process&nbsp;<\/li><li>They fail to project confidence which makes prospects question the company\u2019s credibility&nbsp;<\/li><li>Find it difficult to gauge concession factors<\/li><\/ul>\n\n\n\n<div style=\"height:15px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Anxiety is a natural human reaction to stress. Salespersons must then plan and practice to recognize anxiety (which tends to creep up rather silently) and become more comfortable in such situations.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h4 class=\"has-vivid-cyan-blue-color has-text-color has-medium-font-size wp-block-heading\" id=\"htoc-anger-and-its-role\">Anger and its Role<\/h4>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Anger is the \u2018fight\u2019 part of the process and is a bit different from anxiety. While anxiety is directed inwards, anger is often directed towards another, who in this case is the prospect.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Anger is also a productive emotion where it can make a salesperson seem \u2018bolder.\u2019 However, in most situations, anger creates conflict and not collaboration.&nbsp;&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Situations that salespeople can find themselves in when anger kicks in-&nbsp;<\/p>\n\n\n\n<div style=\"height:15px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n\n\n<ul class=\"has-medium-font-size\"><li>Creates conflict as a zero-sum game where one participant has to lose&nbsp;<\/li><li>Escalates conflict by creating impasses and brings bias into the picture<\/li><li>Decreases collaboration and increases the probability of rejection&nbsp;&nbsp;<\/li><li>Angry salespersons are less likely to correctly identify and gauge concession factors&nbsp;<\/li><\/ul>\n\n\n\n<div style=\"height:15px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h4 class=\"has-vivid-cyan-blue-color has-text-color has-medium-font-size wp-block-heading\" id=\"htoc-managing-anger-and-anxiety\">Managing Anger and Anxiety&nbsp;<\/h4>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">By now you can see how anger and anxiety are two sides of a coin. This helps us better manage both emotions and the solutions to both can be common.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">The best strategies to manage anger and anxiety are-&nbsp;<\/p>\n\n\n\n<div style=\"height:15px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n\n\n<ol class=\"has-medium-font-size\"><li><span style=\"text-decoration: underline;\">Be observant<\/span> \u2013 Tune in to your customers&#8217; use of words, tone of voice, and non-verbal cues (like silence). If you ever find yourself in such a situation, take a breath and ask pointed questions to get the customer to answer openly. This will help the salesperson understand the customers\u2019 perspective easily.&nbsp;<\/li><\/ol>\n\n\n\n<div style=\"height:15px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ol start=\"2\" class=\"has-medium-font-size\"><li><span style=\"text-decoration: underline;\">Think \u2018opposite\u2019 to exert influence<\/span> &#8211; This might sound counter-productive but a quick shift in tone is easily recognizable by the customer. For example, if the customer seems angry or pushy, quickly change your angle to an alternative one of empathy or fear.&nbsp;&nbsp;&nbsp;<\/li><\/ol>\n\n\n\n<div style=\"height:40px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h4 class=\"has-vivid-cyan-blue-color has-text-color has-medium-font-size wp-block-heading\" id=\"htoc-honorary-mention-handling-loss-and-happiness\">Honorary Mention- Handling Loss and Happiness&nbsp;<\/h4>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Salespersons normally find it difficult to handle the loss of a prospect, an increasingly difficult task when the prospect drops out after a lengthy negotiation.\u00a0<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Understand that at this stage, negotiations have wound down because both parties could not agree on a few things which makes it more of a win than a loss.&nbsp;&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">We encourage the salesperson to talk to their teammates to identify what they could have done better.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Similarly, on closing a deal, salespersons do tend to become over-confident and complacent. They may come off as arrogant which may prompt their customers to want to renegotiate the deal.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n<div class=\"ub-styled-box ub-notification-box\" id=\"ub-styled-box-0c72a7ff-d60c-4948-bd48-93d0c1e01241\">\n\n\n<p class=\"has-medium-font-size\"><em><strong>Kylas Pro Tip<\/strong>&#8211; <\/em>Focus on the opportunities but, also, understand the risks. We encourage the salesperson to be considerate and measured at the same time. In other words, control all emotions and be prepared for any eventuality.&nbsp;&nbsp;<\/p>\n\n\n<\/div>\n\n\n<div style=\"height:40px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<hr class=\"wp-block-separator\"\/>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"htoc-developing-a-negotiation-strategy\" style=\"font-size:22px\">Developing a Sales Negotiation Strategy&nbsp;<\/h3>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Just like developing a sales strategy is good for the business, developing negotiation strategies and tactics helps salespeople synthesize better deals. Your negotiation strategy should be in sync with your business goals, industry, competition, and your operational capacities.&nbsp;&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">While there are tens of negotiation strategies to speak of, here are the top five Successful Negotiation Strategies that salespersons swear by.&nbsp;&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Remember &#8211; your customer is evaluating you as much as you are evaluating them, which makes creating a framework towards a winning context important.&nbsp;<\/p>\n\n\n\n<div style=\"height:15px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n\n\n<p class=\"has-medium-font-size\">While your sales strategies might focus on&#8230;&nbsp;<\/p>\n\n\n\n<p class=\"has-white-color has-text-color\">.<\/p>\n\n\n\n<ul class=\"has-medium-font-size\"><li>Benefits or Value,<\/li><li>Story-telling,<\/li><li>Flexibility,<\/li><li>Market Expertise or Standing, and<\/li><li>Challenger<\/li><\/ul>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">&#8230;your negotiation strategy must try to keep your customers&#8217; needs in mind at all times. This is why your negotiation strategy must be a consequence rather than a continuation.&nbsp;&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">However, the need for a negotiation strategy only comes up when customer expectations don\u2019t fit with your priorities and offerings. Here, your customer expects you to make concessions so that they may come out of the negotiation in a stronger position than you.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Since salespersons can only work within each factor\u2019s range, here are some situations they may find themselves in-&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Notice that situations c and e are easy to work around to reach a deal. The problem comes with a, b and d.&nbsp;&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">This is why you must Plan your BATNAs.&nbsp;&nbsp;<\/p>\n\n\n\n<div style=\"height:40px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h4 class=\"has-vivid-cyan-blue-color has-text-color has-medium-font-size wp-block-heading\" id=\"htoc-best-alternative-to-a-negotiated-agreement\">Best Alternative to a Negotiated Agreement&nbsp;<\/h4>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">For example, your deal could fall through. <\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\"><em>What should you do? <\/em><\/p>\n\n\n\n<div style=\"height:15px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n\n\n<p class=\"has-medium-font-size\">BATNAs are alternate deals to pursue when your initial deal falls through. In such a case, you can prepare your negotiation strategy by focusing on reacting to specific situations such as a, b and d.&nbsp;<\/p>\n\n\n\n<p class=\"has-white-color has-text-color\">.<\/p>\n\n\n\n<p class=\"has-medium-font-size\"><strong><em>Kylas Pro Tips <\/em><\/strong>for the creation of BATNAs-<\/p>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul class=\"has-medium-font-size\"><li><strong>Create a \u2018walk-away\u2019 plan <\/strong>if the customer\u2019s expectations are not reasonable. In many cases though, the customer might just be testing you so don\u2019t give up hope.<\/li><\/ul>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul class=\"has-medium-font-size\"><li><strong>Make concessions<\/strong>&#8211; Offering large concessions will encourage the customer to negotiate more on higher priority factors. So, you must know where you can make concessions and how much.<\/li><\/ul>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul class=\"has-medium-font-size\"><li><strong>Limit your concessions-<\/strong> Offering multiple concessions will not just encourage the customer to negotiate more but doesn\u2019t make business sense. Know where to limit your concessions and how.<\/li><\/ul>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul class=\"has-medium-font-size\"><li><strong>Defer concessions that are important <\/strong>to you such as price and delivery timelines. However, if you do choose to make high-priority concessions, do get your customer to offer something in return to ensure that the deal feels balanced.\u00a0\u00a0<\/li><\/ul>\n\n\n\n<div style=\"height:40px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"htoc-negotiation-planning-for-the-sales-representative\" style=\"font-size:22px\">Negotiation Planning for the Sales Representative&nbsp;<\/h3>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">A funny thing about sales professionals is you will find that most are averse to planning. From time to time, we hear about this thing called &#8216;the gift of gab from them as a reason against planning. However, the gift to gab has very little to do with selling successfully.\u00a0\u00a0<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Negotiation planning can actually prepare negotiators to become more professional in their approach to sales by reducing the chances of mistakes and upping your perception in the minds of your customers.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">But how does one do so?&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Here is a 3-step process to help you.\u00a0\u00a0<\/p>\n\n\n\n<div style=\"height:40px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h4 class=\"has-vivid-cyan-blue-color has-text-color has-medium-font-size wp-block-heading\" id=\"htoc-a-3-step-process-for-negotiation-planning\">A 3-Step Process for Negotiation Planning\u00a0\u00a0<\/h4>\n\n\n\n<div style=\"height:40px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\"><strong><u>Step 1- Before Every Call, Create a List of Issues and Items for Negotiation<\/u><\/strong><\/p>\n\n\n\n<div style=\"height:15px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n\n\n<p class=\"has-medium-font-size\">You can refer to factors that define sales negotiation in the \u2018Basics of Sales Negotiation\u2019 section.\u00a0<\/p>\n\n\n\n<p class=\"has-white-color has-text-color\">.<\/p>\n\n\n\n<p class=\"has-medium-font-size\">Invariably though, negotiations come down to price. Remember that this one factor must be a zero-sum game for there will be one loser \u2013 the salesperson, and one winner \u2013 the client. The focus then is to negotiate better on other factors so that you balance out the loss.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n<div class=\"ub-styled-box ub-notification-box\" id=\"ub-styled-box-39a76c28-6643-4695-9ec5-3abff15e205c\">\n\n\n<p class=\"has-medium-font-size\"><em><strong>Kylas Pro Tip<\/strong><\/em>&#8211; Once you finalize the price, accept that there are few avenues to go back and negotiate with the client over any other factor. While surprise factors can arise at times, it is best to negotiate other factors before the price.\u00a0\u00a0<\/p>\n\n\n<\/div>\n\n\n<div style=\"height:40px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\"><strong><u>Step 2- Prioritize those Issues and Items<\/u><\/strong>&nbsp;<\/p>\n\n\n\n<div style=\"height:15px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n\n\n<p class=\"has-medium-font-size\">Prioritize your issues in order of importance to you and your customer. If you have any doubts, do ask your customer to share their priorities so you can offer them a better deal. The worst that can happen is that they shut you down.&nbsp;&nbsp;<\/p>\n\n\n\n<div style=\"height:15px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Also, assume that a price concession is what they will want at every stage. Do remember that once you allow them to nibble, they will keep going back to it. To stop this, you can ask for small concessions yourself.&nbsp;<\/p>\n\n\n\n<div style=\"height:40px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\"><strong><u>Step 3- Set a Range for Each Factor<\/u><\/strong><\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Every factor must feature a range where the minimum and maximum units are set. This helps the salesperson keep his\/her business priorities within acceptable limits.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">The reasons for doing so are-<\/p>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n\n\n<ul class=\"has-medium-font-size\"><li>On one hand, anything less than the minimum will be a deal-breaker as the deal won\u2019t be a feasible one business-wise.<\/li><\/ul>\n\n\n\n<p class=\"has-white-color has-text-color\">.<\/p>\n\n\n\n<ul class=\"has-medium-font-size\"><li>On the other hand, anything more than the maximum will be infeasible in terms of operations and delivery.&nbsp;&nbsp;<\/li><\/ul>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">The science of negotiation is a bit different from the angry and louder style that authors Goldner and McKeon speak of. We are sure that these insights will help a salesperson to improve their understanding of the subject.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n<div class=\"ub-styled-box ub-notification-box\" id=\"ub-styled-box-2b186da5-9cc2-45a6-82ab-bf5c291d8106\">\n\n\n<p class=\"has-medium-font-size\"><strong><em>Kylas Pro-Tips<\/em><\/strong>&#8211; The Most Powerful Words in Sales Communication: Us, We, Our, &amp; I\u2019m sorry.<\/p>\n\n\n<\/div>\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<hr class=\"wp-block-separator\"\/>\n\n\n\n<div style=\"height:40px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"htoc-the-art-of-sales-negotiations\">The Art of Sales Negotiations&nbsp;<\/h2>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">We now move to the art of sales negotiation which differs from science in many ways. Sales negotiation requires skills akin to a poker game where you must know the deck well (as in science with permutations &amp; combinations), and know the tactics (as in art with best practices, tips &amp; tricks) to create win-win situations.&nbsp;&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">This section focuses on the development of skills and tactics to improve negotiations based on best practices.&nbsp;&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">For starters, let\u2019s begin with the most effective negotiation tactics that salespersons can implement and practice to improve their negotiation skills-&nbsp;<\/p>\n\n\n\n<div style=\"height:40px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<hr class=\"wp-block-separator\"\/>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"htoc-sales-negotiations-tactics-that-work\" style=\"font-size:22px\">Sales Negotiations Tactics That Work&nbsp;<\/h3>\n\n\n\n<div style=\"height:40px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h4 class=\"has-vivid-cyan-blue-color has-text-color has-medium-font-size wp-block-heading\" id=\"htoc-the-framing-effect\">The Framing Effect&nbsp;<\/h4>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">According to psychology, humans are designed to react to how options are framed, that is, the positive or negative connotations that each option presents.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Here\u2019s an example according to Economists Amos Tversky and Daniel Kahneman (Source: <a href=\"https:\/\/en.wikipedia.org\/wiki\/Framing_effect_(psychology)\" target=\"_blank\" rel=\"noreferrer noopener nofollow\"><u>Wikipedia<\/u><\/a>)-<\/p>\n\n\n\n<div style=\"height:15px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<div class=\"wp-block-image\"><figure class=\"aligncenter size-large is-resized\"><img decoding=\"async\" loading=\"lazy\" src=\"https:\/\/kylas.io\/wp-content\/uploads\/2021\/04\/The-Art-and-the-Science-Behind-Every-Winning-Sales-Negotiation-Story-Wiki-1.png\" alt=\"\" class=\"wp-image-6520\" width=\"810\" height=\"110\" srcset=\"https:\/\/kylas.io\/en\/wp-content\/uploads\/2021\/04\/The-Art-and-the-Science-Behind-Every-Winning-Sales-Negotiation-Story-Wiki-1.png 693w, https:\/\/kylas.io\/en\/wp-content\/uploads\/2021\/04\/The-Art-and-the-Science-Behind-Every-Winning-Sales-Negotiation-Story-Wiki-1-300x41.png 300w\" sizes=\"(max-width: 767px) 89vw, (max-width: 1000px) 54vw, (max-width: 1071px) 543px, 580px\" \/><\/figure><\/div>\n\n\n\n<div style=\"height:10px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Clearly, framing options as a gain or a loss can influence decision-making to increase the odds in the salesperson&#8217;s favor.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h4 class=\"has-vivid-cyan-blue-color has-text-color has-medium-font-size wp-block-heading\" id=\"htoc-anchoring\">Anchoring&nbsp;<\/h4>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Simply put, in any negotiation, the first step is to recognize the anchor and diffuse it.\u00a0<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Why?&nbsp;&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Here&#8217;s how Harvard Law School professor Guhan Subramanian <a href=\"https:\/\/www.pon.harvard.edu\/daily\/dealmaking-daily\/dealmaking-grappling-with-anchors-in-negotiation\/\" target=\"_blank\" rel=\"noreferrer noopener nofollow\"><u>explains<\/u><\/a> anchoring-&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">\u201c<em>A common mistake is to respond with a counteroffer before defusing the other side\u2019s anchor. If someone opens with $100, and you want to counter with $50, before presenting your number, you need to make clear that $100 is simply unacceptable. If you don\u2019t defuse the anchor first, you are suggesting that $100 is in the bargaining zone.<\/em>\u201d&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">When you don&#8217;t know what&#8217;s coming, anchors have a tendency to attract attention even when that anchor is unreasonable.&nbsp;<\/p>\n\n\n\n<div style=\"height:40px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h4 class=\"has-vivid-cyan-blue-color has-text-color has-medium-font-size wp-block-heading\" id=\"htoc-prospect-theory\">Prospect Theory&nbsp;<\/h4>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Prospect theory is described as a choice that involves risk. This theory by Daniel Kahneman and Amos Tversky argues that people by nature prefer to take bigger risks to avoid losses.\u00a0<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Insurance is a prime example of Prospect Theory.&nbsp;<\/p>\n\n\n\n<div style=\"height:15px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<div class=\"wp-block-image\"><figure class=\"alignright is-resized\"><img data-src=\"https:\/\/kylas.io\/wp-content\/uploads\/2021\/04\/The-Art-and-the-Science-Behind-Every-Winning-Sales-Negotiation-Story-11-1024x860.png\" alt=\"Risk icon\" class=\"img-full-mob lazy\" width=\"205\" height=\"172\"><\/figure><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Daniel Kahneman in Thinking Fast and Slow gives this <a href=\"https:\/\/fs.blog\/2014\/07\/daniel-kahneman-the-two-systems\/#:~:text=The%20best%20we%20can%20do,people's%20mistakes%20than%20our%20own.\" target=\"_blank\" rel=\"noreferrer noopener nofollow\"><u>advice<\/u><\/a> to salespersons-&nbsp;&nbsp;<\/p>\n\n\n\n<p class=\"has-white-color has-text-color\">.<\/p>\n\n\n\n<p class=\"has-medium-font-size\">&#8220;<em>The best we can do is a compromise: learn to recognize situations in which mistakes are likely and try harder to avoid significant mistakes when the stakes are high. The premise of this book is that it is easier to recognize other people\u2019s mistakes than our own.<\/em>&#8221;&nbsp;<\/p>\n\n\n\n<div style=\"height:40px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h4 class=\"has-vivid-cyan-blue-color has-text-color has-medium-font-size wp-block-heading\" id=\"htoc-reciprocity-theory\">Reciprocity Theory&nbsp;&nbsp;<\/h4>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">This theory states that being open to sharing information clearly will be met with positivity from the other side and encourage positive outcomes. What this does is clears a path where all parties put their priorities across to the other side for a feasible settlement.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Here are a few rules that the Harvard Law School recommends-&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul class=\"has-medium-font-size\"><li>Let them know that you can\u2019t go any further as the concession is too costly and a deal-breaker.&nbsp;<\/li><li>Every concession has its benefits. You just emphasize this to your prospect clearly.&nbsp;<\/li><li>Your original expectations are your anchors. So do not give them up too hastily.&nbsp;<\/li><\/ul>\n\n\n\n<div style=\"height:40px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h4 class=\"has-vivid-cyan-blue-color has-text-color has-medium-font-size wp-block-heading\" id=\"htoc-delaying-tactics\">Delaying Tactics&nbsp;<\/h4>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">These tactics can help one gain an advantage as the decision is postponed to a later date, giving the salesperson and the sales team to figure out tactics and options.\u00a0\u00a0<\/p>\n\n\n\n<div style=\"height:15px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<div class=\"wp-block-image\"><figure class=\"alignright is-resized\"><img data-src=\"https:\/\/kylas.io\/wp-content\/uploads\/2021\/04\/The-Art-and-the-Science-Behind-Every-Winning-Sales-Negotiation-Story-12-1024x860.png\" alt=\"Snail delay\" class=\"img-full-mob lazy\" width=\"203\" height=\"172\"><\/figure><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Delaying tactics can-&nbsp;<\/p>\n\n\n\n<p class=\"has-white-color has-text-color\">.<\/p>\n\n\n\n<ul class=\"has-medium-font-size\"><li>put the initiator in a stronger position&nbsp;<\/li><li>compel the other side to compromise&nbsp;<\/li><li>act as an indirect refusal&nbsp;<\/li><\/ul>\n\n\n\n<div style=\"height:15px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\"><u>Other Notable Mentions<\/u>&#8211;<\/p>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul class=\"has-medium-font-size\"><li>Good Cop, Bad Cop&nbsp;<\/li><li>Hyperbolic Discounting&nbsp;<\/li><li>The Bogey and the Decoy&nbsp;<\/li><\/ul>\n\n\n\n<div style=\"height:40px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<hr class=\"wp-block-separator\"\/>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"htoc-tips-for-successful-sales-negotiations\" style=\"font-size:22px\">Tips for Successful Sales Negotiations&nbsp;<\/h3>\n\n\n\n<div style=\"height:15px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n\n\n<p class=\"has-medium-font-size\">The most common mistakes that salespeople make are the simple ones that normally fly under the radar. Here are some tips to help you maximize value from your negotiations.&nbsp;<\/p>\n\n\n\n<p class=\"has-white-color has-text-color\">.<\/p>\n\n\n\n<ul class=\"has-medium-font-size\"><li><em>Always Lead the Negotiation &#8211; <\/em>You don&#8217;t want to &#8216;react&#8217; to everything and play catch up. Leading the conversation can help to be proactive.<\/li><\/ul>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul class=\"has-medium-font-size\"><li><em>Make Deal-breakers Real <\/em>&#8211; Let your counterpart know that some things are deal-breakers for you and you are willing to walk. This creates a level playing field for you. The alternative is to cave in where the agreement hurts your organization.<\/li><\/ul>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul class=\"has-medium-font-size\"><li><em>Rank Order the Terms &#8211;<\/em> Once you rank your priorities, identify your counterpart&#8217;s ranking and match its importance with yours to spot flexibility areas.<\/li><\/ul>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul class=\"has-medium-font-size\"><li>Mention Your BATNAs &#8211; While old-school sales believed that withholding information is an effective negotiation tactic, modern research debunks it. Give your counterpart an accurate picture of your expectations and see the result yourself.<\/li><\/ul>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul class=\"has-medium-font-size\"><li><em>Focus on Trade &amp; Never Cave &#8211; <\/em>If you concede too quickly, your counterpart will know this is how you do things. They will expect concessions at every step. You need to create better agreements for your organization, every time!<\/li><\/ul>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul class=\"has-medium-font-size\"><li><em>Beware! Don\u2019t EVER Use the Word &#8216;Negotiate&#8217; or Related Terminology. <\/em>&#8211; Using negotiation terminology can aggravate your counterpart and may cause them to behave aggressively. Even words such as &#8216;accept&#8217; and &#8216;reject&#8217; can cause change. Instead, use cooperative terminology like &#8216;collaborate,&#8217; and &#8216;work together.&#8217;<\/li><\/ul>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul class=\"has-medium-font-size\"><li><em>Make the First Offer<\/em> &#8211; Setting up an anchor point sets the context in the direction you want it to flow in. It also&nbsp;<ul><li>allows you to direct focus on the best qualities,&nbsp;<\/li><li>keep it within range (of all factors), and<\/li><li>bracket your precise range.<\/li><\/ul><\/li><\/ul>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul class=\"has-medium-font-size\"><li><em>Counter Their First Offer (but not always)- <\/em>Don\u2019t let the anchor settle. Counter their first offer with your own because this is what they expect from you. However, don\u2019t counter for the sake of this as this will elicit a slew of negative emotions which is never your intention.<\/li><\/ul>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul class=\"has-medium-font-size\"><li><em>Always Schedule a Future Interaction (even after the deal is done) <\/em>&#8211; Research suggests that repeated interaction creates an ecosystem of mutual cooperation. Moreover, breaking the process into consumable pieces ensures that everyone stays attentive.&nbsp;<\/li><\/ul>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<hr class=\"wp-block-separator\"\/>\n\n\n\n<div style=\"height:40px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"htoc-next-steps\">Next Steps&nbsp;<\/h2>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Many salespeople feel that sales negotiations can be difficult even in conducive market conditions. What they fail to realize is that sales negotiation needs proper knowledge, proper planning, and proper execution to be successful.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">All of this, with comprehensive sales CRM software with the right set of <a href=\"https:\/\/www.kylas.io\/features\" target=\"_blank\" rel=\"noreferrer noopener\"><u>CRM features<\/u><\/a>, can help small businesses compete with behemoths and thrive.\u00a0\u00a0\u00a0<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Not sure which CRM to choose for your growing business? Read this <u><a href=\"https:\/\/kylas.io\/sales-effectiveness\/choose-best-sales-crm-software-small-business\/\" target=\"_blank\" rel=\"noreferrer noopener\">blog<\/a><\/u>.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">We hope this article can help you plan and practice for better negotiations. If you have any comments or questions, please do share them with us in the section below.&nbsp;<\/p>\n","protected":false},"excerpt":{"rendered":"<p>\u201cWhen I first started negotiating, I thought of negotiating like a boxing match. My objective was to defeat the other person. Actually, my objective was to soundly defeat the other person.\u201d&nbsp; This is how Paul S Goldner and Peter McKeon describe sales negotiations in their book &#8216;Red-hot Sales Negotiation.&#8217; Sales negotiation is often perceived as &hellip; <\/p>\n<p class=\"link-more\"><a href=\"https:\/\/kylas.io\/en\/sales-strategy\/art-science-winning-sales-negotiation\" class=\"more-link\">Continue reading<span class=\"screen-reader-text\"> &#8220;Sales Negotiation- The Art and the Science Behind Every Winning Story&#8221;<\/span><\/a><\/p>\n","protected":false},"author":23,"featured_media":14860,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"inline_featured_image":false,"ub_ctt_via":"","footnotes":""},"categories":[12,34],"tags":[19,22,26,29],"acf":[],"featured_image_src":"https:\/\/kylas.io\/en\/wp-content\/uploads\/2021\/04\/The-Art-and-the-Science-Behind-Every-Winning-Sales-Negotiation-Story-Banner.jpg","author_info":{"display_name":"Shagun Sharma","author_link":"https:\/\/kylas.io\/en\/author\/shagun"},"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v21.5 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Sales Negotiation- The Art and the Science Behind Every Winning Story<\/title>\n<meta name=\"description\" content=\"Sales negotiation is about creating a win-win situation. Sales negotiation has both scientific and artistic aspects in the world of business.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/kylas.io\/en\/sales-strategy\/art-science-winning-sales-negotiation\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Sales Negotiation- The Art and the Science Behind Every Winning Story\" \/>\n<meta property=\"og:description\" content=\"Sales negotiation is about creating a win-win situation. Sales negotiation has both scientific and artistic aspects in the world of business.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/kylas.io\/en\/sales-strategy\/art-science-winning-sales-negotiation\" \/>\n<meta property=\"og:site_name\" content=\"Kylas Growth Engine | Sales CRM Software for Small businesses\" \/>\n<meta property=\"og:image\" content=\"https:\/\/kylas.io\/en\/wp-content\/uploads\/2021\/04\/The-Art-and-the-Science-Behind-Every-Winning-Sales-Negotiation-Story-Banner.jpg\" \/>\n\t<meta property=\"og:image:width\" content=\"1024\" \/>\n\t<meta property=\"og:image:height\" content=\"768\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"Shagun Sharma\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Shagun Sharma\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"17 minutes\" \/>\n<!-- \/ Yoast SEO plugin. -->","yoast_head_json":{"title":"Sales Negotiation- The Art and the Science Behind Every Winning Story","description":"Sales negotiation is about creating a win-win situation. 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